 | Finally - a Sales & Marketing Book written by I.T. Service Providers for I.T. Service Providers! "The Best I.T. Sales & Marketing BOOK EVER!" focuses squarely on one of the most challenging aspects of running a successful I.T. service business: creating, managing and growing a successful Sales and Marketing program. This book will reveal to you how to successfully sell and market your I.T. solutions and become a Trusted Advisor to your clients. These methodologies have helped hundreds of our Managed Services Partners, Live Workshop and Webinar Attendees tremendously increase their revenues. |
NEARLY 500 PAGES ON BUILDING YOUR SALES AND MARKETING DEPT
OVER 50 FORMS, TOOLS AND COLLATERAL TO SPEED YOUR SUCCESS!
Our Mission is to educate our Managed Services Partners in our unique Managed Services methodology, allowing them to transition to a Proactive, Annuity-Based revenue model and significantly increase their revenue and Company Valuation.
Why should I buy this book?
"The Best I.T. Sales & Marketing BOOK EVER!" focuses squarely on one of the most challenging aspects of running a successful I.T. service business: creating, managing and growing a successful Sales and Marketing program.
This comprehensive resource covers its subject matter head-on. Beginning with an in-depth discussion of all of the preliminary activity that needs to be thought-through and completed before a Service Provider can even begin to develop a marketing strategy; this valuable resource documents a step-by-step process that walks the reader through every topic necessary in order to realize a fully-ecuted, successful Sales and Marketing process.
This book will reveal to you how to successfully sell and market your I.T. solutions and become a Trusted Advisor to your clients. These methodologies have helped hundreds of our Managed Services Partners, Live Workshop and Webinar Attendees tremendously increase their revenues.
What's Covered in the Book?
Covering every essential process required to increase your consistent sales growth and success, this publication truly is "The Best I.T. Sales & Marketing Book Ever!"
No I.T. Sales & Marketing question has been left unanswered. Drawing upon MSP University’s experience in helping Partners across the country transition to an annuity-based, proactive service delivery model, each phase of the I.T. Sales and Marketing process is addressed. Broken down into logical sections, this book helps the reader choose their target market, determine their service offerings and develop their marketing message, and the methods through which it is successfully delivered. Follow-on chapters address hiring the right sales staff and training, incenting and managing them for success. Additional areas covered include appointment setting and conducting the first, second and third appointments - all the way through closing the deal with the decision-maker.
The additional downloads contain newly designed marketing collateral and case study templates, as well as a complete business-winning I.T. Solutions and Managed Services website design worth $5,000. Also included are live client appointment role-play videos, designed to help the reader truly experience each phase of a complete sales cycle, as well as process-specific webinar training. Chock full of additional new forms, tools and collateral, the included downloadable material greatly enhances the value of "The Best I.T. Sales & Marketing Book Ever", and insures that this unique publication lives up to its name.
Table of Contents:
- About the Author – Erick Simpson
- Dedication
- Acknowledgements
- Foreword
- Preface
- Section 1 - Preparation
- We Can’t Just Sell Managed Services
- Getting Vertical
- Identifying Your Vertical Markets
- Sourcing Your Marketing List
- Developing Compelling Vertical-Specific Collateral
- Extreme Website Makeover
- Optimize Your Website With SEO To Attract Your Vertical Market
- Marketing with White Papers
- Marketing with Case Studies
- Marketing with Electronic Newsletters
- Marketing with News Releases
- Marketing with Win-Wires
- Marketing with Postcards
- Marketing with HTML Email
- Marketing with Constant Contact
- Section 2 – Hiring, Training and Managing Sales Staff
- Writing Effective Employment Ads for Sales Staff
- Using DISC Behavioral Profiles before Interviewing Candidates
- The Interview Process for Hiring Sales Staff
- The Offer Letter
- The Employment Agreement
- Compensation Plans
- Training Sales Staff
- The Sales Manager
- The Function of the Sales Engineer
- The Appointment Setter
- Section 3 – Selling Services and Solutions
- Tracking Sales and Marketing Activity
- The Solution Selling Sales Process
- The Managed Services Sales Process
- Selling Managed Services – 1st Appointment
- Selling Managed Services – Before the 2nd Appointment
- Selling Managed Services –2nd Appointment
- Selling Managed Services –3rd Appointment
- Appendix A – Forms and Collateral
- Managed Services and I.T. Solutions Website
- Thank You Postcard
- Appointment Postcard
- Closing The Deal Handout
- Cost Savings Analysis
- Cost Savings Analysis Example
- Managed Services Agreement Example
- Disaster Recovery Messaging Postcard
- Disaster Recovery Messaging Postcard2
- Flat-Rate I.T. Messaging Postcard
- Case Study Questionnaire
- Newsletter Design Comp
- I.T. Services Line Card Comp
- HR Interview Checklist For New Sales Person
- 5 Ways To Evaluate A Sales Person
- Qualifying Call Script
- Lead Calling Script
- Direct Mail Marketing Letter
- HTML Email DR Messaging Comp
- Business Plan PowerPoint Presentation
- Managed Services Business Plan Template
- Managed Services Business Plan White Paper
- MSP University
- Index
- What’s on the Download?
Additional Included Downloads:
54 individual forms, tools and collateral!
A $5,000 Managed Services and I.T. Solutions website design!
Webinar trainings covering specific areas of successful I.T. Sales & Marketing!
- 17 page Managed Services and I.T. Solutions Website Design Comp
- NEW Thank You Postcard "Postcard" Design Comp
- NEW Appointment Setting Postcard Design Comp
- NEW Cost Savings Analysis Form
- NEW Cost Savings Analysis Example
- NEW Managed Services Agreement Example
- Closing The Deal – 17 Page Managed Services Sales Process And Overcoming Objections
- Introduction to MSP University
- Disaster RecoveryMessaging Postcard Design Comp
- Disaster RecoveryMessaging Postcard Design Comp2
- Disaster RecoveryMessaging Postcard Design Comp3
- Flat-Rate I.T. Messaging Postcard Design Comp
- Website SEO Report
- Case Study Questionnaire
- Newsletter Design Comp
- I.T. Service Line Card Design Comp
- HR Interview Checklist For New Sales Person
- 5 Ways To Evaluate A Sales Person Before They Make A Sale
- Qualifying Call Script
- Lead Calling Script
- Direct Mail Marketing Letter Design Comp
- HTML Email Disaster Recovery Messaging Design Comp
- Managed Services, Your Business Plan and You PowerPoint Presentation
- Managed Services Business Plan Template
- Managed Services Business Plan Article
- - Bonus – Haas Webcast With Karl Palachuk
- - Bonus – Closing The Deal Managed Services Webcast
- - Bonus – Managed Services Business Plan Webcast
- - Bonus – How To Use The Cost Savings Analysis Webcast
- - Bonus – Creating Effective Managed Services Proposals Webcast
- MSP University CEO Support Group Webcast
- MSP University Help Desk/NOC Boot Camp Webcast
- MSP University Sales & Marketing Boot Camp Webcast
- MSP University Introduction Webcast
- ...and much, much more
Finally!
A Sales & Marketing Book
written by I.T. Service Providers
for I.T. Service Providers!