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October 2010 IT Solutions and Managed Services Provider Newsletter Over 35,000 Readers and Growing! |
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| Welcome to MSP University | |
Happy Halloween!
Halloween is an annual holiday observed on October 31, primarily in the United States, Canada, Ireland, and the United Kingdom. It has roots in the Celtic festival of Samhain and the Christian holiday All Saints' Day, but is today largely a secular celebration.
Common Halloween activities include trick-or-treating, wearing costumes and attending costume parties, carving jack-o'-lanterns, ghost tours, bonfires, apple bobbing, visiting haunted attractions, committing pranks, telling ghost stories or other frightening tales, and watching horror films.
(from Wikipedia.org)
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| FREE MSP University Membership! |
 Have you created your FREE MSP University account yet? Just browse over to www.mspu.us and sign up to receive access to IT and Managed Services webinars, tools, forms and collateral to help you transform or improve your IT practice with valuable resources in areas of business operations, HR and hiring, sales and marketing and service delivery, project management and help desk operations.
Learn how to:
- Revolutionize your existing business model
- Transition existing break-fix customers to Managed Services clients
- Market to the right prospects and close Managed Services business
- Choose the right tools and technology to maximize your efficiencies as an MSP
- Build closer relationships with vendors and fulfillment partners
- Grow your revenue month after month, year after year
How much annuity-based revenue is your IT practice currently generating?
What is your company worth?
What are your plans for improvement?
Evaluate your options as an MSP with our FREE membership offer - why wait any longer?
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| MSP University FREE October Webinar Course Highlight |
 Selling the Cloud as a Managed Service Cloud services present Managed Service Providers with an opportunity to extend their business model of delivering predictable service levels at a predictable cost by providing services and solutions without large capital investments for themselves or their clients. Technologies such as Hosted Exchange, SharePoint, Offsite Backups, Web Filtering and more provide enterprise level reliability and features far beyond company firewalls. Join us and our guest Vlad Mazek as he reveals how to properly position, market and sell these additional annuity-based services, along with Managed Hosting Services. |
The 5th Step in the 7 Step Sales Process for IT Solutions and Managed Services - Overcoming Objections | |
Overcoming Objections is the fifth step of the 7-Step Sales Process and usually takes place after the Presentation of the proposed services, proposal and cost savings analysis; although the process for overcoming objections should be executed by the Sales Professional any time an objection is presented. Proper execution of the previous four steps in the sales process should minimize the number of objections the prospect would voice at this stage in the sales process.
Objections are typically a misunderstanding on the part of the prospect caused by a lack of information. In many cases objections are created by the Sales Professional's inability to properly communicate the value proposition of their offering to the prospect. When confronted with an objection, untrained Sales Professionals rely on techniques such as firing off pre-scripted rebuttals or restating the features and benefits of their solutions without taking the time to properly discover what the prospect's true objection is.
Cick to read the rest of The 5th Step in the 7 Step Sales Process for IT Solutions and Managed Services Providers - Overcoming Objections |
Announcing CompTIA's HIT Foundations Workshop, along with our HIT Educational Track featured in our next Boot Camp on November 10th-12th in Newark, NJ! |
Select Image For a Boot Camp Preview!
Are you interested in:
- A one-day intensive course focusing on the practical skills you need on the job as a VAR in Healthcare IT?
- Finding out what all the "buzz" around Healthcare IT, EMR/EHR, HITECH and the Stimulus opportunity is about?
- What "Meaningful Use" is, and how it applies to EMR/EHR solutions, practitioners and hospitals?
- Learning how to identify eligible medical practitioners and hospitals for stimulus funding?
- Receiving training from HIT Experts in pricing, positioning and selling EMR/EHR, Patient Portal and Practice Management Solutions?
Then register now to attend MSP University's next Boot Camp on November 10th-12th in Newark, NJ - the most comprehensive and complete live training of its kind anywhere!
CompTIA's HIT Foundations workshop topics include:
- Get a hands-on tour of a new CompTIA Physician Practice Assessment Tool
- Work through Scenerios to gain Confidence in dealing with the unique considerations for HIT and the barriers to its implementation
- Discover how to locate the best resources for learning HIT lingo and the new regulations
- Find out which resources are the most reliable and up-to-date in this rapidly changing field
- Leverage experience from your peers and build valuable alliances for continuing your learning
MSP University's HIT Track Topics Include:
- Healthcare Associations and Government Agencies
- The Health Information, Portability and Accountability Act (HIPAA)
- The American Recovery and Reinvestment Act of 2009 (ARRA)
- The Health Information Technology for Economic and Clinical Health Act (HITECH)
- Understanding Meaningful Use
- Health Level 7 (HL7) and Health Information Exchange (HIE) Standards and the Law
- Patient Portals
- EMR/EHR Vendors, Solutions, Required Infrastructure and Implementation
- Medical Practice Needs, Specialties, Terminology, Workflows and Healthcare Laws
- Positioning Marketing and Selling Healthcare IT Solutions
- Selling Healthcare IT Solutions
And don't miss out on our other valuable educational tracks - register now as attendance is limited:
TRACK 1 - CEO OPERATIONS- LIMITED TO 50 ATTENDEES
TRACK 2 - SERVICES SALES 101- LIMITED TO 30 ATTENDEES
TRACK 3 - SERVICE DELIVERY- LIMITED TO 30 ATTENDEES
TRACK 4 - MARKETING - LIMITED TO 30 ATTENDEES
TRACK 5 - HEALTHCARE IT - LIMITED TO 30 ATTENDEES
Register now to receive: - 3 Days of intensive IT Business, Sales & Marketing, Service Delivery AND Healthcare Solutions Training - a $2,995 value!
- 4 Reference Books and their companion comprehension tests - a $500 value!
- Service Leadership Index™ Solution Provider Fundamentals Profitability Benchmark - a $129 value!
- DISC Behavioral Profile - a $45 value!
- Boot Camp On-Boarding Call - a $99 value!
- Interaction with over 100 of your peers and key Manufacturer, Vendor and Fulfillment Partner Sponsors - priceless!
And much, much more...ABSOLUTELY FREE WITH ATTENDANCE! |
| CompTIA Regional Workshops | |
| | CompTIA Seattle Workshop is 3 Weeks Away
Join CompTIA in Seattle, WA November 11 for a one-day workshop to advance your business plan. There are four decisions all growth companies need to get right - people, strategy, execution and cash. CompTIA's workshop will focus on strategy and execution and give you the tools you need to make an immediate impact on your business.
 |  | Registration: Non CompTIA Members pay just $250 for this workshop ($895 value). The $250 registration fee includes a one-year CompTIA membership. REGISTER NOW » |  |
Walk away from the workshop with:
Defined Strategy
> BHAG Plan
> Brand Promise
Execution
> Theme
> Annual & Quarterly Plan
> Individual Plan
> Meeting Rhythms
> Summary & Action Plan
Learn More Here »
Register Now for Seattle»
Featuring Patrick Thean:
 CompTIA's workshop trainer Patrick Thean is an award winning serial entrepreneur who has started and exited multiple IT startups. He received the Ernst & Young Entrepreneur of the Year Award for North Carolina in 1996 and achieved the ranking of 151 on the Inc 500 in 1997.
Patrick is co-chair of MIT's Entrepreneur Masters Program (previously known as the Birthing of Giants program), an exclusive program for founders and CEOs of high growth companies. He's been in your shoes and can help you make the most of your business! | | |
Seattle, WA
November 11, 2010
Mastering Business Strategy & Execution
ITT Technical Institute
Spread the Word:
CompTIA 1815 S. Meyers Road, Suite 300, Oakbrook Terrace IL 60181 | www.comptia.org | |
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MSP University Industry News |
Here are just a few of the accomplishments MSP University achieved in the month of September:
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Please forward this newsletter to anyone that might benefit and have a prosperous month!
Sincerely,
Erick Simpson
Vice President & CIO
MSP University
7077 Orangewood Ave., Suite 223 Garden Grove, CA 92841
Office: (714) 898-8195 Fax: (714) 898-8194
esimpson@mspu.us
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