Managed Services Provider University

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Using the Client Solution Roadmap to Capture More Revenue from Fewer Client


Are you leaving money on the table? Are there sales opportunities in your client accounts that you haven’t captured? What if you could increase your top line revenue while bypassing the lead generation process? Join Kate Hunt for this session to learn some strategies you can use to drive revenue from within your existing client accounts.


Using the Profitability Matrix to Project your Managed Services Revenue Potential


Have you ever wondered if you’re maximizing your revenue capture from your clients? The Profitability Matrix is a phenomenal tool for IT Solution Providers working through the transition from a project or break/fix support model into the annuity-based managed services support model to help give them a picture of how much revenue they could be capturing in the annuity based revenue model. Join Kate Hunt for this session in which we’ll show you how to leverage this tool to help grow your new Managed Services business.


Implementing the 51 Step Process for Closing Managed Services


This Webcast focuses on an in-depth 51-step marketing, sales, and closing process from initial outbound direct mail and telemarketing effort to appointment-setting, network analysis, proposal creation, 3-appointment presentation, close, follow-up, on-boarding, and client appreciation. Following this step-by-step process, you will close more business and shorten your sales cycles by communicating as a true sales professional and Trusted Advisor.


Selling Managed Services in 3 Appointments or less


This Webcast walks you through each step of your first Managed Services sales appointment—and your second, and your third, then teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, this Webcast reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal!


Appointment Setting and Telemarketing Techniques


This Webcast features successful appointment-setting and telemarketing techniques designed to get you past the gate keeper and to the decision maker. Discussion includes call script creation and scheduling call-downs during your marketing campaigns to secure appointments for your IT solutions and Managed Services deliverables.