Robert Gillette | Mastering Sales Confidence: Secrets from MSP Dojo

Aug 20, 2024

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Guest

Name: Robert Gillette LinkedIn page: / rwgillette Company: MSP Dojo Website: https://www.mspdojo.net/

Hosts

Brian Doyle: / briandoylemetathinq

Robert Gillette is the founder of MSP Dojo, a revolutionary platform designed to enhance sales performance in the MSP (Managed Service Provider) industry. With a rich background that spans over seven years as a lead sales executive, Robert has significantly contributed to the growth of an MSP from $10 million to $30 million in revenue. His innovative approach combines practical sales training and peer collaboration, making him an influential figure in the MSP sales community.

Episode Summary

In this enlightening episode of MSP Business School, host Brian Doyle welcomes Robert Gillette, the founder of MSP Dojo, to discuss the challenges and solutions in MSP sales. Brian starts off with a brief update about his summer and then introduces Robert, who shares his unexpected journey into the MSP world and his transition into a role that combines his sales heritage with a passion for consultative selling.

Robert delves into the impetus behind MSP Dojo, explaining how he identified a gap in the market for practical sales training and peer-to-peer role-playing exercises. Highlighting shocking statistics like 85% of MSPs setting fewer than ten net new first-time appointments annually, Robert underscores the critical need for regular practice to build sales confidence and competency.

The conversation also touches on the importance of role-playing, the unique offerings of MSP Dojo, and the advantages of competitor collaboration. Throughout the episode, Brian and Robert touch on key strategies for improving sales performance, such as understanding the nuances between referral-led and marketing-led sales processes and recognizing the human component of sales confidence.

By the end of the episode, listeners are provided with actionable insights and a clear understanding of how MSP Dojo can serve as a transformative tool for any MSP's sales trajectory.

Key Takeaways:

*Importance of Sales Practice: Regular, structured practice is crucial for building confidence and competency in sales.

*MSP Dojo: Offers a unique platform for MSP sales professionals to practice sales scenarios and improve their skills through peer collaboration.

*Sales Statistics: A significant percentage of MSPs struggle with low numbers of net new appointments, highlighting a need for better sales processes.

*Competitive Collaboration: Engaging with competitors in a constructive manner can enhance differentiation and improve overall sales strategies.

*Sales Confidence: Building confidence in sales techniques can lead to higher close rates and better business outcomes.