Join Adam Anderson, CEO and co-founder of ThreatCat and a sales and cybersecurity expert, as he reveals the hidden pitfalls in Managed Service Provider sales processes. Discover why over 50% of deals fail and how emotional intelligence can be your secret weapon. Adam emphasizes the importance of truly understanding client needs over mere listening. He also discusses the advantages of disqualification as a strategy, and how refining your discovery techniques can lead to more successful sales outcomes.
01:12:09
forum Ask episode
web_stories AI Snips
view_agenda Chapters
menu_book Books
auto_awesome Transcript
info_circle Episode notes
question_answer ANECDOTE
Promotion That Cost A Million
Adam promoted his best consultant to president without systems or support and lost a million in revenue over two years.
He learned leaders must provide guide rails and mentorship before promoting people to run the company.
question_answer ANECDOTE
38-Hour Outage Taught Communication
Jeff recounts a 38-hour server outage where lack of hourly updates angered the client's decision-maker.
He learned to take over communications and provide hourly business-focused updates during incidents.
volunteer_activism ADVICE
Set And Confirm Communication Expectations
Set clear communication expectations during incidents and ask the client what they need to hear each hour.
Follow up and confirm they understood your updates instead of assuming comprehension.
Get the Snipd Podcast app to discover more snips from this episode
Why are so many MSP sales processes doomed from the start? Discover the hidden pitfalls that kill more than 50% of your deals and learn how to transform your strategy into a winning formula.
Summary: In this episode, we dive deep into the elements that sabotage MSP sales efforts and reveal the methods to overcome them. From understanding the difference between hearing and truly understanding a client’s needs, to utilizing vulnerability as your secret sales superpower, this episode is packed with actionable insights. Learn how to refine your discovery process, overcome the owner-led sales trap, and why disqualification might just be your best qualification strategy.
🔍 Key Topics Covered: • MSP Sales Strategy: Understand why many MSPs fail at critical points in their sales process. • Complex vs. Simple Sales: How to identify and align with your client's buying journey. • Vulnerability in Sales: Using emotional intelligence to win more deals. • Owner-Led Sales Challenges: Why your personal success may not translate to your team. • Effective Discovery: Techniques to improve client understanding and communication. • Disqualification Methods: Strategies to ensure you're pursuing the right clients. • Behavior vs. Results: How focusing on behaviors can lead to consistent sales success.
⏱️ Timestamps: 1. Introduction to MSP Sales Pitfalls 2. Hearing vs. Understanding: Impact on Sales 3. The Power of Vulnerability in Selling 4. Complex Sales and the MSP Market 5. Owner-Led Sales and Its Limitations 6. Redefining Your Discovery Process 7. Importance of Disqualification
CTA Section: 📩 Download our free workbook to supercharge your MSP strategy:
MSP Insider 