MSP Business School

Objections to pricing when presenting a prospect with the cost of your services is always an uncomfortable situation. How do you set the tone from the initial encounter to ensure your prospects appreciate the value of the products and services you offer? In this episode, Brian, Robb, and Tim give many examples on how to avoid and overcome price objections at different stages of the sales process.

Frank DeBenedetto has the fascinating perspective of being both an MSP owner and a vendor. We dive in with him about the incredible service he provides through audIT and how it came out of a specific need in his own MSP, Two River Technology Group. Frank DeBenedetto: https://www.linkedin.com/in/frankdebenedetto/ Two River Technology Group: https://www.tworivertech.com/ AudIT: https://www.auditforit.com/

What creates a thriving culture and excellent client base when it comes to MSPs? For Jon Kotman of Kotman Technology, the answer is your principles and core values. Join us for a wonderful discussion on how defining your principles and sticking with them no matter what leads to the best possible outcome for everyone on your team. Jon Kotman: https://www.linkedin.com/in/jonkotman/ Luke Ross: https://www.linkedin.com/in/lucas-ross-238b07143/ Kotman Technology: https://www.kotman.com/

It’s our 100th episode of MSP Business School and we couldn’t be more excited to be joined by Ed Carroll and Jeremiah Smith of Edison Marks, a brand new company that’s promising to be a major disruptor in how MSPs operate in the sales and marketing space. Buckle up and get ready for a few “ah-ha!” moments of your own as you listen to this exciting interview.

Sales and Marketing: two departments that are often disregarded by smaller MSPs but are crucial for growth… especially when you structure your company so that they work together. In this episode, hosts Brian, Tim, and Robb tackle how to integrate a marketing team into your sales efforts in order to create the greatest growth potential for your MSP.

Another addition to our conversations with MSP owners, Travis Barker of EZ IT Solutions joins us to talk about the somewhat crazy and not-so-apparent road that led him and his company to where they are today. Starting with a great origin story and ending with our best cliffhanger to date, this is a must-listen for any MSP owner.

As a business owner, you need to be able to estimate what your sales are going to be in the near and distant future. But if your sales reps aren’t clearing stale deals out of their pipelines, how will you be able to make an accurate forecast? In this episode, Brian, Tim, and Robb sit down for a discussion on how you as the owner can help your salespeople create healthy pipelines and actually close more deals in the long run.

Oftentimes the best way to get advice on how to run your business (or ideas for areas of opportunity you hadn’t considered before) is to listen to other successful owners talk about how they got their business to where it is today. This week, we’re joined by MSP owner Allan Jocson of Agilitec. Allan generously shares how he and his team navigated many challenging times to emerge as a highly successful MSP.

The shift in recent years to prioritizing monthly recurring revenue over all other money-making methods has led to a bit of a stalemate in the industry. How do you stand out against the crowd if all you’re doing is offering the exact same services as every other MSP out there? In this episode, Brian takes the lead as he presents a shift in mindset that will provide your MSP with an endless number of ways to create new avenues of generating revenue and greater value for your company.

In episode 90, Brian, Tim, and Robb discussed how to find and recruit MSP salespeople in today’s market. Now that you’ve found the perfect rep, how do you present a job offer to them? And before you do that, how do you put together a competitive compensation plan that makes them want to work for you? In this episode, the hosts continue their roundtable discussion about hiring salespeople by diving into compensation plans, bonuses, and the right way to present a job offer.