Tuesday Talking Points

Tuesday Talking Points will feature Carrie Simpson, Tracie Orisko and many of our solution provider and vendor partners sharing success stories and valuable tips. No sales pitches, we promise – just good advice, case studies and real, actionable suggestions that you can implement in-house.

Upcoming Webinars

LIVE WEBINAR
Sep 19, 2017, 1 PM ET
Creating a Solid Foundation for Sales Success

Lead Generation is always important to your MSP sales funnel, but many companies fail to prepare for the changes that steady lead generation brings to their business. Setting a solid foundation is essential for sales success.

Carrie and Erick discuss the “must haves” for successful lead generation programs, and they’re joined by Guy Baroan, the CEO of Baroan Technologies who shares how they changed their processes to plan for sales success.

Learn what activities are essential to your process in order to get maximum ROI on your appointments.

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LIVE WEBINAR
Sep 26, 2017, 1 PM ET
How to Reduce Your Lead Sales Cycle

Keeping your sales funnel full of appointments is important, but if you’re not converting those appointments in to deals, those appointments aren’t going to help you!

Join Carrie Simpson from Managed Sales Pros as she chats with Nick Points from Chartec on the differences between referral leads and cold leads, and how you can close both more often using the correct process.

Michael Anderson, CEO of 365 Technologies joins to share his experience with both MSPros and Chartec, and talk about the changes he made to his sales process that have shortened his cold lead sales cycle and helped him win larger MRR deals this year.

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LIVE WEBINAR
Oct 3, 2017, 1 PM ET
Setting Yourself Apart From Your Competitors

Prospecting requires you to set yourself apart from the crowd and showcase why you’re different from your competitors.  Auvik provides their clients with a unique differentiator.  Carrie Simpson from Managed Sales Pros chats with Alex Hoff, the VP Sales & Product from Auvik.   We’ll share some great prospecting questions that you can use to turn “we already have that!” into “we’d love to hear more about that!”

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LIVE WEBINAR
Oct 10, 2017 1 PM ET
How a Streamlined Payment Process Prepares your MSP for Acquisition

You’re closing deals, but how are your receivables? Learn why the close is not won until you’ve got a signed auto-debit authority.

When Paul MacNeill, CEO of Wise Sync successfully exited from his MSP last year, the value of his business was greatly improved due to their excellent cashflow position and low accounts receivables.

By focusing on increasing the number of partners signed up to automatic payments, Paul converted every new MSP contract to a cashflow win. With over 90% of their monthly MSA revenues paid by automated payment on the 1st of the month, this saw their aged payables hover around 2 days from invoice.

To help address the burden of manual processes as their business grew, Paul and the team at Wise-Sync created Wise-Pay to automate the payment process, and reduce the administration effort by over 95%, increasing their businesses acquisition value.

Join Carrie and Paul to learn how you can access the same tools and processes for your business as they chat about the process to ready your MSP for acquisition, with a focus on some the red flags that can potentially derail an offer, and some practical tips on closing the most important part of the sale – payment.

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On-Demand Webinars

ON DEMAND WEBINAR
Jun 13, 2017 1 PM ET
MS Pros Tuesday Talking Points: Reese Ormand, TechVera – Building a Successful Referral Program

Join Reese Ormand, the CEO of TechVera, as he shares how he was able to make the transition from break fix to managed services, and double his MRR by building a sales referral program that requires NO COLD CALLING!

Reese was supported to make these choices through education he received through Connectwise – read more about his success story here: https://www.connectwise.com/partner-case-study/techvera

Join us on June 13 at 1pm ET as Reese and Managed Sales Pros CEO, Carrie Simpson talk leads, referrals, the challenges that come with growing a small business, and more! If you’re trying to grow your MRR this year you won’t want to miss this webinar. Reese will share step-by-step the process he used to grow his business.

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ON DEMAND WEBINAR
May 2, 2017 1 PM EDT
MSPros Tuesday Talking Points: Coaching Sales Development Representatives for Success

David Dulany is the host of Silicon Valley’s most popular sales development podcast, “The Sales Development Podcast.”

His new consulting firm, Tenbound, focuses on helping companies select the right process, tools and people to create powerful sales development teams.

Join us as David and Carrie chat about effective coaching strategies for your internal SDR teams. Building a team isn’t enough. How do you lead, mentor and constantly improve that team?

This webinar will be of most interest to any company currently struggling to manage internal sales assets, and to those planning to make their first sales development hire.

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ON DEMAND WEBINAR
April 25, 2017, 1 PM ET
How You Can Create a Winning Company Culture that Fosters Sales Success

Dan Waldschmidt, Author of Edgy Conversations, joins Managed Sales Pros CEO Carrie Simpson to discuss how you can create a winning company culture that fosters sales success. How do some companies make it look so easy?

Well, according to author, consultant and business blogger, Dan Waldschmidt, winners don’t just do different things, they look at the world with a radically different perspective. They are guided by a philosophy that makes them seem bulletproof and “lucky” to everyone who sees their improbable success—but they aren’t doing anything that you couldn’t be doing right now.

Join us to learn a little, laugh a lot and take away some actionable sales tips that you can implement immediately.

Want to learn more about Dan before the webinar? Find his blog, which the Wall Street Journal called “one of the best business blogs anywhere on the internet”, here: www.edgyconversations.com.

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ON DEMAND WEBINAR
January 17, 2017, 1 PM ET
Active Referral Networks – Never make another Cold Call!

If you’re new to sales prospecting (cold calling) and aren’t enjoying it, maybe you need to approach things differently! Join us on January 17, 2017, at 1 PM EST to learn how to build a powerful referral network starting with the people you already know, and who already like and trust you! Learn how to ask your current clients for referrals, and then learn how to begin building out your network so you’ll have a steady stream of new referrals. You may never have to cold call again!

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ON DEMAND WEBINAR
January 24, 2017, 1 PM ET
Cold Calling Like a Boss When You’re the Boss – Principal Led Selling Strategies

Calling Peer to Peer is a great way to build your business quickly. Removing the traditional power imbalance from a sales relationship (ie, a sales rep begging for time from a CEO) increases your chances of an audience – but how do you begin, what do you say, and how can you make every dial count? As a business owner or leader, your time is valuable and limited. You haven’t got the time to “smile and dial”, so join us on January 24, 2017 at 1 PM EST to learn how to maximize every minute you spend on the phone. Learn how to connect with other business leaders to position your company for ongoing sales success.

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ON DEMAND WEBINAR
Tue, Oct 25, 1:00 PM ET
MSPros Tuesday Talking Points: Larry Cobrin, MSPCFO – Using Analytics to Improve your Sales Processes and Increase Your MRR

Do you know what most MSPs aggressively growing revenue year over year have in common?
Larry Cobrin knows. Larry is the founder and CEO of MSPCFO, a business intelligence platform for MSPs.

Want to learn what separates high growth MSPs from their less successful counterparts?
Are you interested in increasing your MRR?
Do you know which of your clients generate the most profit, and what they have in common?

Once you’ve determined – using facts – who your most profitable clients are (and why), you can use business intelligence to:

  • increase the revenue within your base by bringing your other clients up to the same levels of profitability
  • Terminate relationships with clients that are no longer profitable, or who aren’t as profitable as others
  • Begin building prospecting campaigns targeting the types of companies you know will be the highest percentage drivers of new revenue.

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ON DEMAND WEBINAR
MS Pros Tuesday Talking Points: Denes Purnhauser, Reframe Your Clients – Building, pricing and selling vCIO solutions for MSPs

Are you looking to increase your MRR, retain your clients and attract more new business? Do you want to learn how to create an offering that will differentiate you from your competitors? Do you want to price a vCIO service appropriately and learn how to sell it to new and current clients? If so, you can’t afford to miss these informative Q&A sessions.

Managed Sales Pros interviews Denes Purnhauser, the CEO of Reframe Your Clients.

Learn how Reframe Your Clients helps MSPs create and improve their vCIO offerings, and how MSPros discusses vCIO on sales prospecting calls to earn more appointments for their clients.

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ON DEMAND WEBINAR
Tue, Sep 20, 11:00 AM ET
Process-driven Prospecting Drives Predictable Revenue

Do you want or need help building, managing and growing your managed services sales pipeline? Are you relying solely on customer referrals for quality leads? Do you wait until you lose an account before looking for a new one? Do you just want to learn another way to generate leads? If you answered yes to any of these questions, this webinar is for you!

Join Carrie Simpson, Founder and CEO of Managed Sales Pros, Inc., and Autotask’s SVP of Channel Development, Len DiCostanzo, for this insightful webinar on how IT Service Providers can develop and execute process driven lead generation campaigns to help grow recurring revenue and take their business to the next level.

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ON DEMAND WEBINAR
Tue, Sep 20, 1:00 PM ET
MS Pros Tuesday Talking Points: Jim Turner, Hilltop Consultants & Jeff Benedetti, Datto – Selling Managed Services – using BDR as a thin wedge

Join Carrie Simpson, CEO of Managed Sales Pros, Jim Turner, CEO of Hilltop Consultants and Jeff Benedetti, Director of New Partner Acquisition at Datto, as they share tips on how to use backup and business continuity solutions as thin wedge selling opportunities that lead to more managed services agreements and increased MRR.

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ON DEMAND WEBINAR
Tue, June 21, 1:00 PM ET
Hiring A Sales Lead Generator For Your MSP

Are you thinking about hiring a telemarketer or lead generator for your MSP? Join CEO, Carrie Simpson to learn how Managed Sales Pros finds, trains, retains and supports our telemarketing team. If you’re trying to decide between building in-house and outsourcing, this webinar will be very helpful!

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ON DEMAND WEBINAR
Tue, May 24, 1:00 PM ET
MS Pros Tuesday Talking Points: David Forster, Adster Creative – You Complete Me: Why a Digital Advertising Company Uses Telephone Prospecting

Join David Forster, the CEO of Adster, to learn how companies should be combining their digital advertising initiatives with traditional approaches. David will share how they used digital to further measure the impact of their telemarketing investment, and will explain how you can combine telemarketing with new approaches like remarketing. Using actual data from their own campaign, David will show you how they were able to both measure and improve ROI across all channels.

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ON DEMAND WEBINAR
Tue, May 17, 1:00 PM ET
MS Pros Tuesday Talking Points: Brad Benner, Nex.to –  Customer Satisfaction – Are your clients loving you or leaving you?

Our #TuesTalkingPoints discussions around the importance of MSP client retention continue with Brad Benner of Nex.to. Brad joins us to share the very simple ways you can increase customer satisfaction, and how to measure that satisfaction so you can proactively prevent client churn. Managed Sales Pros will be announcing the availability of a brand new service on this webinar, so this is a Tuesday you will definitely NOT want to miss!

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ON DEMAND WEBINAR
Best Lead Tips from 3 Experts in the IT Sales Industry

Carrie Simpson, CEO of Managed Sales Pros discusses creating and executing a lead generation campaign custom-tailored to the managed services markets. Learn how to dial Up the perfect strategy! Carrie is joined in this webinar by Stuart Crawford of Ulistic and Chris Sterbenc of FreedomVoice.

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ON DEMAND WEBINAR
Tue, May 10, 1:00 PM ET
MS Pros Tuesday Talking Points: Ryan Morris, Morris Management Partners – MSP Sales: What Works Now … What Must Change

Ryan Morris of Morris Management Partners has come to be known as one of the most compelling sources of strategy and tactics in the areas of building business models, establishing service practices, and selling in a competitive market. In this interactive webinar, he’ll share his thoughts on best practices for selling managed services in today’s market. Key topics to be covered include: what works now … how proactive MSPs should be changing their sales approach … and why sales will become even more vital to your success.

There will be plenty of time for audience Q&A, so join us and bring your tough sales questions!

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ON DEMAND WEBINAR
Tue, Apr 19, 2016 1 PM ET
MSPros Tuesday Talking Points: Successfully Managing Outbound Prospecting in Connectwise with Tim McNeil, Osprey Strategic Research

Not every company would be comfortable on a webinar with their competitors, but that’s not who we are and that’s not who Osprey Strategic Research is, either. As both companies promise their clients geographic exclusivity by market, Osprey and MSPros have a healthy and friendly competitive relationship. Osprey has chosen to prospect in their clients’ Connectwise systems, and on this webinar they’ll share tips with MSPs on how they can manage their prospecting campaigns successfully leveraging the investment they have already made in Connectwise. Are you considering buying a CRM to use in addition to your PSA? Maybe you just need to use your PSA better. Join us on April 19 at 1pm ET for some tips and tricks you can use to prospect more successfully in your Connectwise system.

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ON DEMAND WEBINAR
Tue, Apr 5, 2016 1 PM ET
MSPros Tuesday Talking Points: Chris Day, IT Glue – Documentation and Client Retention

Client retention is integral to the success of any MSP. How do you keep your clients happy while maintaining and increasing your profit margins year over year? Proper documentation will help. Join Carrie Simpson and Chris Day, the CEO of ITGlue, and the founder of Fully Managed, as they discuss the role documentation played in the success of his MSP.

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ON DEMAND WEBINAR
Tue, Mar 29, 2016 1 PM ET
MSPros Tuesday Talking Points: Grow Your Business With A Conservative Marketing Budget with Pete Busam, Equilibrium Consulting

Equilibrium has spent years creating a marketing tool that identifies who is visiting your website. Now that tool is available to MSPs, and it will feed the site visit leads directly into the PSA or CRM of your choice. Join Carrie Simpson and Pete Busam, Chief Balancer at Equilibrium, for a discussion on why you should be tracking site visits, and how to capitalize on those leads quickly. Carrie and Pete reveal their new joint marketing program! This is one you won’t want to miss if you’re an MSP owner looking to grow your business with a very conservative marketing budget.

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ON DEMAND WEBINAR
Tue, Mar 8, 2016 1 PM ET
Adding VoIP to Your managed Offering with George Bardissi, BVoIP

MSPs offering VoIP solutions consistently secure almost double the number of first sales appointments. Learn from George Bardissi, MSP owner and the CEO of BVoiP, how you can easily add this service to your managed offering. Carrie Simpson shares how and when to talk about VoIP with prospects when looking for new managed services business.

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ON DEMAND WEBINAR
December 30, 2015
New Year, New Leads! Prospecting for MSPs with Carrie Simpson, Managed Sales Pros

Carrie Simpson, CEO of Managed Sales Pros, reviews 7 ways to use telephone prospecting to grow your managed services practice. Carrie shares practical tips that you can use right after you finish watching! If your New Year’s Resolution includes adding new MRR, this is a can’t miss webinar!

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