Managed Sales Pros CEO, Carrie Simpson,  was invited to present at The Channel Company’s Annual Cloud and Managed Services focused event NexGen 2018.  Carrie ‘s first session focused on how mobile devices are conditioning prospects to consume or disregard content in matters of seconds, not minutes.  This is creating marketing challenges, especially when it comes to creating and delivering compelling value propositions to your prospect base.  Key takeaways from this presentation?  You’ve got somewhere between 1/10 of a second and 30 seconds to engage a prospect.  Your initial interactions with prospects are less about selling and more about authentic connection – and leaving a lasting and positive impression on prospects that can lead to the opportunity to move your sales process forward.

Carrie’s second presentation focused on the difference between selling in displacement markets vs. disruption markets, and how to choose sales targets and sales processes for both of those sales cycles.  Displacement selling is almost entirely dependent on volume, process and timing, while disruption selling relies on education focused sales pitches and effective marketing supporting your programs.

CRN interviewed Carrie post-presentations and featured some of these takeaways in short interviews.  Got a minute to learn how to improve your sales and marketing programs?  Both interviews are featured above.

If you’re looking to kick start your sales and marketing initiatives in 2019, Carrie is available for limited consulting engagements, but will be teaching three live online courses beginning in January.  There are still spaces available in all three courses:  Course one: Prospect Like the Pros, teaches business owners or sales reps how to prospect for and schedule more Managed Services appointments.  Course 2, Coffee is For Closers, focuses on how to convert cold sales appointments (not referral appointments) into closed deals.  Our third course, Hire, Train and Manage a Telemarketer for your MSP will teach you how to recruit the right people and set them up for prospecting success.  You can register for any of these courses online:

Looking to start the new year with a brand new approach to sales prospecting?  We’d love to help!  Email us at to see how we can help you!  We’ll teach you how to prospect, or we’ll prospect for you!