Last month, Managed Sales Pros introduced a new members-only sales accountability group called The Closers Club.   Open only to clients who are actively closing the leads we put in their pipelines, this exclusive group shares best practices with each other. From time to time, they will share these best practices with the rest of our client roster and the market as a whole.  We appreciate their commitment to the managed services community – one of our core values is #CampgroundRules – leave everything better than you found it – and our Closers Club clients are definitely aligned with us on this value!  Don’t forget to thank them if one of their ideas helps you close a deal!

Managed Sales Pros President, Tracie Orisko, hosts these fireside chat style webinars, and there is plenty of time for Q&A with both Tracie, and the featured guest.  Join us, or check the blog regularly to review tips from this elite group of closers.

The first client featured on our new #ClosersClub webinar series was Ian Richardson, CEO of Doberman Technologies.

Doberman Technologies has been an MSP for over ten years, and an award-winning MSP for over five years now, being named to one or more of the ChannelE2E Top Vertical Market MSPs, Channel Futures MSP501, CRN MSP500, and Inc5000 lists annually, and winning vendor specific awards such as Continuum’s Rookie of the Year in 2019. Ian is a celebrated local entrepreneur, winning local and state recognition for several concurrent years.  Doberman’s growth over the last three years (as identified in Inc5000 2019) was over 250%.   Manged Sales Pros began working with Doberman Technologies in 2019.  Ian’s sales cycle for cold leads is under 90 days, and 90% of the cold appointments we have scheduled for him have moved to proposal stage.  Of the proposals, 75% have converted.  Ian is an ITNation Evolve member, an Entrepreneurs Organization member and is active in a local BNI group.

We asked him to share his secrets with us and with you.

You can watch the webinar on-demand below, but here are five quick takeaways for anyone who doesn’t have an hour right now:

  1.  Use a consistent process to keep your prospects engaged throughout the entire sales cycle.  Ian schedules follow up activities on two seperate days every week, and the action items he follows on those days don’t vary.
  2.  Make sure your prospects know that it’s okay to say “no” at any step in the sales process – as a sales leader and CEO, your time is better spent focused on deals that aren’t going to stall.
  3. Present your proposal in person, in your office, over lunch.
  4. Talk about ballpark prices immediately – before writing a proposal at all – so you don’t waste ten hours prepping for an opportunity that doesn’t exist.
  5. Don’t take meetings that aren’t in your wheelhouse, be overly specific about what you want.  One meeting a month that closes is better than five meetings a month that aren’t a good fit.

Want to hear the rest?  Check out the on-demand webinar here:

Interested in learning more about sales appointment setting for your MSP?  Email us at to find out how we can help you join the #ClosersClub or fill out our contact form here: