What’s on our mind

Check back weekly to see what issues we’re talking about in sales, I.T., and whatever!

First Impressions

We call a lot of MSPs here.  I called over 70 myself today and we have multiple reps. This blog post is going to be short and sweet.  First, please […]

How do we know our MSP meetings will be qualified?

Other than “How much does it cost?” the first question a prospective client asks us is “How do we know we are going to get qualified meetings?” You decide what […]

Want a new client? Find them one first.

This is not a quick or magic-bullet way to reach someone.  In fact, it will likely  require a lot of work on your part. It’s still a cold call, but […]

Don’t Put All Your (Easter) Eggs in One Basket!

This post is about selling to people the way they like to be sold to. I’ve had a frustrating experience trying to buy a new cloud-based CRM tool.  I have […]

If You Build It, Will It Work?

(Originally published on the Cold Calls Lead Generation blog, August 11, 2013)  If you are like most of our clients, before you take the plunge and try a lead generation […]

You Can’t Sell to an Ostrich

Many times we will set up a meeting for a client and they will go to what they thought was a great meeting, only to have the opportunity die on […]

Selling When There Is No Perceived Urgency

Your target market consists of companies of a size where every dollar counts, where every dollar spent is money out of their own pockets personally and where you are asking […]