FAQ: MSP Sales Appointment Setting
Managed Sales Pros believes in two things above all else when it comes to MSP sales appointment setting: transparency and data integrity.
(This is an archived Managed Sales Pros page that I found while cleaning up the stray pages on our new website. It’s a little cheeky, but so are we. I updated the information so there’s still some great stuff on this archived page. However, once you’ve reviewed this page go ahead and check out our ROI calculator, our First 90 Days Expectations Document, and my book, “The Sales Focused MSP” – then decide if we might be good partners for you! – Carrie)
Who owns the MSP Sales Appointment Setting Data We Collect?
Our MSP sales appointment setting services provide you with access to (and ownership of) all of your data. Every MSP sales appointment setting program provides the MSP with a set amount of calling hours weekly, contingent on the level of service you choose. A 20 hour per week MSP Sales Appointment Setting Program should provide you with on average 250 calls weekly.
Why is Owning Your MSP Sales Appointment Setting Data Important?
A lot of important data is collected on these outbound sales prospecting calls, including information on your competitors, their pricing, their service level agreements, their contract terms and length, their shortcomings in service delivery and most importantly: your easiest ways to win against them.
Our goal is to create and nurture a long term MSP sales pipeline that provides qualified MSP sales leads, and BANT-ready calendared MSP sales appointments while you are engaged with us.
We create and then nurture a robust MSP sales pipeline that gets more valuable to you with every dial we make. Our MSP sales appointment setting services will provide you with opportunities for years, not quarters.
What’s New?
This year we added real time campaign management in Microsoft Teams – now you can collaborate with your business development team right from Teams!
MSP Sales Appointment Setting F.A.Q.
Here are some of the most common questions we are asked about MSP Sales Appointment Setting with Managed Sales Pros.
If you have any other questions that you don’t see here, or if you just want to chat, visit the Contact Us page and get in touch.
How many MSP sales meetings should we expect monthly?
Our team is held EOS/Traction scorecard accountable for a minimum of one BANT-qualified (Budget, Authority, Need, Timeline) meeting per week for their managed services clients. All MSP clients will experience months where they get zero sales appointments.
Vendors should expect an average of one sales demo per agent per day.
While our team hit their goals more often than not, our programs are all “best efforts” and we do not guarantee meetings. We incentivize our team to follow our process, work hard, and focus on the elements of the role that they have control over. (Nobody can control who will pick up their phone, but everyone can control their attitude and work ethic.) If you are a Traction/EOS company, you’ll love our shared scorecard approach to campaign management.
But Your Competitor Promised Us They Can Get Us Guaranteed MSP Sales Meetings!
If a company is promising you the exact same number of appointments annually that they promise every other company on their roster, what is the statistic probability that it actually happens? The “promise” is sketchy. Read your contracts.
If an outsourced marketing company is asking you to sign a 5 year contract you should laugh at them and walk out of the meeting. Then ask around at a couple of events to find the number of MSPs that got sued for trying to leave that 5 year contract for non-performance.
- We can’t control who picks up the phone or how much they value their current IT relationship.
- We can’t control who wants to meet with you, or when their contract expires.
- We follow our MSP ASK! process and we always do our best.
- We don’t have any guarantees outside of guaranteeing you’ll get the time you pay for – without the hassle of trying to find, hire and manage a telemarketing team.
Will you work in our CRM/PSA?
We only work in our own CRM, which is ZohoCRM.
Our results are significantly better when we are able to use our in-house CRM and dialer. Your data is provided to you weekly. The difference between your PSA and our CRM is 8 calls per hour vs. 15 calls per hour. Imagine trying to train all of your help desk team on your clients’ preferred PSA instead of standardizing. Every tech needs different rules. It doesn’t work – and it certainly never scales! (Let’s not even talk about the inherent security risks of letting third parties access your PSA…)
Do you share call recordings?
We do not share call recordings. I’m not a lawyer. And my lawyer quoted me an astronomical amount to ensure we were able to share call recordings made from any state to any state. Not sharing call recordings is free. I chose that option.
What is your policy on geographical exclusivity for MSP Sales Appointment Setting?
As of 2020, we no longer offer geographic exclusivity.
With the return to using a distributed (home-based agents) call center, we are easily able to provide ethical service to more than one MSP in a market, as all remote agents are limited to viewing their own segmented data. Your MSP has a dedicated agent, and you will not share an agent with a competitor.
Where are your agents located?
All of our callers are located in the United States and Canada. Some employees have chosen to work from remote areas of the world during the pandemic (the CEO included), however all agents provide an IP address and we lock all line of business applications to that IP address. Speed tests are done prior to employment. Our VOIP system requires wired internet. Your agents aren’t making calls from a Starbucks at the mall food court in Bangkok. They have professional home offices.
Do we have to sign a yearly contract?
Yes. But.
We go back and forth on this all the time. I don’t think keeping unhappy clients bound in contracts is good business, but my bank doesn’t believe I’m a real business that is deserving of, you know, a credit line, without one.
Our contract is 12 months long. To leave early you can give us 90 days notice, and we purge your data when you leave. Alternately, you can give 30 days notice and we keep a copy of your data.
Do We Need To Buy A List?
No. We provide the lists. This is included in your campaign costs. If you would like to use an in-house list, we are happy to evaluate it for quality and feed it in to your campaign. We offer list scrubbing for MSPs who would like to clean their own data before they invest in appointment setting.
Do I provide a script?
No. We create the script. We have created multiple MSP Sales Appointment Setting scripts that we find are very effective for identifying opportunities and qualifying potential MSP clients. You tell us what kind of business you’re looking for, we’ll take it from there.
How do I know the MSP Sales Meetings will be qualified?
Our quality control process requires all meetings to go through a calendar manager.
The calendar manager audits the call and ensures that there is a clearly defined reason for the meeting.
The prospect must identify how many computers and servers they have, what they are having trouble with, what they currently do for I.T. support, and what they are spending. They must acknowledge that they understand that the purpose for the meeting is to discuss replacing their current I.T. provider. All meetings are confirmed via meeting invite, and our team calls to confirm attendance the day before the meeting.
You and the prospect are both sent an email outlining all of the above, allowing either yourself or the prospect to clarify information or ask for more details.
Can I have some references?
Yes. Please inquire on the Contact Us page. In the meantime, check out our Client Testimonials!
Why do you need to know so much about us?
We only want to work with companies that are actively working towards defined sales goals. We ask hard questions because we want successful campaigns. We also prefer to work with companies that won’t be destabilized by adding MSP Sales Appointment setting to their business prematurely. If you’re not ready, we’ll tell you. We don’t make a lot of friends this way. But trust me, two years from now when you’re not bankrupt you’ll probably buy me a non-alcoholic drink at a channel event and thank me for not taking your money when you were desperately trying to solve a sales problem that was probably a service delivery problem.
Call us at 1-844-466-2624 to reserve your onboarding date today, or set up a call on our booking page!