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PODCAST

MSP Business School

MSP Business School

A podcast geared to Technology Service Providers where we bring you strategies and tactics to grow your business and build a winning culture. This podcast helps MSPs and MSSPs accelerate their business through strategies, tips, and tactics for driving sales, marketing, and account management. Join our host, Brian Doyle, every Tuesday!

technology management

All Episodes

27:46

Breaking Down the Sales Prospecting Process

MSP Business School ·

2020/06/18

Today's we break down the prospecting process, how to get organized, focused, and targeted in your plan. Robb kicks off the conversation with the concept of the Dream 250, a process OSR Manage and their sales teams live by. This process helps you get laser focused and find those valued relationships each sales rep requires. Tim discusses tactics to get to those target prospects. We dive into a multi-channel approach to sales prospecting and using cold-calls as intelligence gathering. It's not

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25:55

How Does Your Management Style Change with a Remote...

MSP Business School ·

2020/06/11

With more an more staff working from home and many businesses looking at making that move permanent for their staff, we look at the impact on manage those teams and steps to take to keep everyone productive. Sponsored by vCIOToolbox and OSRManage Today's episode focuses on a trend that been growing steadily over the last decade, the remote office workforce. The work from home model has had steady year over year growth for quite some time, but the recent pandemic event made it a necessity. Companies

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24:14

Should I Focus on a Specific Vertical

MSP Business School ·

2020/06/04

Going Vertical! Sounds like we may be talking with skater or snowboarders, but the vertical we will be speaking about today is singular focus on one industry. Many MSP's have adopted the vertical approach, and quite a few with huge success as we can see in the ChannelE2E's Annual Top 100 Vertical MSP report. But the big question is can a vertical focus be right for my MSP, and is the risk associated with a single industry to big a risk to put all your eggs in one basket? Robb kicks us off with his

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24:14

We Are Going Farming

MSP Business School ·

2020/05/28

In this episode we dig deep into the role of the MSP Inside Sales Representative. Robb starts the discussion with some of the key responsibilities of the farmer rep and discusses their involvement in deal registration and renewals, proposal generation and customer service. Brian discusses how MSP clients can be the 'gift that keeps on giving" and how it is crucial to keep close to your client and the account manager function needs to support the account and understand the client drivers and

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27:33

MSP Sales Models that Work

MSP Business School ·

2020/05/21

In this episode we MSP Sales models that can be leveraged beyond the owner led sales model. We discuss how to get started and the steps you need to take to set yourself up for long-term customer acquisition success. Tim starts the discussion in outlining owner led sales. This is the most common way most MSP's get started. Robb expands on the owner-led sales model generally starts with the 'friends and family" referral approach and how that doesn't scale. We discuss the realities of this model

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26:36

Social Media Strategy with Jason Moss

MSP Business School ·

2020/05/14

In this episode we have a special guest filling in for Robb and Tim. Jason Moss, Director of Marketing at Allied Communications, shares with us the tips and tactics he has employed to grow the Allied following by nearly 600% in seven months on the job. We begin with a discussion on strategy and the approach model Jason leverages when creating content for the team and when he is posting directly. We talk about the first step is to engage. Early in a social media strategy, commenting and engaging

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24:14

Driving Value and Revenue through effective Account...

MSP Business School ·

2020/05/07

In this episode we discuss the role of the MSP Account Manager. A great account manager can maximize the lifetime value of the relationship and ensure that the relationship sticks long-term Brian outlines the strategic account management process he employed while running his MSP. Key points are understanding the key initiatives and obstacles that a client is facing and making recommendations to contribute to solving each. We also identify the key difference between the Key Account Manager (KAM)

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24:15

How to Build Amazing MSP Sales Teams

MSP Business School ·

2020/04/30

In this episode we discuss our the various sales approaches in use at MSP’s and MSSP’s today. These include owner-led, inside/outside sales team, and hybrid sales models. Robb discusses the realistic expectations for bringing on your first sales person and what support a new MSP Sales Rep will require. We then discuss how to transition from a word of mouth and refer sales organization and move into a true prospecting led sales engine. Robb dives into how one of the biggest things that OSR Manage

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24:15

Back to Work in the New Normal

MSP Business School ·

2020/04/30

We have hit the peak of the COVID crisis and our conversation focuses on what MSP’s can do to prepare to head back to work in the “New Normal”. Brian speaks of the importance of the VCIO role as small to mid-sized businesses get back to work. VCIO’s can help with helping the SMB’s catalog WFH lessons learned and gaps they may have experienced in deploying a WFH workforce. More importantly, helping our clients build a new strategy as the restrictions on this crisis starts to relax. We start to

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24:15

What can Sales Managers do to Keep Staff Sharp

MSP Business School ·

2020/04/30

The Dean's discuss the global condition of MSP sales teams during the COVID-19 crisis. Are they laying off staff? If not, what tasks are sales team taking as companies assess post-COVID damage. We discuss what steps sales managers can take to keep their sales team engaged during this slow period and ready to execute when life returns to the "new normal". Robb speaks about some of the tactics he is seeing MSP's use during this crisis. He notes that is is a great time to both show empathy and gather

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24:15

Economic Stimulus

MSP Business School ·

2020/04/30

In this episode we discuss our experiences in filing for the economic stimulus packages. We also talk about how to manage our remote teams as we work from home. We highlight tools that can be used and some of the interesting things we need to adapt to in WFH. Finally, we talk about how to keep your sales teams motivated and engaged as we work through this period of crisis. Tim discusses about teaching his team to lead with empathy. He has found this approach is opening doors and allowing the

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271 results

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