Here’s the secret to selling managed services contracts without discounting! Those who think MSP should be one price, level out the cost of IT for small business, or help keep Windows systems patched and running efficiently, are competing with every service provider in the world… There’s a much bigger reason companies need you… I explain […]
Returning From Our First Stelzl – Platinum Inner Circle Coaching Meeting Ft. Lauderdale FL. I just returned from meeting with some of the members of the Stelzl Platinum Inner Circle and coaching group we run for our top clients – focused on scaling-up technology businesses. One of the big takeaways (to my surprise) was the […]
Does your firm do security assessments? Why or why not? The security assessment (done right) just might be the start of your BIGGEST sale this year! (Download my free template here.) It might also be a major source of high-cost selling. Let’s take a look… Defining “Assessment” – The IT Director Assessments Come in Many […]
Happy New Year! Okay, Time To Get Serious About 2020! Did You Have a Great Year? If So, I Hope You Celebrated…Now, It’s Time To Get Serious But before we move into 2020, did you celebrate by encouraging your team? Did you reward those who contributed in big ways to your success? Do they know […]
Meetings – Most Are a Waste of Time Do this…Start making some notes right after the meetings you attend, and evaluate how effective they were. Did you really need the hour or two you spent? Did all the people present need to be there the entire time? Probably not. Lessons From Mr. Selfridge Remember the […]
Too Many Clients? Here’s How You Can Get Rid Of Some…Just Start Acting Like My Local Cable Provider… I recently relocated, switching my Internet service and shutting off the old. I might have been continuing with Spectrum – They didn’t bother to ask, but here’s what happened… You know the black box sitting on your […]
Are you attracting tons of great candidates? Here’s what you should be doing to draw in the best talent in our area.
Learning to Do Hard Things… (Yes, it’s raining and seriously muddy) Joe DeSena, founder of Spartan Races, writes in his book about doing the hard things. Finishing, not taking the shortcut, not giving up when the going gets tough. It’s actually a brain skill we either learn or don’t learn in our early development years, […]
Not All Relatives Are Qualified IT People – But Can You Win The Business? Calling on small business? Your prospect’s IT is being managed by their nephew, brother-in-law, or some other relative. Can you win this business? What should you do? I get this question all the time. They’re related, but you know the IT […]
Do Your Prospects Thank You Over and Over After The Initial Sales Call, And Buy? Here’s The Secret… Live Events…These 15 companies couldn’t say thank you enough after my client hosted this live event. Did they know it was a sales call? Well, we did make an offer – and they did sign up! If […]
High Tech Business Growth 