Sales Best Practices: How We Grew our MSP 10x in 5 Years
-
Upload
brightgauge-software -
Category
Technology
-
view
148 -
download
0
Transcript of Sales Best Practices: How We Grew our MSP 10x in 5 Years
Join in on our conversation
www.brightgauge.com
Eric Dosal Co-Founder, CEO
Larry Garcia Director of Sales
Metrics Should Match Role/Question
www.brightgauge.com
Sales Activities
• Sales Reps • Calls Completed • Next step on an opp • Attainment vs Plan
Sales Objectives
• Managers • Adding Customers • Type of Revenue • Growing ASP
Business Results
• Owners • Revenue • Growth Rate • Overall Trends
Sales Activities drive towards Sales Objectives which help achieve your Business Results
Tips on Building a Sales Process
www.brightgauge.com
¨ Need to track activities, contacts and opportunities ¨ Doesn’t have to be fancy but you need something ¨ The process must be repeatable & documented ¨ Each opportunity needs a next step (TRUST ME) ¨ The data gleaned from your process is invaluable
V.E.T.A Approach To Sales Metrics
www.brightgauge.com
Volume # and $ of deals at each stage
Efficiency % of deals that move to the next stage
Time How long does it take at each stage
Activity What actions to drive it to the next stage
Tips on Rainmaker Sales Approach
www.brightgauge.com
¨ Historical “farmer model” did not work for us ¨ Farming moved to Customer Success ¨ Hunter model of working solo also failed ¨ Can’t justify the high sales pay for Managed Services ¨ Executive to Executive sales to build trust ¨ Similar to Accounting & Law Firms
Tips on Simplifying Contracts
www.brightgauge.com
¨ Make the Contract a Marketing document ¨ Explain the VALUE they will get, not the techie work ¨ Simplify the T&Cs, they are just a hurdle ¨ 3 Year deals with 6 month termination clauses (GOLD) ¨ Don’t forget the annual increase 3% - 5% (GOLD2)
Tips on Prospecting
www.brightgauge.com
¨ Research is key, the tools are there (LinkedIn, Refresh) ¨ Yes’ are good, No’s are great, “No Reply” is the worst ¨ Predictable and repeatable processes (7 x 7) ¨ Referrals are easy sales, all you have to do is ASK! ¨ Don’t forget about old leads, put a process in place
Rapid Fire Topics
www.brightgauge.com
¨ Differentiate Yourself with Transparency ¤ Share the good, the bad and your commitment
¨ Maintaining Negotiating Power ¤ Get commitments at each stage in the process
¨ Handling Objections ¤ Be prepared, you should know what’s coming ¤ Practice ahead of time
Let’s Keep The Conversation Going
www.brightgauge.com
Eric Dosal Co-Founder, CEO [email protected]
Larry Garcia Director of Sales [email protected]