In order to compete in today’s aggressive and continually changing marketplace, MSPs have to keep evolving as well—not just in products and services, but in how the entire sales process works… or more specifically, how it works for your customers.
Alex Farling, co-founder and channel chief of Lifecycle Insights, detailed the top three things MSPs—or any sales team—can do to elevate their sales operations and make lasting, meaningful connections with current and potential customers during a session at ChannelCon 2022.
1. Understand Consultative Selling
The traditional way of selling used to be transactional, whereby one party provides and the other buys. While effective to a degree, this old method is no longer a driving force behind vendor partnership or provider decisions.
“As the saying goes, ‘people buy from people’ so building that relationship is important, especially for MSPs,” said Farling. “It’s becoming a hyper-competitive space and we want to go deep and wide with our customers. That only happens with good relationships.”
The needs and expectations of today’s customers have changed. Companies research online before contacting a potential provider and they start the discovery process with more information and education than ever before. If your sales team is focused on closing the deal instead of building the relationships, it’s likely you’re missing out on chances to make your expertise, customer service and other products and services the invaluable partner of potential customers.
“Bringing the cash register to the first meeting cuts out all opportunity to know your customer and find out what exactly they need,” said Farling. In today’s marketplace, the biggest challenge in sales operations is moving from a business transaction to a business conversation. “Consultation is a conversation,” he said. “And you don’t want to be left out of the loop.”
Continue reading: https://connect.comptia.org/blog/three-ways-to-truly-elevate-your-sales-operations
Alex Farling, co-founder and channel chief of Lifecycle Insights, detailed the top three things MSPs—or any sales team—can do to elevate their sales operations and make lasting, meaningful connections with current and potential customers during a session at ChannelCon 2022.
1. Understand Consultative Selling
The traditional way of selling used to be transactional, whereby one party provides and the other buys. While effective to a degree, this old method is no longer a driving force behind vendor partnership or provider decisions.
“As the saying goes, ‘people buy from people’ so building that relationship is important, especially for MSPs,” said Farling. “It’s becoming a hyper-competitive space and we want to go deep and wide with our customers. That only happens with good relationships.”
The needs and expectations of today’s customers have changed. Companies research online before contacting a potential provider and they start the discovery process with more information and education than ever before. If your sales team is focused on closing the deal instead of building the relationships, it’s likely you’re missing out on chances to make your expertise, customer service and other products and services the invaluable partner of potential customers.
“Bringing the cash register to the first meeting cuts out all opportunity to know your customer and find out what exactly they need,” said Farling. In today’s marketplace, the biggest challenge in sales operations is moving from a business transaction to a business conversation. “Consultation is a conversation,” he said. “And you don’t want to be left out of the loop.”
Continue reading: https://connect.comptia.org/blog/three-ways-to-truly-elevate-your-sales-operations
