Ask any small IT Solution Providers or Managed Service Provider (MSP’s) what their top challenge is, and 9 times out of 10 they will tell you that it is getting new business through the door – sales.
But on the flip-side of the coin, ask any IT Consultant or MSP which business activity they struggle the most to master – and it’ll be sales.
If sales is important to your business, but you still find sales an uncomfortable or difficult process – then you will find my conversation with experienced IT sales professional Paul Lloyd of interest.
Paul made his first sale in the IT industry providing an Apple II with a bespoke delivery note system to a Coal Merchant. Since that time he’s worked at highly recognisable industry names such as ICL, Specialist Computer Centres and Fujitsu as well as a raft of US Tech Start-up companies.
In short, Paul is one of the most experienced IT sales professionals you’re ever likely to come across.
Paul now runs Treemount, a tactical marketing and lead production business that helps IT Solution Providers and MSP’s to win more business. You can find Paul on LinkedIn and Twitter.
In my chat with Paul, we discuss why so many MSP’s waste time chasing business they were never likely to win, how you can qualify business at each stage of the sales cycle, and we explore Paul’s system for minimising wasted time and maximising closed business.
Enjoy our chat!
Thank-you Paul for your time!
Did what Paul had to say strike a chord with you? What key takeaways did you receive that will affect the way you approach sales?
Please feel free to share with us!
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