If you’re an IT vendor, I know you’re looking to snag your dream MSP. Unfortunately, so are tens of thousands of others. If closing the deal seems like a bit of an uphill battle, you’re mostly right. There’s tough competition and tons of options. However, figuring out what to say to attract, hold the attention of, and get a second meeting with that MSP you’re just dying to close, really isn’t rocket science. Five Elements of a Great Pitch I’ll also note that a pitch can be a … [Read more...] about Working on Your Sales Pitch? You Need My Top Five Tips to Make it Great.
Did you know there are between 35,000 and 40,000 vendors in the IT channel space? Crazy, right? Even if you whittle that down to the top 500, that’s still an overwhelming amount of vendors for an MSP to consider. Too often they leave a trade show with no clear strategic direction, and then spend the next couple of weeks inundated with calls from eager vendors wanting to work with them. When there are so many options to wade through, and so many of them sound the same, how the heck do you get … [Read more...] about What’s Your Magic Trick? Selling Your Product in One Minute or Less
I’m always on the lookout for the next big thing. As someone who’s been in the IT channel space for more than 20 years, I like to keep my pulse on what’s happening, staying in touch with what’s new and exciting. But not every new startup is worth my investment dollars. As someone who has built, scaled and exited my own companies, and now advises startups on how to attract and prepare for investors, I need potential investments to show me something special. (Spoiler: Very few measure … [Read more...] about My Top 5 Tips for Choosing Investment-worthy Companies