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Although they have the solution , they don ’ t know who to sell to , how to sell it and how to keep them buying it every year ( renewing the contract ).
Outlined below are the steps an MSP should take to map out a sales process that their entire team can track .
• The problems they are facing
• The decision maker ( s )
This information will help you create various customer profiles , thereby allowing you to tailor messages that will resonate well with each type of customer . p
IDENTIFY THE PROSPECTS
Understand your prospect ’ s business and consider how your offering aligns with the objectives and needs of that business . Selling features and functions isn ’ t going to entice customers . You must understand how their business operates and how you can contribute to better their business . Here are a few factors you need to consider when determining your ideal customer profile , or as the marketers call it , your target persona :
• Size of the company
• Industry
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