“ The upcoming poor economy is going to have a significant negative impact on all business sectors except IT managed services .”
“ No matter how big or small your company is , it ’ s all about knowing your numbers and managing with them in mind .”
Todd Clark President , DenaliTEK , Inc .
Tim Conard President , TS Conard , Inc .
“ I need to be thinking bigger . Going to Cyderes gave me a new perspective on what I can build in terms of an office environment , team , and culture . As our company moves to serve middle-market companies versus small businesses , this visit gave me a better vision and clearer goals for my company ’ s future .”
Bryan Hornung CEO , Xact I . T . Solutions
“ Approach the C-Suite as a risk management conversation when talking about cybersecurity .”
“ Keep selling . Don ’ t slow down because you have issues with operations ... keep selling .”
Chad Holstead Owner , Business Knowledge Systems , LLC
“ SALES are what drive your company . Focus on sales — operations and finance will fall into place .”
Mandy Parker Owner , Impress Computers
“ Sales cover a lot of woes .”
Peter Horewitch President , Common Knowledge Technology
Grant Dakin President , Solid Technology Solutions , Inc .
“ Back then , it was a very technical sale ,” Herjavec said . “ Somewhere along the way , it completely pivoted to stop selling security and start selling risk management . Today , your customers don ’ t actually want to buy security from you . Nobody cares . But every one of your customers wakes up every day worried about their business . And the shift has gone from a technology-based sale to a risk sale . I ’ ve realized what they really care about is their business … making more money , being profitable , and not going out of business . The key to what we and what you do is not that you sell them more stuff ; it ’ s that you guarantee them more uptime .”
7 .
Change The Message . If you are
speaking with the CEO , they care more about the outcomes . If you are speaking to the tech people , present a message that focuses on how your service will benefit them . For example , to sell security to companies with internal IT , Herjavec asks the internal IT department if they are busy or if they show up to work with nothing to do . They always reply that they are busy . Then he asks , “ Do you want to be responsible for security ? And if
something happened in security , who do you think will get blamed ?” He closes , saying , “ By giving me the security , you ’ re offloading the risk of that , which allows you more time to do a better job on the things you were actually hired to do .”
Implementing These 7 Strategies Will Improve Your Sales . “ Our sales team ’ s forecast looked great ,” Herjavec recalled , “ but then the order wouldn ’ t happen . One day , it hit me . The tech guys are telling them they ’ re getting the order , but the tech guy isn ’ t signing the check . No matter how much they told me puppy dogs and unicorns were going to show up tomorrow , I wouldn ’ t let them give up on booking that meeting with the CEO . Our close ratios went way up .”
To watch a clip from the Q & A panel during this incredible , exclusive event , go to : MSPSuccessMagazine . com / Q & A . n
VOLUME 4 ISSUE 2 • MSPSuccessMagazine . com | 11