Chip Reaves is the President of Bigger-Brains.com and founder of the Computer Troubleshooters franchise. In this 50 minute program he explains the role of education in the Managed Service Provider sales process. A typical MSP has fantastic productivity solutions for sale – things like Mobile Device Management and Managed Print Solutions. The problem is a typical customer has no idea what all that means, or why they would want it.
Reaves guides MSPs through “the right (and wrong) ways to use newsletters, case studies, white papers, and eLearning to achieve sales.”
He shares insights on how to educate customers and prospects on the benefits of advanced IT solutions so they will actually ask the provider for those services and products. It takes pushy and ineffective sales pitches out of the equation.
Alternate title for this presentation: Better Sales Through Better Education, Standard Operating Procedures & Best Practices!