It was a really engaging talk with Steve Rutkovitz CEO of Choice Technologies. He is a very successful MSP practitioner specializing in IT Security and Compliance.
We were talking about MSP challenges, strategies, MSP sales processes, IT security and compliance opportunities and partnerships, and I learned the following:
I have been dancing around the intention to read a book called "The Challenger Sale" but kept not having the chance. There’s no shortage of titles to choose from regarding sales, and it can be know where to put one’s limited reading time, but last week Steve Rutkovitz a peer MSP CEO, said that this is a must read. He’s a smart guy and I gave it a try....
To be honest, that was one of the greatest books I have ever read in years especially in B2B sales. It was so refreshing, straight to the point, and so aligned with what we’re trying to do. So I decided to share my takeaways from the book by implementing them into the MSP sales process.
This book is not just ideas, concepts, or opinions. These are battle-tested facts supported thorough research with 6,500 samples. So enough of my accolades - let’s check out some thought-provoking concepts - in three big things:
MSP 2.0 blog
The BLOG discusses more about the future of doing managed services in the Cloud era. Design, develop services, create value propositions, manage the sales funnel, deliver the services, create a world class team, and win.