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THE ULTIMATE MSP SALES TRAINING 2-DAY WORKSHOP​

Get A Detailed Sales Playbook To Effortlessly Close More High-Dollar IT And Managed Services Contracts WITHOUT Fee Resistance, Discounting Or Hard-Close Sales Tactics

Workshop Dates: June 15-16
Location: Franklin, TN

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Leave With A Detailed 118-Page MSP Sales Playbook Done For You

Event Details

When: June 15th-16th, 2022

Time: 8:30am – 5:30pm CDT

Where: Cool Springs Marriott
700 Cool Springs Blvd.
Franklin, TN 37067 USA

Virtual Pass

$ 1,697
  • Company Wide Virtual Pass
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In-Person Pass

$ 1,997
  • Includes One In-Person Seat Plus The Event Recording And A Virtual Pass For Employees Back Home
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Here’s What You’ll Get At This Event:

A 5-Step Blueprint To Closing An MSP Sale At Maximum Margins
There aren’t 100 different “best” ways to close an MSP sale. There’s one – and during this workshop, we’ll break down what that is into 5 logical, easy-to-understand “chunks” that you and your sales team can execute on to successfully outsell any competitor.
How To Position Yourself As A TRUSTED ADVISOR, Not “Just Another” Sales Rep
A critical part of success in selling is making sure you are perceived as a credible authority – a trusted advisor – and NOT a typical salesperson. During this workshop, we’ll give you specific strategies, presales steps and marketing tools to MANUFACTURE TRUST so you are never seen as “just another” salesperson, and closing a sale becomes easier and much more enjoyable for you and the prospect.
A System To Avoid Losing Sales To Cheaper-Priced Competitors
There is ALWAYS someone in your market willing to undercut you on price. If you don’t have a system in place to build value and explain why a prospect should pay more for your services, you WILL continue to lose sales to cheaper competitors over and over again, or be forced to lower your rates, killing your margins. We’ll arm you with everything you need to never lose a legitimate opportunity to a cheaper competitor.
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Proven Methods To Get Past The Gatekeeper And Secure More Appointments
If you can’t get to the decision-maker to present your ideas and have a meaningful conversation, you can’t generate any new sales. During this workshop, we’ll give you a blueprint for prospecting to get you more appointments with high-quality, motivated prospects that will fill your calendar with opportunities.
How To Fill Your Calendar With Motivated, Qualified Prospects Eager To Meet With You
Prospecting is often the weakest link for most salespeople – but it doesn’t have to be. You’ll discover what you can do to get prospects to seek you out and eliminate true “cold prospecting” finally and forever.
How To NAIL The First Meeting With A New Prospect
Your initial meeting with the prospect is a critical part of the sales process, yet most MSPs are clueless about what questions to ask and how to conduct that meeting. Get this meeting right and you will 1) ensure you are not wasting time with low-probability prospects, 2) set up the “price” discussion later so they aren’t shocked and upset by the fees you want to charge, and 3) establish that you are a business advisor who can do more for them than just make their computers work (which sets you up for differentiation and higher fees).
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An Exact Process For Using An Assessment To Close A Sale
One of the most powerful strategies you can use to position yourself as a true professional and PROVE THE NEED is using a technical assessment along with a DIAGNOSTIC sales process. Most MSPs get this entirely wrong and end up wasting a LOT of time on conducting the assessment without successfully closing the sale.
A Process For Delivering The Proposal So You Never Get Price-Shopped
Another key sales process you’ll be given is a system for delivering your final proposal in a way that’s NOT too technical (causing you to lose rapport with the C-suite) and makes it impossible for a prospect to take your quote to a competitor to price-shop you.
How To Avoid Sales Stalls, Delays And Prospects “Going Dark”
We’ve all had this happen: a seemingly motivated, qualified prospect suddenly gets your quote and “goes dark,” not responding to e-mails or calls. What do you do? We’ll show you exactly how to get that sale moving again – but more important, how to avoid it happening in the first place.
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How To Handle Inbound Leads So You NEVER Lose An Opportunity
One of the biggest ways MSPs burn money and sales opportunities is mishandling the inbound lead. We estimate over 80% of new opportunities are lost at this stage because MSPs do not have a process in place for how leads should be handled and followed up on.
Sales Management Essentials 101
As part of this training, you’ll also get the Sales Manager’s Playbook that details how to recruit, compensate and manage high-performing salespeople. We’ll cover all the sales roles you’ll need to hire for SDRs (sales development reps) who book appointments, Account Managers (farmers), Account Executives (hunters/closers) and Sales Support (marketing). You’ll have all your questions answered and the tools you need to start building your money-getting team.
How To Double Your Sales Team’s Production Using Automation
We’ll show you how to use CRM systems, automation, dialers and calendar management systems to maximize every sales rep’s performance so you get “2 for 1” performance out of every individual
you hire.
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Meet Your Presenters

Frank DeBenedetto

Two Rivers Technology

Robin Robins

Technology Marketing Toolkit

Sitima Fowler

Founder of Iconic IT

Bruce McCully

Galactic Advisors

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Frank DeBenedetto

President and CTA of Two Rivers Technology

 

Frank M. DeBenedetto is the President and Chief Technology Advisor of Two River Technology Group, a technology solutions provider located in Holmdel, NJ. In 2015 Frank began developing a system that would help him close more sales after being frustrated by losing deals based on price. He wanted to create a simple way to present his MSP services to prospects that was both understandable and emotionally impactful. The process changed the course of his MSP and he soon developed it into a SAAS company called audIT Sales Presentation System. Today Frank’s MSP is thriving and MSPs all over the world are using audIT to create their sales presentations and QBR presentations with great success. 

Robin Robins

CEO And Found Of Technology Marketing Toolkit

There is no doubt about it: Robin Robins has helped more MSPs and IT services businesses to double – even triple – sales, profits and MRR growth than any other marketing consultant in the IT services industry, period. As a trusted advisor to over 10,000 IT services business owners for over 18 years, Robin knows a thing or two about what it takes to grow sales, recurring revenue streams and a profitable client base for an IT services business.

In addition to her hands-on experience in working with IT business owners, Robin runs a phenomenally successful and profitable multimillion-dollar services business herself. Unlike many “ivory tower” consultants who run a business in their dreams, she can speak from actual experience in marketing, packaging and delivering intangible services, dominating a niche, building a “dream team” of colleagues (she doesn’t call them employees) and building a raving-fan, loyal client base. From marketing to time management, Robin will give you her most powerful secrets to secure FAST and SUBSTANTIAL gains in any IT services business.

Sitima Fowler

Founder Of Iconic IT

Sitima Fowler is an introverted engineer who went on to become the co-founder of not just one, but two successful IT companies, Capstone IT and Iconic IT.  During her leadership, these MSPs grew from $250,000 to over $30 million in annual revenue.  In late 2021, Iconic IT merged with Integris IT to become a $100M national IT company.

Sitima faced many adversities throughout her career, such as being a minority female in the male-dominated IT industry. However, she had dealt with being different since childhood, facing culture shock, financial struggles, and language barriers, when she immigrated to America from India. Over time she learned to embrace her differences, and made herself into a sales machine, closing over 1MM in sales annually. Her marketing and sales acumen helped her win Technology Marketing Toolkit’s 2019 Better Your Best Contest and the 2018 HTG Shark Tank Award for the best MSP sales and marketing program.

Sitima has a BS in engineering, MS in Leadership and holds 6 US patents.  She has a strong background in sales, marketing, and leadership in the MSP landscape. She is a motivational speaker, a marketing whiz, a technical pro, a mentor and a coach, the founder of several minority-focused associations, and the recipient of many awards, including the Rochester Businessperson of the Year.