No matter what warm-up sales strategy you use in your managed services sales process, you must have an organized strategy for following up with the prospect after the initial contact. SO MANY salespeople give up after one or two attempts to follow up with a prospect – this is ridiculous!  Managed services has a long sales [...]

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Before you do your cold-calls, make sure to warm up the managed services prospects so that they take your calls and listen more openly.  In my past two posts, I talked about several warm-up tactics.  Here’s another effective one – drop offs.
Drop offs are very similar to the lumpy mail concept we covered earlier, but [...]

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In my previous post, I talked about the importance of “warming up”  your managed services prospects so that your sales calls aren’t cold and, therefore, go more successfully.  I covered one warm-up tactic: lumpy mail.  Here are two more:
Send an article or report
Sending an article or a report to a prospect is similar to sending [...]

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Ideally, you should find a way to “warm up” every call you make to a managed services prospect, so it isn’t really a cold call. Most people find this creates a much more comfortable prospecting environment because it gives them a reason to call the prospect.
What exactly does “warm up” a call me?
It means a number [...]

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One of the most important things a salesperson can learn about selling managed services, or any high value product or service for that matter, is to make sure that you have something of value to talk about when you call.  Nothing is worse that calling someone and doing the old “Just checking in…” routine.  You [...]

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