Soar to Success February 2020

Behind every high-performing sales team is a lot of time spent prospecting, driving from appointment to appointment, recording meeting notes, and updating records with new information about prospects and clients. So how is this insightful? Well, you’ve likely found workarounds to address your own sales challenges. Maybe you’re automating follow- up after a certain number of days or using the cloud to stay connected while traveling. You knowwhat it takes to ensure a low cost of sales, which is crucial to your own ROI. After all, having a low cost of sales requires you to spend MORE time with prospects who are likely to buy. How should you be using this insight? It’s quite simple, really, target businesses with outside sales teams. TalktothemaboutwhatYOUknow. HowYOU resolved the same challenges they’re facing. Use this insight to your advantage. Look at CPU, Inc. We were MSPs once. We know the challengesMSPs face andwe connect with our prospects on a level that many cloud providers can’t. TheMSPs thriving inmarketing and sales are the ones using the same solutions they recommend to their clients: cloud-based CRM software, productivity tools, and other cloud solutions that minimize the “extra” work that comes with sales. Over the past thirty years, I’ve been very fortunate to use my past MSP experience to better sell cloud services to MSPs and I urge you to adopt the same mindset. Use the insight you’ve been given through running a business, because at the end of the day, your sales team is no different than another company’s sales team. We all face the same challenges, but the thing is, you know how to address them with technologyand the cloud - your prospects don’t. SOAR TO SUCCESS / Core Business Strategies