How to Help Your MSP Company Initiate Sales Enablement

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As an MSP company, it’s imperative that you provide your team with data helping enable them toward increased sales. Sales enablement is a term used to describe this practice. Essentially, you’ll want to provide a number of things in terms of infrastructure and selling tools as a means of setting up marketing and sales divisions for success.

Nobody wants to reinvent the wheel, but too often, SMBs providing tech services do just that as they go about acquiring clientele in a sustainable way. You can avoid spinning your wheels unnecessarily through application of known best practices in sales enablement. Several notable tactics include:

Sales Contact Optimization

An MSP company needs to score leads based on their likelihood of conversion. This helps avoid unnecessarily wasting valuable time chasing down dead ends. Additionally, you want to keep new information about existing or recently acquired leads somewhere you can easily access it. Contact optimization should produce data that can be referenced across departments.

Utilization of Proper Tools Such as CRM

Customer Relationship Management (CRM) software is fundamental in sales enablement. CRM software can automate outreach or send sellers notifications pertaining to the best times of contact. You can keep information about individual leads in one place, update it, and act on it automatically through CRM. This frees sellers and marketers up so they can pursue other leads. CRM isn’t the only sales enablement tool available; many exist, and you should look into those which best fit your MSP’s selling paradigm.

Elimination of Communications Static Between Departments

Sometimes compartmentalization is necessary for fluid organizational structure in a corporation. However, for most MSPs, especially those still in the SMB stage, this can act as an impediment to sales. Marketing will advertise promotions sales is no longer honoring, or sellers may not be aware of new marketing campaigns that are being honored by your company. You can eliminate such communications errors by simply facilitating communications between outreach departments so everyone’s on the same page.

Continuous Evaluation and Re-evaluation of Combined Tactics

No matter how effective one strategy is, it’s not likely to remain reliably productive forever. Tech and marketing conventions shift over time. You need to continuously evaluate what you’re doing and put vetted techniques under the microscope of re-evaluation at intervals. In this way, you’ll always keep your selling and marketing techniques at their most effective. Conduct evaluation of outreach techniques for the fullest sales enablement.

Determining and Applying Sales Enablement Tactics

When an MSP company optimizes sales contacts, gives its sellers and marketers proper tools (such as CRM software), eliminates communication breakdowns between departments, and continuously evaluates such strategies, then sales of that MSP could be greatly enabled. If you haven’t looked into these techniques, consultation pertaining to betterment strategies could be a great first step.

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Brent Whitfield

Brent Whitfield is the CEO of DCG Technical Solutions, a leading IT support firm based in Los Angeles. DCG helps clients choose, implement, and manage IT and cloud solutions that are cost-effective and reliable. And they have been providing IT support in the Los Angeles area since 1993. DCG’s pro-active approach to IT is ideally suited for companies who depend on reliable IT infrastructure, but don’t want to spend a lot of money to keep it that way. DCG was recognized among the Top 10 Fastest Growing MSPs in North America by MSP mentor. Brent has been featured in Fast Company, CNBC, Network Computing, Reuters, and Yahoo Business.