When you are exposed to anything long enough, you will become familiar with that thing. In this case, I'm talking about selling managed services. To say that managed services sales and marketing has been a sticking point for many MSPs globally, would be an understatement.  

Highlights:  

Know your customers 

Sell Through Education 

Have Defined Products/Services (i.e., Service Catalog) 

Document the Sales Process 

Scale 

Rinse/Repeat