What do you do when you find yourself being strung along in the sales process? Do you know how to determine whether a prospect is simply dragging their feet or is actually lying to you about why they’re on the hunt for a proposal? In this episode, hosts Brian Doyle and Robb Rogers sit down for a fireside chat about how to know when it’s time to let go of a potential client and stop wasting your time chasing them down.

You hear it everywhere: “email is dead,” leaving many to believe that locking down their email accounts is an unnecessary expense. Enter Matt Scully, Senior Channel Development Manager at Mailprotector. In this episode, Matt shares his thoughts on email security, the state of the industry, and what he sees facing MSPs today.

Ali Imran of Boundless Digital – a company that helps MSPs automate the deployment, troubleshooting, and overall administration of their Cisco Meraki organizations – is an automation evangelist. In this episode of MSP Business School, Ali shares how Boundless works tirelessly to make Meraki a better fit for MSPs, helping them become more efficient and more profitable.

Chris Johnson is a leading cybersecurity specialist and consultant at Pinpoint Solutions. Having run an MSP himself, Chris knows the challenges surrounding security implementation and compliance when it comes to needs both within your organization and with your clients.

In this episode, Chris shares how he helps MSPs on their cybersecurity journey through consultation, implementation, and even acting as your MSP’s cybersecurity specialist on sales calls.

When it comes to paying salespeople, it can be difficult to determine the right split between guaranteed income and commission-based earnings. In this episode, the hosts lay out their approach to building sales compensation plans. Brian asks Tim and Robb to share from their experiences of helping MSP owners devise these structures, diving into the philosophy behind setting base pay, bonuses, and commissions.

Brett Jaffe of ConnectStrat is a name well known in the MSP industry. In this episode, Brett sits down with Brian and Robb to talk about how ConnectStrat came to be, the methods they use with their clients, and how creating a business operating system unique to the MSP industry has helped countless owners redefine and successfully reach their goals.

Ryan O’Halloran’s unique set of experiences, coupled with the timing of his entry into the channel, have granted him a fascinating perspective on the MSP industry. In this episode, the hosts sit down with the CTO at Access One to discuss how he leverages these factors to push the technologies that Access One uses and to drive policies and procedures.

In this episode, Brian, Tim, and Robb use their combined knowledge to deliver expert tips and tricks on how to build a successful follow-up process that results in closed deals. Sales may be one of the most brutal parts of building a company, but by implementing the strategies and mindsets shared in this episode, you’re certain to harness the power of prospecting.

On this episode of MSP Business School, we’re joined by Paul Schroeder and Lucy Nguyen, Account Executive and Content Marketing Specialist at ChannelAssist, a company that provides end to end development and management of channel engagement and incentive programs. Paul and Lucy share excellent suggestions on how to incentivize behaviors with your sales team in order to increase revenue and how ChannelAssist helps companies create these programs.

For this special episode of MSP Business School, the hosts share how they got into sales positions early in their careers. Wins and losses, horror stories and personal triumphs, this episode is packed with no-holds-barred stories and invaluable lessons.