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Too many Managed Service Providers (MSPs) use a catch-all, do-it-all, anything-you-need sales model, using the idea of services they sell as an excuse not to think in terms of products. In today's episode Joe and Jeff discuss the importance of defining products and processes that solve specific problems, rather than offering vague services that are too broadly understood to be valuable to anybody. By focusing on solving specific problems, you can demonstrate your expertise and value to potential clients, and build a successful and sustainable business that minimizes endless negotiation and helps customers understand why you are the answer to their problems. Featuring: Jeff Loehr, Joe Rojas

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