A Guide to SELLING Managed Services - faster, easier & for greater profit - Softcover

Matt Makowicz

Softcover

ISBN 10: 097988490X ISBN 13: 9780979884900

Publisher: Lincoln Press, LLC, 2007

Synopsis

Want to be more successful at selling service contracts and managed services? A Guide to SELLING Managed Services Faster, Easier, & for Greater Profit explores all aspects of a managed services business as it relates to sales. Sections include: The Business; The Offerings; The Sale; and The Contract. It outlines the steps to a successful sale, how to handle objections, how to present offerings, the contract, and your company. Whether selling managed services is brand new, or something done for a while, this guide will help make the process faster, easier, more profitable, and fun!

Also included in this comprehensive resource for any IT provider or Managed Services Practice is a CD-ROM with 18 tools, templates and webinar recordings. Chief among these are TWO sample contracts that are ready to go after applying your logo! Here is a complete list of the documents, templates, and tools included on the CD-ROM:

Letter from affiliate to prospect
Letter of introduction to a cold email prospect
Letter to customers seeking referral business
Email confidentiality notice
Introduction to a potential referral partner
Phone Approach script when calling referrals
Phone Approach script when cold calling
Elevator Pitch
Sample Contract 1 (with pricing)
Sample Contract 2
Managed Services Proposal
Sample Pipeline Report 1 spreadsheet
Sample Pipeline Report 2 spreadsheet
Analysis Signup sheet (for events)
Analysis Worksheet
CRM Sales Process spreadsheet
Numbers Game Worksheet (for salespeople s activities)
Spreadsheet of Table 1a, Table 1b, Table 1c
Spreadsheet of Table 2a, Table 2b, Table 2c
Audio message from Matt Makowicz
Webcast Service Contracts (TS2 December 2005)
Webcast Q & A document

Also, as an added bonus, by registering the book with the author on his webiste, you'll be given a free 45 minute AUDIO seminar on effectively using the phone approaches included on the CD-ROM.

If you're thinking aobut thinking about transitioning to managed services, already begun, or have been offering managed services for a while, this book has something for you!

About this title

About the Author:

Matt Makowicz s successful Managed Services Practice created millions of dollars in recurring revenue. Matt sold managed services since before the industry had a name for it! Now he is sharing all his secrets to selling managed services! As an MCSE and sales professional Matt unveils his tools, tips, and strategies for sales success. Matt continues to sell managed services and IT service contracts to small and medium business. In addition, Matt coaches and trains on sales and selling managed services as well as continuing to speak about sales, selling service agreements, and various topics for IT providers to grow their businesses. He lives in New Jersey with his lovely wife and four children.

Review:

Wow, what a book! It was worth the wait Matt. It s the Secret Sauce to a successful Managed Service Practice. If I left Microsoft tomorrow, I know I could build a practice based upon the information in this book --Charles Van Heusen, Partner Solutions Advisor, Microsoft , TS2, Microsoft Across America Team

This is an excellent how-to book on organizing your overall business, deciding what to sell, and then selling it consistently. --Karl Palachuk, President, KPEnterprises, Sacramento, California

About this edition

• Publisher: Lincoln Press, LLC
• Publication date: 2007
• ISBN 10: 097988490X
• ISBN 13: 9780979884900
• Binding: Paperback
• Edition number: 1
• Number of pages: 260
• Editor: Matt Makowicz
• Illustrator: N/a