EP077 – Mastering MSP Sales Success with Fiona Challis & Ian Luckett

<div style="font-weight: 400;"> <p><span data-contrast="none">To start with, Fiona introduces herself, what she does In the MSP Channel, how she started in the channel, and who she helps.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="none">Kicking off this value-loaded episode, I ask Fiona what she sees as the biggest blocker in MSP sales or the thing that scares MSP business owners the most. Fiona says it’s taking them out of their comfort zone, which is being technical. We both agree that just like they need to work on the technical side of their MSP business, they need to work on the sales and marketing side too. </span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="none">Fiona then explains how she gives MSPs the confidence and ability to trust the sales process. She explains that selling MSP services is relatively easy if you have the right strategy and tactics in place. She then discusses how she works with MSPs to build that confidence.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="none">Fiona and I then continued on to talk about Value Proposition and Niche. We both agree that the value proposition should focus on selling the business outcomes, not the tech. Fiona also says that she is a big believer in niche and explains why it is also important.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="none">I then ask Fiona her top tip for MSPs in increasing their sales funnel, and she says it is consistency. Having a clear target customer and putting out customer-centric campaigns with consistent call to actions are the key things.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-c