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Inside Sales expert Tan Ansari shares the insight and in-depth knowledge that has resulted in his assembling one of the most successful inside sales teams in the MSP space. Tan discusses top trends within the MSP industry when it comes to developing a successful inside sales strategy. In this webinar you will learn: · How to use Social Media as a lead generation tool · How to measure the effectiveness of your sales team · How to set up a successful sales strategy for net new customer acquisition
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Inside Sales Strategies for MSPsTan Ansari
Inside Sales Manager
© 2014 N-able Technologies, Inc. All rights reserved.
Presented By
Tan Ansari Sales Manager
Ali MahmoudProduct Marketing
@alimahmoud_
© 2014 N-able Technologies, Inc. All rights reserved.
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© 2014 N-able Technologies, Inc. All rights reserved.
30 min presentation
© 2014 N-able Technologies, Inc. All rights reserved.
N-able Technologies® Fast Facts
• 120,000 Managed SMB’s
• Offices in North America, Europe, Australia, Singapore, Sweden, Ireland
• Typically deal with leading MSP’s in a geographic area
• The Leading RMM & Automation Platform for MSPs
• Channel Only Company
• Acquired by SolarWinds in 2013– 1000+ Employees
• 3000 MSP Partners
© 2014 N-able Technologies, Inc. All rights reserved.
Cold Calls per month 1000
IP’s Booked 15
IP’s Completed 10
New Deals Closed 2-3
1.5%
75%
23%
It all Starts with the Sales Funnel
• Avg. Completed /Rep • Avg. deals Rep• Avg. deal Size • How many Funnels?
• New vs. Existing
© 2014 N-able Technologies, Inc. All rights reserved.
How to fill the Inside Sales Funnel?
LEAD GENERATION
Collateral
Case StudiesTestimonialsLiterature (Flysheets, Billing Inserts, Door Hangers
Web
NewsletterSearch Engine OptimizationDownloadable WhitepapersDedicated Website
Strategic Partnerships
Customer ReferralsTech Referrals / Point of Pain Calls
Cold Calls & Canvassing:Yellow PagesClassifiedsList Brokers
Advertising(Print Ads:Trade Journals; Local Paper, Value Paks; Radio)
Direct Mail
Associations
Trade Shows Speaking Engagements
Personal Networking
Writing Articles
Sales Affiliation Programs
Sales RepsSocial Media, Twitter®, LinkedIn®, Facebook®, Yellow Pages, Chamber
© 2014 N-able Technologies, Inc. All rights reserved.
Strategy to Success Perspective
how sales people typically see cold calling
how customers see cold calling done poorly
what successful cold calling should be
fearfulboring, repetitive
unpleasantpressurisedrejections
confrontationalunproductivedemoralizing
unhappy
nuisanceunwanted
pressurisingtricky, shifty
shady, evasive
honest/openstraightforward
interesting/helpfuldifferent/innovativethoughtful/reasonedprepared/informed
professional/business-likeenthusiastic/up-beat
informative/newthought-provokingtime/cost-saving
opportunity/advantage
© 2014 N-able Technologies, Inc. All rights reserved.
Underpinning Principles
Important basic cold calling techniques are:
1. Preparation - self, environment, knowledge, and who you represent2. Introduction - key phrases explaining and positioning yourself and your purpose3. Questioning - help, facilitate and enable rather than assume, sell and push4. Listen and interpret5. Inform and educate
Strategy to Success Technique
© 2014 N-able Technologies, Inc. All rights reserved.
Pre-Sales
• CRM Tools:
– Salesforce.com
– Microsoft CRM
– SugarCRM
– Act!
• Predictive Dialer System: PhoneBurner
© 2014 N-able Technologies, Inc. All rights reserved.
Pre-Sales Lead Generation
Business Directories: • Manta®, Yelp®, ZoomInfo®,
YellowPages , Business.com®
Social Media: • LinkedIn, Twitter, Blogs,
Forums
List Sources: • infoUSA®, Dun & Bradstreet®
© 2014 N-able Technologies, Inc. All rights reserved.
What is Social Media?
Online platforms where people connect
and communicate.
Social Media Marketing = A process of promoting your site or business though social media channels, where
'social' and 'marketing' coexist.
© 2014 N-able Technologies, Inc. All rights reserved.
Social Media Platforms
Think like a user first and sales rep secondSocial media users are there for anything but advertising and marketing. Once you understand the main purpose of a social media platform, you can do a lot to increase your traffic, and grow your business with social media in ways that
don't turn off users, but engage, intrigue and excite them.
© 2014 N-able Technologies, Inc. All rights reserved.
Social Media Goals 1. INCREASE AWERENESS/BRANDING
2. CUSTOMER SERVICE/LOYALTY3.SALES / LEAD GENERATION
© 2014 N-able Technologies, Inc. All rights reserved.
Social Media Influence Has more than 300 million active global users and is growing every day.
It has 20 Million users and is the fastest growing social media networking site.
It has 43 million users representing over 170 industries, and is an ultimate online
Rolodex
Consumers are now spending more time with online media than they are with traditional forms of media. Globally digital including social media and mobile internet usage now
accounts for 57% of daily media time.
Overall, consumers now spend an average of 10.7 hours a day with all forms of media
and 5.6 hours of that on digital.http://globalwebindex.net/
© 2014 N-able Technologies, Inc. All rights reserved.
Why is Social Media engagement important ?
• Consumers continue to spend more time on social networks than on any other category of sites—roughly 20 percent of their total time online via personal computer (PC), and 30 percent of total time online via mobile.[6]
© 2014 N-able Technologies, Inc. All rights reserved.
Opportunity
1. Listen & Respond listening to what the public has to say about you
2. Two way communication educating and informing your audience
about your area of expertise and generating feedback
3. Relationship development & Leadership
4. Monitor the industry
5. Monitor the competition
© 2014 N-able Technologies, Inc. All rights reserved.
Social Media in MSP World
© 2014 N-able Technologies, Inc. All rights reserved.
HOW?
© 2014 N-able Technologies, Inc. All rights reserved.
How to?
1. Define your target market
2. Attract Foster communication with your audience though status
updates and regular interaction
3. Inform, educate, engage = establish credibility
4. Transform your online relationships into leads
© 2014 N-able Technologies, Inc. All rights reserved.
Resources & Monitoring 1. Hootsuite®
2. TweetDeck®
3. Seesmic®
4. SocialOomph®
5. CoTweet®
6. Ping.fm®
7. SpredFast®
8. Buffer®
9. SocialFlow®
Monitor what others are saying about you
Keep on top of industry trends and news
Evaluate opportunities and feedback
© 2014 N-able Technologies, Inc. All rights reserved.
N-ableAn MSP’s complete toolkit
N-central® RMM
SecurityManager
Backup Manager
Patch Manager
Audit Manager
Automation Manager
Help Desk Manager
ReportManager
Mobile Manager
Better Protection Better Service
Thank you
Tan Ansari Sales Manager
Want to learn more:for more info contact your partner
development specialist or myself at: [email protected]
© 2014 N-able Technologies, Inc. All rights reserved.
Questions?
© 2014 N-able Technologies, Inc. All rights reserved.
Legal Information The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.
