The Best I.T. Sales & Marketing BOOK EVER!

By Erick Simpson

Book Overview

Following up on the success of The Guide to a Successful Managed Services Practice - What Every SMB IT Service Provider Should Know...; the definitive book on transitioning a reactive IT business model to proactively-delivered Managed Services, The Best I.T. Sales & Marketing BOOK EVER focuses squarely on one of the most challenging aspects of running a successful I.T. practice - growing through effective sales and marketing. At nearly 500 pages, The Best I.T. Sales & Marketing BOOK EVER reveals how to successfully sell and market I.T. solutions and become a Trusted Advisor to your clients. Drawing upon MSP University's experience in helping Partners across the country transition to an annuity-based, proactive Managed Service delivery model, each phase of the I.T. Sales and Marketing process is addressed. Broken down into logical sections, this book helps you choose your target market, determine your service offerings and develop your marketing message, as well as the methods by which to successfully deliver it. Follow-on chapters address hiring the right sales staff, as well as training, incenting and managing them for success. Additional topics covered include appointment setting and conducting the first, second and third client sales appointments - all the way through closing the deal with the decision-maker. The downloadable content contains over 50 newly designed marketing collateral, case study and white paper templates, as well as a complete 17-page business-winning I.T. Solutions and Managed Services website design. Chock full of additional new tools and collateral, the downloadable material included with this title greatly enhances the value of "The Best I.T. Sales & Marketing BOOK EVER ", and insures that this unique publication lives up to its name.

• Format: Paperback
• Language: English
• ISBN: 0978894316
• ISBN13: 9780978894313
• Release Date: September 2007
• Publisher: Intelligent Enterprise
• Length: 474 Pages
• Weight: 1.66 lbs.
• Dimensions: 0.9" x 6.0" x 9.0"

Customer Reviews

Great Book for Selling Managed Services

I am a business owner interested in the Managed Services market space. I have read so much about Managed services but have not found a step by step guide on how to implement the managed services business plan or sell those services to clients. What I needed were step by step guides on both the topics. I was introduced to Erick's books by another associate. This book and "The Guide to a Successful Managed Services Practice" by Erick were exactly what I was looking for. Erick is not just a subject matter expert in Managed Services but has practiced and implemented his teachings and recommendations. He explains several key concepts and best practices on Managed Services, Deliverables, Pricing, How to identify clients, sell, support and maintain the services and build a long term win-win relationship with the clients. The coverage on How to Hire and Train your sales staff is worth its weight in gold. Included along with these 2 books are several forms, analysis tools and documents which make the sales process a whole lot easier with predictable results. These are the bibles for my managed services business and I refer them frequently. If you are serious about building a profitable managed services business, you must have these books.

Invaluable information for IT providers to SMB

This book is jam-packed with valuable insight to assist IT VAR's in selling and marketing to Small Business. It is required reading for my company's sales and marketing staff. I highly recommend it to anyone whether new to the business or an old veteran.

The Best IT Sales & Marketing Book Ever

We are excited to get started practicing what The Best I.T. Sales & Marketing BOOK EVER! has to offer. I believe that it is going to provide us exactly what every SMB IT Solution Provider despartely needs which is SALES & MARKETING KNWOLEDGE & EXPERIENCE. The way I look at it is if MICROSOFT listens to what Erick Simpson is saying, I better start listening to Erick Simpson and Intelligent Enterprise.

Great ideas from the Best I.T. Sales and Marketing Book Ever!

This book had great ideas on setting a consistent marketing plan for I.T. Solution Providers. It got us on a course that continues to give us excellent visibility into our prospects and customers. Plus, it has helped us make more money!! Fran Miller, CEO, Dynamic Computer Solutions

$50,000 In Potential Revenue In My First Month

I was a web developer looking to get into the Managed IT Services arena. All of the work I have done up to this point was referral based web development projects. I am now about 6 weeks into implementing the strategies presented in Erick's two books and I have proposals worth over $50,000 in revenue, over the next 12 months, sitting in clients hands waiting for the close. Not to bad eh... $0k to $50k in 6 weeks! Can't wait to see where Erick's strategies take me 12 months from now!