A Proven Process That Produces Results
Break Through Your Sales Ceiling With Our Pillars of Success
Bringing in a steady stream of new monthly recurring revenue clients is the life-blood of a thriving Managed Services business. So, building a formidable sales engine is a profound desire for most owners. But, this goal eludes all except a rare few MSPs.
Most MSPs hit a sales ceiling they can’t surmount
When I started working extensively in the MSP industry years back, I noticed a strange phenomenon.
Most MSPs hit a sales ceiling and would stagnate there for years. This sales barrier confronted 80-90% of the MSPs in the industry. For some reason, it always seemed to hit somewhere around the $2M–$4M revenue level. Why I wondered?
Talking with these MSPs, I heard the same stories. They invest in marketing toolkits; hire sales people or marketing talent; and engage telemarketing services. All of these investments result in marginal, temporary results. Fundamentally, the typical MSP owner can end up spinning their wheels year after year – leaving a wake of fired sales and marketing people who never had a chance to succeed. Always, the sales ceiling remained intact.
Does this sound familiar?
Other MSPs have changed the destiny of their business with New MRR sales
There are a few MSPs that thrive by driving new MRR business each and every month.
Here are what my clients in the sales transformation program are producing:
- One MSP achieved a 6X increase in MRR of 3-year contracts in one year – effectively doubling the size of his company.
- Another drove more MRR in one quarter than he achieved in the full year previously
- Still another MSP owner increased his MRR by over $95,000 a month in one year.
- One more grew by over $ 2m in one year on a base of $ 5m (a 40% increase)
- An owner went from selling 5 new MRR clients a year before joining the program to landing 18 new MRR clients in his first year in STP – all with the same sales person.
- Another went from steep and steady revenue declines three years ago to landing 28 new MRR clients in the first 11 months of this year
The good news is that these results are typical and being repeated across the group. You will see their testimonials.
By far, the concept of and approach to executing on the 6 Pillars of Lead Generation has been the most powerful to NuWave Technology Partners. This has brought tremendous clarity to how as an organization we prioritize and invest our time. Seeing and hearing the results and success from our peers further validates this. Couple all this with the sage advice we get from Mr. Michael Cummings creates the traction we needed to get engaged and be successful. Anecdote: we recently brought on a new business development executive. Michael made a visit to NuWave in her first two weeks of onboarding. She sat with Michael for 3 hours and emerged exclaiming “I get it!”.
Thank you, Michael!
As a business owner whose primary role is new client acquisition, I have, with the help of STP, been transformed into a much better sales professional who understands time-tested techniques to use during the sales process. Additionally, I have learned many procedures and processes for hiring and managing a sales team. We have made significant changes in terms of simplifying our product offerings and placing new staff members in strategic positions. Through Michael’s coaching and the quarterly meetings, we have implemented sales techniques and strategies that have helped us grow our top line revenue year after year by 20% or more. STP group discussions are enlightening, inspiring, and educational. The maturity level of our company has greatly increased in large part due to the guidance of both Michael Cummings and the rest of my group’s members. The program simply works.
Intentionally investing our time in every pillar, yes, every pillar, has been the key to methodically adding $5K in new MRR per month that will continue through Q1 and Q2 in 2019, that will then grow to adding $10K in new MRR per month in Q3 and Q4 this year.
KISS. We often get hung up on the complexity of IT and want to show our prowess in what we know and what we deliver. Business owners, the decision makers, want to focus on their business, not IT. Sure, you can answer technical questions, but keep it simple, keep it focused. Focus on the client. Focus on the business. Focus on the process. They want to know you can take them to a place that they don’t know how to get to on their own. Stay out of the weeds and build the relationship. And, close the deal!
Working with Michael and the Sales Transformation Program has helped me better understand how to build an effective sales process. Michael is able to help me analyze where the gaps are in our sales team and the best ways to address them. We have grown our sales significantly this year and a big part of that is a result of what we have learned in STP.
The Sales Transformation Program has re-defined how my company looks at building a sales team.
By following this exclusive program, I have been able to accelerate the growth of my company and do so in a focused and goal orientated approach. It has also help me understand the key elements that go into building and keeping a sales team.
Whether you are looking for a Client Account Manager, to help manage your existing clients, or a Sales Person, to get new clients, this program is something that is not to be missed.
Thank you Michael and your team for helping my company get to the next level.
What is their secret? At one level, it is simple. The business model that was sufficient to get them to $2M in revenue is NOT sufficient to scale and grow beyond that.
You need to make big changes in your business. And those changes begin with the owner and the senior leadership team. But, here is the real key.
The simple truth about driving new MRR business
The foundation to generating new MRR business is exceedingly simple. It comes down to how many discovery meetings you schedule and conduct with qualified prospective clients each week.
The number and quality of these discovery meetings determines your sales results. It’s all that matters – all other sales performance metrics arederived from this result (proposals, win rate, sales, etc)
- If you conduct two discovery meetings each week
- You will sell 1-2 new MRR clients each month
That’s it. End of story. So, the obvious question becomes …