How many CoManaged clients do you add in a typical year? How many CoManaged opportunities didn’t close? Why? What can we change to close more?
The Sales Transformation Program is a sales peer group of elite MSPs that typically achieve an annual sales growth of 25%-33% a year. Most have achieved 2-3X sales growth in the past 4 years. And landing at least 3-4 comanaged opportunities of 10,000K a month is the cornerstone of this growth.
Across the group, we have engaged in 40-50 comanaged sales opportunities over the past 2 years and won far more than our fair share. Bottom line, if you want to grow, mastering the comanaged sales process should be a top priority.
For example, in January, one of our members landed a120 person medical practice in excess of $ 20,000 a month by following the MEDDIC methodology.
What Is MEDDIC?
MEDDIC is a proven sales qualification methodology used by industry-leading BtoB information technology companies – like Cisco, Microsoft, Oracle, Accenture and others. It is custom-tailored for large, complex and longer term sales processes. Exactly how the comanaged sales process plays out for MSPs.
The MEDDICC Sales Methodology defines the attributes required to drive winning opportunities. Industry leaders rely on it as the foundation of the sales management process and deal reviews. Mastering MEDDIC by examining the quality of the sales pursuit can springboard MSPs into far higher performance in the comanaged opportunity space.
In a comanaged deal, here are the qualifications that you are seeking:
Define Value
Engage Stakeholders
Manage the Process
Investment
Your investment in this training is $ 495 for the training sessions and two one hour working sessions to answer questions, perform opportunity review etc.
In this 8 hour training program, we will achieve the following objectives:
The training session will be conducted in 2 three hour sessions on March 20 and 27th from 9-12 CST. And one 90 minute working sessions to review, answer questions, do deal reviews, etc. On April 3 from 12:00-1:30.
Plus select owners will be eligible to join the Sales Transformation Program peer group.
About The Sales Transformation Program: The STP group is a peer group of elite MSPs, including owners, CAMS, BDEs and marketing professionals dedicated to growing their sales at industry leading levels. We share best practices, training, management systems, plans and programs. Most members grow sales at 25-33% per year. And consequently grew their MSPs by 2-3X during their time in my peer group.
Managing Director Of The Sales Transformation Program Institute
Michael coaches MSP owners and their market/client facing teams to achieve industry leading levels of sales growth through intensive training and support.
Michael leads the sales transformation program an elite sales peer group whose members achieve a sustained annual revenue growth of 25-33%. He works with MSP owners to build their personal competency to drive a sales engine and execute the full range of organizational capabilities, sales methods/techniques and management tools required to produce results.
As part of the program, Michael works with the marketing professionals, VCIOs/Client Account Managers and business development professionals to build their own competencies. Recruiting and developing a blue chip team is the foundation.
He also applies his experience from working with enterprise IT leaders. For over 25 years, he has focused on consulting to industry leading business to business companies — especially in the fields of information technology, cloud computing, business consulting, systems integration/outsourcing, internet technology, software and telecommunications His has built multi-year, senior executive consulting relationships with IBM, Cisco, Accenture, Big 4 accounting firms, SAP, AT&T, Siemens and Motorola.
These companies routinely apply the MEDDIC methodology for account planning and deal review. He is a certified MEDDIC trainer.
Vice President Business Development
Straight Edge Technology, Inc. ·San Antonio, Texas, United States
Ryan has secured several large, comanaged clients over the past year. He will review a case study for a new client – a medical practice with more than 120 end points and monthly MRR in excess of $ 20K a month.
His role is to Identify, develop, and lead new business development by building trusted relationships with leaders and key stakeholders in healthcare, oil & gas, nonprofits, construction, professional services, manufacturing, and other markets. He is a master networking and consultative sales executive.
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