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S2E3: Building an Effective Sales and Marketing Program

S2E3: Building an Effective Sales and Marketing Program

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I’m cautious about interviewing companies that provide services to MSPs. After all, you get bombarded by sales content day in and day out, and I don’t want to add to the noise. But when I interviewed Megan Killion of MKC Agency in Orlando, a revenue consultancy specializing in scaling MSPs and other channel companies, I was super impressed by the combined sales/marketing paradigm that she uses. Megan champions ethical marketing practices, elevating marginalized talent, and empowering businesses to thrive in competitive markets. She also has an offer for our podcast listeners: 20% off the first 4 months of her newest program IF you complete this worksheet before your first call with her (https://docs.google.com/document/d/1gmqzRXv54EdZBFGtUxZAnqc-wLpMaIjDHIpv7H9tZFY/edit?usp=sharing, NOTE that you will need to request access). Here's what I learned in this episode:

  • Why sales needs to be a function of your business instead of just outsourced
  • MKC's value add is helping create a scalable internal program
  • How Megan designed her sales offerings, and how you should too
  • Megan's take on hiring sales talent the wrong way
  • Megan's secret sauce for finding sales talent the right (and easy) way
  • Can technical people become effective sales people
  • Why technical owners are unlikely to create effective sales organizations without help
  • Does the hunters vs farmers framework make sense
  • Prediction, project planning, copywriting, social skills, time management: these skills and more are required to be an effective sales resource
  • What size MSP is best positioned to benefit from her services
  • What constitutes ready for growth
  • Embracing the 'suck' of the middle (organic growth is not easy)
  • You must understand your clients to build messaging
  • How will AI affect your sales process
  • The difference between inbound and outbound and how they go together

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/.

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