Richardson & Richardson Consulting

"We need marketing and/or lead generation services at our #MSP" ... big statement there, and I hear it often from leaders. Look at this photo. "It's a picture of rocks, Ian" Indeed it is. Zoom in. Look deeper at those rocks. What do you see? There are layers. hundreds of layers. That rock has been carved out over centuries by the ocean. The rock is your sales engine at your MSP. You need multiple layers, building upon the last to create a truly magnificent revenue creation machine. So sure, you may want a service to help fill the funnel. But that's not the only thing. Growth needs layers. Austin Roberts, Tracie Orisko, Nathan Austin, Steve Riat, Paul Redding, Paul Fuller, Zack Bower, Alfie Brown, Walter Crosby, Carrie Lynn R., Adam Slutskin, Adam Kerrigan Tagging some of the best minds in the space I know: I'd love your thoughts.

Day two of #itnation evolve #peergroups. World class #msp owners are here closing down the year. Lots of great conversations. Some commonalities so far: Sales leadership is a challenge - ensuring consistent coaching and accountability is a recurring talk track. Starting outbound is a focus. Folks are looking for the playbook to do so. Outsourcing is hit or miss: overall sentiment seems neutral to less than enthusiastic. Marketing remains mysterious. People are ready to change Carrie Lynn R. and I have been digging in and seeing where the struggles are. It's rewarding to also be able to share how those #msps could fix it themselves, without high 5 figure consulting or never ending monthly coaching bills. Looking forward to day two of sharing the #MSPSalesProcess with the community.

It's #cigar o'clock at the Hyatt on the Rocks patio (byod the bar is closed) if you want to talk #sales #leadgeneration #marketing or #MSP industry trends come join Ian Richardson and I for a stick before the rain hits! ConnectWise The IT Nation #ITNation #ITNconnect #ITNevolve

"Well, I heard that Carrie and Ian Richardson from Fox & Crow Group built the #MSPSalesProcess to eliminate ongoing reliance on coaches and agencies." Find either of us at #ITNation or #Evolve this week in #Orlando and tell us what sales problems you're trying to solve. We'll show you how we solve that problem and give you a 30 day fully functional free trial to explore. Here's the best part: All of the #playbooks, #documentation, #salestraining, #salescoaching, #reports and #automation sequences already exist, and it's ready to use from day one - with or without our help. Emerging MSPs can use the platform for owner lead sales initiatives or enabling a successful first time sales hire. Empire builders can use it to ensure consistency and sales process compliance while reducing coaching and training time per agent. DM me and let's connect in Orlando! a

"What if you didn't have to miss your number?" November is here. 2 Months left in the quarter, and in the year. I've been talking to a lot of #msp leaders about 2024 not looking good for #quota attainment. They're missing their number. I ask that question every time. It leads to some variation of "I don't see how we could do that" Then Carrie Lynn R. and I show them. Not going to hit your number this year? Find us #itnation in #orlando this week. We'll solve it together before you leave. What if you COULD hit your number. What's that do for you? Talk to you soon. Happy Día de los Muertos friends.

And that's a wrap folks -- V1.0 of the MSP Sales Process playbook suite is signed, sealed, and delivered. Fox & Crow Group, in partnership with Membrain.com, is happy to deliver THE sales processes for your #msp sales efforts. These playbooks go step by step through a fine tuned sales process for MSPs, by MSPs. Every stage of the funnel is covered: Prospecting: - Cold Outreach / BDR - Event Follow ups & Conversions - Inbound Leads - Lead Scoring / Marketing Generated Leads - Social Selling - Referral Generation Sales Opportunity Playbooks - Sell new MRR contracts consistently each time, every time. Account Management - For both new and existing accounts. Playbooks customize automatically based on client need / complexity. Everything is paired with Sales Enablement training courses to remove skillset barriers. We're also happy to have a fully Coaching Platform built out, including sales skillset assessment, learning pathways based on role, and sales organizational design support materials. Bits and bobs like Automations, Email Templates, Data Fields, Permission Structure, and Integrations? We got you, fam. If you're interested in seeing what's been cooking, hit up Carrie Lynn R., Zack Bower, or myself and book some time to take a tour. Curious as to whats next? Newsletter has the details: https://lnkd.in/gW6J_t2X Now I need a nap for like... 5 days straight.

Discounts are a sin. ? ? Shots fired across the #sales tactic bow. Discounts make absolutely no sense for #msp services. ? Who loves math class?!?! ? 10% Discount On 50% Margin "Offer" = ? ? 25% More sales needed! ? That sounds grea…..wait a minute. ? You have to do 1/4 more work to make the same money you would have made if you just left it alone. ? So I'll say it again. Discounts are a sin. And they're killing your team. ? Don't like that math? DM me and I'm happy to share three things you can do today to start getting those eliminated. ? I do Hot takes every month on #sales with Carrie Lynn R.. You can read them in our newsletter: https://lnkd.in/gW6J_t2X gets you on the list.?

Fox & Crow Group is hosting Lead or Lead Balloon? Going live now!!!!

One of the worst things that happened to me at my #msp was having a #lead that ended up being.... not a lead. I spent: time money effort and brain space on them and got a big fat zero return. From that I learned a lot. And I'm sharing it tomorrow. Carrie Lynn R., Zack Bower, and I are hosting a livestream on Sales qualification tomorrow at 1pm Eastern 10am Pacific. You can join us at: https://lnkd.in/gKPvb6Yn One attendee will get a free month of sales coaching as a thank you for attending.

Leads don't automatically result in deals; even experts in scaling and selling MSPs have had to learn from mistakes and adapt their processes for properly qualifying leads. Membrain's Zack Bower joins Fox & Crow Group Group's Ian Richardson and Carrie Lynn R. in sharing their own stories of successes and failures in lead qualification and how you can avoid common mistakes. Find the link to register for this value-packed livestream in the comments ? #SQL #leadqualification #qualifiedleads #leadgeneration #b2bsales?