Most MSPs land their first clients on referrals, and the growth plan for the next ones is more of the same. That works until referrals slow down and there’s nothing else feeding the pipeline.
Building a sales engine means having a system that produces new opportunities every month, not just when an existing client happens to think of your name. On August 11, Brian Strong walks through how he turned inconsistent deal flow into a repeatable process: what to prospect, how to qualify, and how to close without the owner personally driving every deal to the finish line.
You’ll learn:
- How to build a pipeline that keeps producing new opportunities without depending on referrals or a single rainmaker
- What a real qualification process looks like for MSP deals, so reps stop chasing prospects who were never going to buy
- How to structure outbound prospecting in a way a growing MSP can actually sustain week over week
- What to track to know if your pipeline will hit target before the quarter closes, not after
- How to close new business without the owner sitting in on every sales call
Brian Strong is CEO of TenHats. He was the top salesperson at Claris Networks before founding and later selling his own company, then rebuilt TenHats’ sales department as its Chief of Sales and Marketing before stepping into the CEO role.
Register now to get a sales process built around how MSPs actually sell, not a framework borrowed from software sales.
