{"id":8054,"date":"2016-06-10T13:15:30","date_gmt":"2016-06-10T13:15:30","guid":{"rendered":"http:\/\/www.digitek.com\/?p=8054"},"modified":"2018-12-31T18:23:44","modified_gmt":"2018-12-31T18:23:44","slug":"three-tips-maximizing-managed-sales-calls","status":"publish","type":"post","link":"https:\/\/arli.com\/three-tips-maximizing-managed-sales-calls\/","title":{"rendered":"Three Tips For Maximizing Your Managed IT Sales Calls"},"content":{"rendered":"

As the challenges of integrating an increasingly complex world of technology into the workplace increase, many Managed Print Services (MPS) providers are adding a Managed IT (MIT) component to their service offerings. For many MPS providers, the most effective way to build their MIT Services sales is by\u00a0offering them to their existing customer base.<\/p>\n

Do all of your salespeople know how to recognize, identify and qualify a Managed IT opportunity? Here are three tips to help maximize MIT sales call effectiveness:<\/p>\n

    \n
  1. \u00a0Show Examples of Prior Success –\u00a0<\/strong>As you begin to build your company\u2019s MIT Services you can use your early successes as mini case studies. Demonstrate how you implemented a successful Managed IT solution using tangible \u201cbefore\u201d and \u201cafter\u201d studies. This will help foster confidence in the prospect that you have the capabilities and experience to provide them with the right solution. Elite sales reps will also create a visual presentation featuring logos of the companies they\u2019ve had success with to help them close.<\/li>\n
  2. \u00a0Meet with the Higher Level Decision Makers –\u00a0<\/strong>Depending on the size of the business, you\u2019re likely to meet various employees tasked with very specific duties; for example, a network engineer may not be responsible for mobile IT or security. When increasing your service offerings, you\u2019ll want to meet with the CTO if there is one \u00a0or the person who oversees the entire IT department for the organization. Meeting with employees or management who perform the tasks you are asking the company to outsource can be intimidating for those individuals and can shut down your chance at a sale before you\u2019ve even made your pitch.<\/li>\n
  3. \u00a0Just Like the Boy Scouts: BE PREPARED! –\u00a0<\/strong>Elite sales reps prepare before meeting IT leaders. They read through the company\u2019s website, research the person with whom they are about to meet, and look through social channels to learn all they can about the company, their needs, pain points and the players involved. Gaining insight into recent events and business priorities allows these elite professionals to link a solution more closely to the needs of the company and the individuals involved.<\/li>\n<\/ol>\n

    Are your sales team members prepared? Learn how to drive qualified MIT sales opportunities with ARLINGTON\u2019s online MIT sales training. It will help your team to hunt down and identify MIT opportunities to help grow your business!<\/p>\n","protected":false},"excerpt":{"rendered":"

    As the challenges of integrating an increasingly complex world of technology into the workplace increase, many Managed Print Services (MPS) providers are adding a Managed IT (MIT) component to their…<\/p>\n","protected":false},"author":5,"featured_media":8055,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[28],"tags":[39,51,52,31,32],"class_list":{"0":"post-8054","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-our-blog","8":"tag-digitek-computer-products","9":"tag-managed-it-service-provider","10":"tag-managed-it-services","11":"tag-sales-ready","12":"tag-selling-skills"},"yoast_head":"\nThree Tips For Maximizing Your Managed IT Sales Calls - ARLINGTON<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/arli.com\/three-tips-maximizing-managed-sales-calls\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Three Tips For Maximizing Your Managed IT Sales Calls - 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