--- title: Build a Better MSP - Blog | IT Sales description: IT Sales | Build a Better MSP and Transform From an IT Service Provider to a High-Value Business Partner. Differentiate your MSP from your competition with ease, get in front of potential ideal clients and close higher-value deals. --- - [Login](https://tool.managedservicesplatform.com/) - [Help](https://help.managedservicesplatform.com/) - [Status](https://managedservicesplatform.statuspage.io/) [![HIT white powerd by msppng](https://www.managedservicesplatform.com/hubfs/HIT%20white%20powerd%20by%20msppng.png) ![HIT white powerd by msppng](https://www.managedservicesplatform.com/hubfs/HIT%20white%20powerd%20by%20msppng.png)](https://www.humanizeit.biz) [![Request Demo](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/35167528-0a8b-4e13-bc76-41b9dcfa705a.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/35167528-0a8b-4e13-bc76-41b9dcfa705a) - [Pricing](https://www.humanizeit.biz/pricing) - [Education](https://www.humanizeit.biz/events) - Humanize IT Podcast - [Youtube](https://www.youtube.com/playlist?list=PLDUiMI4qjlJGa1zA1pwy6-avqM8D3I4OE) - 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[About](https://www.humanizeit.biz/about) - [AI Open Letter](https://www.humanizeit.biz/ai-open-letter) - [Testimonials](https://www.humanizeit.biz/testimonials) - [Terms and Conditions](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) - [Security | SOC2](https://www.humanizeit.biz/security) ###### 3 min read ## [The Biggest Problem Facing MSPs Today](https://blog.humanizeit.biz/the-biggest-problem-facing-msps-today) By [Adam Walter](https://blog.humanizeit.biz/author/adam-walter) on Jan 23, 2023 [![](https://www.managedservicesplatform.com/hubfs/AdobeStock_420836293.jpeg)](https://blog.humanizeit.biz/the-biggest-problem-facing-msps-today) We have been spending a lot of time talking to MSPs and other vendors over the last few months.  Something has been bugging us, we can't quite put our fingers on it but something has changed in the marketplace. ###### Topics: [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [MSP](https://blog.humanizeit.biz/topic/msp) [CIO](https://blog.humanizeit.biz/topic/cio) [Disruptive MSP](https://blog.humanizeit.biz/topic/disruptive-msp) [Humanize Podcast](https://blog.humanizeit.biz/topic/humanize-podcast) ###### 2 min read ## [Sales vs Engineering](https://blog.humanizeit.biz/sales-vs-engineering) By [Adam Walter](https://blog.humanizeit.biz/author/adam-walter) on Apr 25, 2022 [![](https://www.managedservicesplatform.com/hubfs/Sales%20vs%20Engineering.jpeg)](https://blog.humanizeit.biz/sales-vs-engineering) Apple Podcasts: https://apple.co/2NHRRDl Spotify: https://spoti.fi/3AyHCUd ###### Topics: [IT Management](https://blog.humanizeit.biz/topic/it-management) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Humanize Podcast](https://blog.humanizeit.biz/topic/humanize-podcast) ###### 2 min read ## [New Year, New Topics](https://blog.humanizeit.biz/new-year-new-topics) By [Adam Walter](https://blog.humanizeit.biz/author/adam-walter) on Dec 27, 2022 [![](https://www.managedservicesplatform.com/hubfs/New%20Year%202022.jpeg)](https://blog.humanizeit.biz/new-year-new-topics) The new year is coming and we are starting it off with new content! In the new year, we really want to focus our attention on MSPs because some people don’t even know what MSPs do and how they can help a business grow. We’re going to provide tons of MSP-related content — here’s a sneak peek into what 2022 will bring! ###### Topics: [IT Management](https://blog.humanizeit.biz/topic/it-management) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Business Building for IT Companies](https://blog.humanizeit.biz/topic/business-building-for-it-companies) [QBR](https://blog.humanizeit.biz/topic/qbr) [Quarterly Business Review](https://blog.humanizeit.biz/topic/quarterly-business-review) ###### 2 min read ## [Tech Conferences](https://blog.humanizeit.biz/tech-conferences) By [Adam Walter](https://blog.humanizeit.biz/author/adam-walter) on Nov 29, 2021 [![](https://www.managedservicesplatform.com/hubfs/Tech%20conference.jpeg)](https://blog.humanizeit.biz/tech-conferences) Apple Podcasts: https://apple.co/2NHRRDl Spotify: https://spoti.fi/3AyHCUd ###### Topics: [vCIO](https://blog.humanizeit.biz/topic/vcio) [Managed Services Providers](https://blog.humanizeit.biz/topic/managed-services-providers) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) ###### 1 min read ## [Thanksgiving 2021](https://blog.humanizeit.biz/thanksgiving) By [Adam Walter](https://blog.humanizeit.biz/author/adam-walter) on Nov 22, 2021 [![](https://www.managedservicesplatform.com/hubfs/Thanksgiving.jpeg)](https://blog.humanizeit.biz/thanksgiving) Apple Podcasts: https://apple.co/2NHRRDl Spotify: https://spoti.fi/3AyHCUd ###### Topics: [vCIO](https://blog.humanizeit.biz/topic/vcio) [IT Sales Person](https://blog.humanizeit.biz/topic/it-sales-person) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [conversation](https://blog.humanizeit.biz/topic/conversation) ###### 1 min read ## [Dumb Technology](https://blog.humanizeit.biz/dumb-technology) By [Adam Walter](https://blog.humanizeit.biz/author/adam-walter) on Nov 8, 2021 [![](https://www.managedservicesplatform.com/hubfs/Dumb%20Technology.jpeg)](https://blog.humanizeit.biz/dumb-technology) Apple Podcasts: https://apple.co/2NHRRDl Spotify: https://spoti.fi/3AyHCUd Over the years, there has been a lot of dumb technology. It’s hard to keep track of all the ideas that seemed great at first but ended up being a nightmare. Here are a few pieces of technology that just didn’t make the cut. Autodialers: an electronic device that automatically dials phone numbers. Once the call has been answered, the autodialer either plays a recorded message or connects the call to a live person. There were great intentions behind this invention, but autodialers aren’t people’s favorite piece of technology. Virtual Boy: a tabletop portable video game console developed and manufactured by Nintendo. Basically, these 3D goggles were the 90s version of virtual reality but the technology was not ready for this advancement quite yet. Microsoft Bob: an attempt at a digital assistant, this software was intended to provide a more user-friendly interface for Windows computers. It was discontinued shortly after because it was very clunky and cheesy. Clippy: a paperclip office assistant character that was created by Microsoft. The main issue with Clippy was the technology was not fast enough to load in a timely manner, making the entire screen freeze and work come to a halt. Digital Pets: an online pet you could feed, play with and take care of — this technology made doing real chores impossible due to the time commitment to caring for fake pets. The main point is, there is a lot of technology and some of it works and some does not. The difference between good tech and interesting tech is the implementation and the audience. If you have new technology, make sure people are ready for this technology and make it work with the already existing tech. If you solve problems instead of adding to them, new technology will be seamlessly added to people’s lives easier. ###### Topics: [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Client Success](https://blog.humanizeit.biz/topic/client-success) [Drinks with IT](https://blog.humanizeit.biz/topic/drinks-with-it) ###### 6 min read ## [The 6 Steps of the IT Consultative Sales Process](https://blog.humanizeit.biz/the-6-steps-of-the-it-consultative-sales-process) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Jun 25, 2020 [![](https://www.managedservicesplatform.com/hubfs/it-consultative-sales-msp.jpg)](https://blog.humanizeit.biz/the-6-steps-of-the-it-consultative-sales-process) The currently dominant sales processes aren’t able to generate enough leads nor provide proper differentiation for MSPs. This undermines any chance for predictable growth. When they aren’t able to win new business in a predictable way, managed services providers can’t grow, develop new services, hire the ‘A’ players, develop internal processes or scale. The root problem is that the current transactional (the client is looking for an IT provider) and solution (IT Infrastructure or [NIST Cybersecurity Assessments](https://www.managedservicesplatform.com/nist-cybersecurity-framework-quickstarter-pack)) sales models are reactionary. These methods assume that the client understands the problem and has a pretty good idea of the solution they’re looking for. These models don’t enable the managed services provider to elevate the message, educate the client about what’s important, differentiate the MSP’s offering, set proper expectations, or start a conversation without a buying intent. The IT consultative sales process does all of that and thus provides far more predictability. ###### Topics: [Managed Services Providers](https://blog.humanizeit.biz/topic/managed-services-providers) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [MSP](https://blog.humanizeit.biz/topic/msp) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [Win New Clients](https://blog.humanizeit.biz/topic/win-new-clients) ###### 2 min read ## [5 Reasons You Lose Deals to Your Competitors](https://blog.humanizeit.biz/5-reasons-you-lose-deals-to-your-competitors) By [Mark Woldman](https://blog.humanizeit.biz/author/mark-woldman) on Oct 18, 2019 [![](https://www.managedservicesplatform.com/hubfs/5-reasons-you-lose-deals-to-your-competitors.jpg)](https://blog.humanizeit.biz/5-reasons-you-lose-deals-to-your-competitors) **Are you struggling to sell Managed Services?** If you are struggling to sell services, don't worry, you are not alone. MSPs of all sizes are feeling the pinch when it comes to sales, so this struggle is not exclusive to you.  Factors such as increases in competition, frugal clients, poor product positioning, diminishing referrals and lack of overall strategy, cumulatively contribute to a continual decline in sales. Leads are at an all time low and the cost of generating leads is at an all time high. In light of this, it is more important than ever to utilize ways to set yourself apart from the crowd, secure your role as an industry expert and thus, gain credibility from existing and future clients. ###### Topics: [IT Sales Person](https://blog.humanizeit.biz/topic/it-sales-person) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [MSP](https://blog.humanizeit.biz/topic/msp) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [Win New Clients](https://blog.humanizeit.biz/topic/win-new-clients) ###### 2 min read ## [Make Your MSP Blog a IT Sales Tool](https://blog.humanizeit.biz/make-your-msp-blog-a-sales-tool) By [Derek Marin](https://blog.humanizeit.biz/author/derek-marin) on Sep 6, 2019 [![](https://www.managedservicesplatform.com/hubfs/msp-website-counter.gif)](https://blog.humanizeit.biz/make-your-msp-blog-a-sales-tool) Okay, you just exchanged business cards with the owner of an accounting firm during a chamber event.  He said, “*Sure, let’s plan on meeting some time over the next 2 weeks.*” Awesome! You left the event with a qualified lead! Plus, he agreed to meet and he already shook your hand.  The problem, because we all know it’s never that easy, is that there’s a delay. You couldn’t ask him much of anything, and nevermind describing what makes your MSP unique. There’s no set date for the appointment, and who knows, he may bump into a competitor or research online in the next 10 days! So, what do we do now? ###### Topics: [Managed Services Providers](https://blog.humanizeit.biz/topic/managed-services-providers) [Inbound Marketing for IT Companies](https://blog.humanizeit.biz/topic/inbound-marketing-for-it-companies) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [MSP](https://blog.humanizeit.biz/topic/msp) [Demand Generation for IT Companies](https://blog.humanizeit.biz/topic/demand-generation-for-it-companies) [Marketing for IT Companies](https://blog.humanizeit.biz/topic/marketing-for-it-companies) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [Win New Clients](https://blog.humanizeit.biz/topic/win-new-clients) ###### 4 min read ## [The 4 roles that make you a high value business partner](https://blog.humanizeit.biz/the-4-roles-that-make-you-a-high-value-business-partner) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Aug 30, 2019 [![](https://www.managedservicesplatform.com/hubfs/make-you-a-high-value-business-partner.webp)](https://blog.humanizeit.biz/the-4-roles-that-make-you-a-high-value-business-partner) Transforming your Basic IT Service Provider company into a high-value business partner is a study in communication - why you communicate, what you communicate and who is communicating to whom. There are four roles that are critical to your relationship with your clients. The communication from these four critical roles will determine whether your company is becoming a commodity or a differentiated brand. Let’s take a look at these roles and what you can do to make sure their communication will be excellent. ###### Topics: [vCIO](https://blog.humanizeit.biz/topic/vcio) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [IT Account Management](https://blog.humanizeit.biz/topic/it-account-management) [IT Client Engagement](https://blog.humanizeit.biz/topic/it-client-engagement) [Technical Account Manager](https://blog.humanizeit.biz/topic/technical-account-manager) ###### 8 min read ## [The 4 Steps of Successful Cyber Security Service Monetization](https://blog.humanizeit.biz/the-4-steps-of-successful-cybersecurity-service-monetization) By [Caleb Christopher](https://blog.humanizeit.biz/author/caleb-christopher) on Aug 15, 2019 [![](https://www.managedservicesplatform.com/hubfs/rmonetize-cybersecurity-service.jpg)](https://blog.humanizeit.biz/the-4-steps-of-successful-cybersecurity-service-monetization) In my observation, previously working for an managed service provider and now with MSPs: for some, monetizing security is an elusive goal that seems to be reserved for those who already have connections, experience, and the right customers. Why? ###### Topics: [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [NIST Cyber Security](https://blog.humanizeit.biz/topic/nist-cyber-security) [Implement New IT Services](https://blog.humanizeit.biz/topic/implement-new-it-services) [IT Security](https://blog.humanizeit.biz/topic/it-security) [IT Business Development](https://blog.humanizeit.biz/topic/it-business-development) ###### 3 min read ## [Why MSPs are not closing business enough](https://blog.humanizeit.biz/why-msps-are-not-closing-business-enough) By [Mark Woldman](https://blog.humanizeit.biz/author/mark-woldman) on Aug 5, 2019 [![](https://www.managedservicesplatform.com/hubfs/why-msps-are-not-closing-business-enough.jpg)](https://blog.humanizeit.biz/why-msps-are-not-closing-business-enough) You pro­vide a great ser­vice, the price is right, your mar­ket­ing cam­paign is spot-on, yet very few deals are actu­ally clos­ing? Does this sound like your com­pany? Sadly, a good offer often times isn’t enough to win a client over. Some­times a lower level com­peti­tor gets the busi­ness. Why? Bet­ter sales tech­niques. In order to go from con­tact to con­tract, you need to be one step ahead of your com­peti­tors, espe­cially as it relates to sales processes and tech­niques. Fol­low­ing are some help­ful tips that will help you close the sale faster – and eas­ier – than ever: ###### Topics: [IT Sales Person](https://blog.humanizeit.biz/topic/it-sales-person) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [All posts](https://blog.humanizeit.biz/all) [Next](https://blog.humanizeit.biz/topic/it-sales/page/2) [![Sign up for the Client Engagement Excellence Manifesto PDF coming end of January](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/91c338c8-f4a5-4b5f-be05-e2a3093ff4c0.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/91c338c8-f4a5-4b5f-be05-e2a3093ff4c0) ### Sign up for updates ### Featured ### Pick a topic, any topic. - [Recent Posts](https://blog.humanizeit.biz) - [QBR](https://blog.managedservicesplatform.com/topic/qbr#topic) - [vCIO](https://blog.managedservicesplatform.com/topic/vcio#topic) - [Client Success](https://blog.managedservicesplatform.com/topic/client-success#topic) - [Technical Account Manager](https://blog.managedservicesplatform.com/topic/technical-account-manager#topic) - [Humanize IT podcast](https://blog.managedservicesplatform.com/topic/humanize-podcast#topic) ##### PRODUCT PRODUCT - [IT Client Engagement](https://www.humanizeit.biz/it-client-engagement) - [IT CRM](https://www.humanizeit.biz/strategic-msp) - [IT Sales](https://www.humanizeit.biz/it-sales) - [Pricing](https://www.humanizeit.biz/pricing-old-877) ##### QBR TOOLKIT QBR TOOLKIT - [QBR Discussion Points Checklist](https://info.humanizeit.biz/qbr-discussion-points-checklist) - [Executive QBR Power Questions](https://info.humanizeit.biz/executive-qbr-power-questions) - [Remote QBR Checklist](https://info.humanizeit.biz/remote-qbr-checklist) - [QBR Annual Playbook](https://info.humanizeit.biz/qbr-annual-playbook) - [QBR Time Calculator](https://info.humanizeit.biz/qbr-time-calculator) ##### RESOURCES RESOURCES - [Peer Groups](http://www.managedservicesplatform.com/peer-groups) - [Upcoming Events](https://www.humanizeit.biz/upcoming-member-events) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Win New Clients with IT Audits](https://www.humanizeit.biz/win-new-clients-resources) - [Upsell Clients with QBRs](https://www.humanizeit.biz/expand-existing-clients-resources) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [Structure vCIO Operations](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) ##### BLOG BLOG - [Quarterly Business Review - QBR](https://blog.managedservicesplatform.com/topic/qbr) - [Virtual CIO - vCIO](https://blog.managedservicesplatform.com/topic/vcio) - [IT Account Management](https://blog.managedservicesplatform.com/topic/it-account-management) - [IT Consultative Sales](https://blog.managedservicesplatform.com/topic/it-consultative-sales) - [Cyber Security](https://blog.managedservicesplatform.com/topic/cybersecurity) [![HIT white powerd by msppng](https://www.managedservicesplatform.com/hubfs/HIT%20white%20powerd%20by%20msppng.png "HIT white powerd by msppng")](https://blog.humanizeit.biz/) - [Terms](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) Copyright © 2020 Humanize IT