Episode 137

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Published on:

8th Oct 2023

[137] How MSPs can Overcome Their Fear of Sales and Win Clients

In this episode, Richard Tubb speaks to sales expert Danny Boyle, author of "Sell More, do Less, an MSP and IT Specialists' Guide to Better Sales Calls.” Danny’s a sales leader with a proven history of success in driving step change growth for cloud software brands in the IT industry. He shares his advice on how MSPs can become comfortable with selling.

They talk about Danny’s background, how he got started in the IT space, who Ninja One are and what Danny does there. Richard asks Danny what inspired him to write a book and why now.

Danny and Richard also dig into sales tactics and how to do better with selling. They look at the reasons why MSPs struggle with sales, the skills you need, and why Danny believes anyone can sell.

Danny also shared the biggest mistake MSPs make when they think about selling, his BANK OUT process and the structure and cycle of sales. He also explains why he thinks he has such a high closing rate.

Plus, Danny tells Richard how studying psychology and sociology taught him how to build better relationships and who he considers as mentors in the IT space as well as what he does in his spare time.

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Mentioned in this episode:

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About the Podcast

TubbTalk: The Podcast for Managed Service Providers
Putting Managed Service Providers back in control!
Richard Tubb has been a leader and keynote speaker in the MSP community for the last two decades. At the helm of media company and MSP advisory business Tubblog, Richard loves to showcase tech companies disrupting the industry, as well as shining a light on new tools you might not be aware of.

His long-running and successful interview-style show, TubbTalk, features fireside style chats with the CEOs and CTOs of these businesses, to dig deep into how they got started in the industry, what inspired them to start something new and what their advice would be to anyone who wants to do the same.

But it's not all tech focused! As a former MSP owner himself, Richard knows that there are many facets to being a business owner, which is why his guests reflect that too.

Previous topics include mental health, sales, marketing, business growth, productivity, customer service and more. Wondering why you should listen? Well, as one fan put it: "It's like eavesdropping on a conversation between two friends, who are sharing their knowledge and wisdom with each other. You learn while you're being entertained."

About your host

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Richard Tubb

Richard Tubb is one of the best-known experts within the global IT Managed Service Provider (MSP) community. He launched and sold his own MSP business before creating a leading MSP media and consultancy practice. Richard helps IT business owner’s take back control by freeing up their time and building a business that can run without them. He’s the author of the book “The IT Business Owner’s Survival Guide” and writer of the award-winning blog www.tubblog.co.uk