In this new edition of the Connecting IT Podcast, Jim Lippie, Kaseya’s GM and SVP of Partner Development, talks with John Barrows of JBarrows Sales Training about John’s meteoric rise to success in the MSP space, and how to sell using your internal resources and more.
From MSP owners to car salespeople, the same sales philosophies and techniques often apply. That said, John brought up a cautionary tale about hiring people in the industry just to get the business from their previous workplace.
“The biggest problem I see, or at least historically saw, and the mistake I made – is that we all hired from the industry. We all just poached each other’s sales reps. And when you do that, you are bringing on so many bad habits, and what you have to do is reverse engineer that sales rep to sell the way you want to sell.”
The pair then talk about how to hone your pitch … specifically, what to look for in your pitch, and what to look for in the reactions to your pitch.
Be sure to catch the part in the episode (26:18) where John recites his old pitch from years ago when Jim and he worked together. Let us know how you think he did!
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