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| A Guide to SELLING Managed Services - faster, easier & for greater profit | 
| Creators: Matt Makowicz, N/a
Publisher: Lincoln Press, LLC
Category: Book
Buy New: $99.00
Buy New/Used from $87.00
Avg. Customer Rating:  (23 reviews)
Sales Rank: 255591
Language: English (Published)
Media: Paperback
Edition: 1st
Pages: 260
Shipping Weight (lbs): 1
Dimensions (in): 8.8 x 6 x 0.5
ISBN: 097988490X
EAN: 9780979884900
ASIN: 097988490X
Publication Date: September 28, 2007
Availability: Usually ships in 1-2 business days
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Product Description
Want to be more successful at selling service contracts and managed services? A Guide to SELLING Managed Services Faster, Easier, & for Greater Profit explores all aspects of a managed services business as it relates to sales. Sections include: The Business; The Offerings; The Sale; and The Contract. It outlines the steps to a successful sale, how to handle objections, how to present offerings, the contract, and your company. Whether selling managed services is brand new, or something done for a while, this guide will help make the process faster, easier, more profitable, and fun! Also included in this comprehensive resource for any IT provider or Managed Services Practice is a CD-ROM with 18 tools, templates and webinar recordings. Chief among these are TWO sample contracts that are ready to go after applying your logo! Here is a complete list of the documents, templates, and tools included on the CD-ROM: Letter from affiliate to prospect
Letter of introduction to a cold email prospect
Letter to customers seeking referral business
Email confidentiality notice
Introduction to a potential referral partner
Phone Approach script when calling referrals
Phone Approach script when cold calling
Elevator Pitch
Sample Contract 1 (with pricing)
Sample Contract 2
Managed Services Proposal
Sample Pipeline Report 1 spreadsheet
Sample Pipeline Report 2 spreadsheet
Analysis Signup sheet (for events)
Analysis Worksheet
CRM Sales Process spreadsheet
Numbers Game Worksheet (for salespeople s activities)
Spreadsheet of Table 1a, Table 1b, Table 1c
Spreadsheet of Table 2a, Table 2b, Table 2c
Audio message from Matt Makowicz
Webcast Service Contracts (TS2 December 2005)
Webcast Q & A document Also, as an added bonus, by registering the book with the author on his webiste, you'll be given a free 45 minute AUDIO seminar on effectively using the phone approaches included on the CD-ROM. If you're thinking aobut thinking about transitioning to managed services, already begun, or have been offering managed services for a while, this book has something for you!
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| Customer Reviews: Read 18 more reviews...
My learning curve for Managed Services has been shortned! September 4, 2008
When I got Matt s book in at my office, I could not put it down. Matt has it broken down and very easy to understand on how to implement managed services in your business. Matt has made me rethink about how to go about doing business in my IT consulting firm. If you want to shorten the path to managed services this is your guide. I got his second book and I cant wait to devour that one.
Great Job Matt! Look forward to anything you put out! Anything!
Alex Rodriguez
Director of Business Development
On Time Technology Solutions, Inc.
Perfect for the tech looking to learn sales June 27, 2008
Matt has put together the perfect guide for someone who is starting out learning the sales process effectively. Most providing technical services didn't set out to become sales people, but need to become ones in order for their businesses to grow. Matt lays out an entire sales process, designed exactly to teach a solution based sales process, including learning to overcome objections and how to manage the basics of sales.
Matt lays out how to be a good sales person, doing something "for" your customer rather than "to" your customer, helping non-sales people become effective sellers in a way that fits perfectly with their needs and personalities. Selling is something you need to know how to do, and Matt can teach you how to do it. Worth every penny.
An excellent resource for any IT services firm June 19, 2008
1 out of 1 found this review helpful
If you are new to the industry or have been in it for over 20 years like me, you know that you need to do all that you can to understand what does and doesn't work for others. To those new to the business he offers a real road map for success. To those who have been doing this for years, he presents some very compelling reasons to re-think the way you do business. I can't say I agree with everything Matt has put forth here, but I will say he has produced a very well written and organized guide to all the critical components of a well run managed services business. It helped me to clarify my position on all the issues he presented.
I would highly recommend this book to anyone who is interested in staying in the IT services business over the next five years.
Excellent managed services reference book May 5, 2008
This book is an exciting read for any IT professional providing break fix or already doing some type of managed services. It's always comforting knowing the issues that we face are the same as others in the industry and this book does highlight the advantages of an alternateive managed services model - it provides ideas and solutions. It will definitely be a future point of reference in our business. The book was also well summarised and easy to read. Highly recommended.
Essential Guide to Success April 23, 2008
A Guide to SELLING Managed Services - faster, easier & for greater profit
After reading this book, you will get an idea of the successful way to capitalize on the idea of Managed Services. More importantly, you will have a concept of presenting the professional manner needed to position your business for success. Matt has a great way of communicating very basic business concepts that everyone should know to be successful. The book is written very well for a fast read which equates to quicker implementation. Don't delay, buy this book.
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