Introduction This Channel is dedicated to help anybody selling Managed Services.					Available to Members with an "All Access Pass"   Already a member? Log in now and select from the options below...
Listen to Mike Now as he introduces this programme.

Fundamentals

In this first series, we provide a Fundamental understanding of what a Managed Service is.

Included in this series:

1. What is a Managed Service? - To get you started, we define the main features of a typical Managed Service.
2. Where Does All the Data Come From? - Get straight down to business by understanding which applications create the best opportunities.
3. What does a Managed Service Look Like? - Learn the fundamental components of a typical high margin Managed Service.

Our second series in this programme, looks at the sales "Opportunity" for Managed Services.

Included in this series:

4. Customer Pain Points - The Main Challenges for IT - Understand what keeps the IT Manager awake at night!
5. How to Build a Roadmap of Opportunity for Managed Services - Apply this proven technique to win long term business.
6. The Most Common Sales Objections for Managed Services - We describe the things you need to know to prevent your deals stalling.

Our third series in this programme, focuses on our "Customer", including a real life Case Study for Managed Services.

Included in this series:

7. How to Qualify Different Types of Managed Service Customer - Good qualification is essential in a Managed Service deal, find out how.
8. How to Build a Solid Sales Pipeline (with Case Study) Part 1 - Success leaves clues, so check out this Case Study.
9. How to build a Solid Sales Pipeline (with Case Study) Part 2 - More detail on improving your chances of winning the deal.
10. What are the Customer Benefits of Managed Services - If you can describe the benefits in detail, you can win the deal sooner.
11. How to Overcome Typical Objections to Managed Services Deals - Avoid the risk of losing the sale in the closing stages.
12. Understanding the Financial Mindset - Discover why deals can fail after the customer carries out their own financial analysis.
13. Financial Buzzwords and Jargon- Understand 5 fundamental financial measurements and see their impact your proposals.
14. Improving Financial Justification - 5 TOP TIPS for improving the financial case when presenting your solution.

This fourth series in "How to Sell Managed Services" programme, looks at what you can do to create sales differentiation.

Included in this series:

15. Reducing the Threat of DIY - The greatest competitive threat for a Managed Service is a Customer Do-it-Yourself option!
16. Building a Compelling Return on Investment (ROI) case for Managed Services - A three step process for building a compelling return on investment case.

The final episode!  Closing deals.

17. Ten steps to a Successful Close - Learn how to present a compelling action plan to your customer that gets their buy-in to signing contracts quickly.