Doug Miller of Brightworks spent 15 years trying to fix his MSP's sales problem. Cold email blasts, LinkedIn programs, hired reps who couldn't prospect - everything, really. Then he found a process that actually worked. In this episode, host Carrie Richardson talks with Doug about why a business built entirely on referrals can't be sold, why cold calling still works in the IT channel, and how stepping back from sales completely helped Brightworks post its best year ever, with an internal sale to his son and COO already in motion.
Topics covered:
• Why an MSP built on referrals can't actually be sold
• Why owners can't just teach their own sales playbook to a rep
• Why cold calling isn't dead for MSPs
• How Brightworks built and supported a top-performing sales rep
• Red flags for disqualifying the wrong-fit client
• Doug's exit plan, and what he's doing to prepare for it
Watch the video here. (https://youtu.be/owPueEUVIz4?si=IM4QPgDdnWpTkd_W)
Read the blog post here. (https://foxcrowgroup.com/insights/how-brightworks-it-transformed-msp-sales-with-the-msp-sales-process/)
Carrie (https://linkedin.com/in/carrielynnrichardson) Richardson and Ian (https://linkedin.com/in/ianalexanderrichardson) Richardson host the WIN Podcast - What's Important Now?
They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.
Learn more at:
Fox & Crow Group (https://foxcrowgroup.com/) - the MSP Sales Process platform and all-in-one CRM solution
Fox & Crow Instinct (https://facinstinct.com/) - the MSP Decision Intelligence Platform for IT Channel Vendors
Fox & Crow Jackdaw (https://facjackdaw.com) - Competitive Intelligence Reports on Demand for MSP businesses
Book time with Carrie here! (https://randr.membrain.com/Meet/carrie@croocial.com)
Be a guest on WIN! (https://randr.membrain.com/Beacon/Form/4de426f6-c941-4583-9127-62dba3d00fc9) We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.