Jennifer Bleam, The close is the natural culmination of a really good conversation

[00:00:00] Welcome to MSP Business School led by our Deans of Business Development, Brian Doyle,

[00:00:08] Tim McNeil, and Rob Rogers.

[00:00:11] Each week MSP Business School is committed to delivering you proven strategies, tips

[00:00:16] and tactics for MSPs to accelerate their business growth and revenue through better sales, better

[00:00:23] marketing and true account management.

[00:00:26] Classes start now, so much for having me. This is gonna be a ton of fun. Yeah, we try to keep it fun around here. No structure, man. We wanna hear from the people and really understand your story. So with that being said, why don't you kick off

[00:01:40] and tell us a little bit about how you found your way

[00:01:42] into the crazy world of MSP.

[00:01:43] Yeah, so my husband is an MSP business owner there, shifted to the vendor side and now running my own business. Awesome. So, you know, I mean, it takes a brave person to come across and start looking at sales. We talk about it all the time, right? There's a lot of jobs out there to do. Sales is one you got to have some pretty thick skin. So, you know, when you've got to prove the value, it's a necessary evil. Like there's a lot of similarities between health insurance and managed services. And so I had those sales chops. And so it wasn't really a big risk for me to say,

[00:04:22] well, let's figure out how to sell it intangible

[00:04:25] because I'd done it before.

[00:04:27] And I think that's a lot of similarities there. So, you know, now that you've gotten through the insurance spectrum, you're now selling for break fix. And tell us, you know, about one of those moments where you really said to yourself, yeah, I can do this. And I can really keep this moving, you know, really change things around here. Yes. So it's interesting. I went to a sales training out in B going to be awful. And they came and they found me and kind of dragged me out kicking and screaming. And I gave the presentation. And then on day three, they picked a couple of people to work with. And the leader of the training kept trying to stump me. Well, what if I was this

[00:07:01] kind of a prospect? How would you approach me then? that was the first time that I went, I am really good at this sales thing. And I was like- That is awesome. Because sometimes you just need those moments where somebody gives you a little, or where you do a job where somebody then comes

[00:08:21] and gives you that reinforcement that says,

[00:08:23] wow, I wasn't expecting that.

[00:08:25] And really you define one of the biggest art forms

[00:08:27] in sales, right? I'm probably in my early twenties at that point in time. And I'm like, all right, we're off to the races. So, you know, it's really great when that kind of stuff comes in. So with that being said, maybe tell us a little bit about what, you know, MSP revolution is all about. You know, I certainly, you know, as many of our listeners see you often on social media, sharing a lot of great information, but tell us a little bit about what, you know,

[00:09:41] the big picture mission is for you.

[00:09:43] Yeah, for sure.

[00:09:43] So, so what I am hearing in the marketplace

[00:09:46] and what I've heard of MSP sales revolution is I give my clients, it's a nine step roadmap that helps them put in place a marketing system,

[00:11:02] a sales framework that helps them get leads coming

[00:11:05] in the door and a sales system to help them close

[00:11:07] those opportunities. that they naturally apply to the tech side. I just had a problem this morning with my Microsoft application somehow. I had two Microsoft instances and so the tech remote it in and helped me change my password and just fixed it. I'm like, my brain just got scrambled watching you do all of that. He did it with ease.

[00:12:20] One of the tactics is apply

[00:12:23] that same troubleshooting mentality and a check in balance so that that can never happen again.

[00:13:40] That's exactly what we do in sales.

[00:13:42] We are like, okay, why did the prospect say,

[00:13:45] I need to think about it? okay, just let me know when you're ready. And that leads to bloated. And then the gap starts and the clock starts taking them out further and further. And then they never call you almost never. I don't know. That's a great analogy taking something, you know, like it's always talking to people where they look meeting them, where they live, right? So when you're taking that technical founder

[00:15:00] and really breaking it down almost like a project

[00:15:02] and then coming back to that top,

[00:15:04] I can see that being a very wrong question to ask. We can get into that another time. But my point is that often the founder, the salesperson is just like, okay, I've given you all the information. Now I'm just going to sit and wait. And sometimes it is as

[00:16:24] simple as just asking that question. What else do you actually execute on this? Yeah, so I have a program called the MSP Transformation Machine and it is equal parts community, course and coaching. And so the course is prerecorded information. You can consume at your own pace.

[00:17:40] You can jump around.

[00:17:41] I don't, nothing is like you can't go to step three

[00:17:44] until you get step two done.

[00:17:45] You step two.

[00:17:46] Yeah, and I hate that. require as much as of the one-on-one touch as it does, probably positive reinforcement throughout the process, right? Correct, yes. And you mentioned a little bit about coaching. Did I hear you say peer groups as well? I don't have any peer groups today. It's just not something my people have asked. Not opposed to doing it. We may launch those sometime in 2024.

[00:19:01] We'll have to see what the future looks like.

[00:19:03] I was curious,

[00:19:04] because one of the things I hear from time to time

[00:19:05] is from sales reps is the again, it was kind of like a community of people. So I feel for some of these single sales reps within an environment and, you know, groups like yours

[00:20:21] where they can get some reinforcement

[00:20:22] has to be helpful for them.

[00:20:24] It absolutely is because some of it is the iron sharpening MSPs that are a little bit below a million dollars, up to maybe five million. So in that really nice sweet spot, they're looking to hit that next level, again, whether it's for passion projects or to sell their company or what have you. And everything that we do inside of this event is helping you get to that $5 million mark. And so we are gonna unpack the systems that are required,

[00:21:42] the marketing pieces that are required,

[00:21:45] the sales pieces that are required,

[00:21:47] we're gonna give go take an action. And the truth is we can all only really action one thing coming out of those conferences. So if you're spending three days working on that one thing, it really also keeps focus,

[00:23:00] which is awesome.

[00:23:01] Yes.

[00:23:02] Yeah.

[00:23:03] Well, great.

[00:23:04] Yeah.

[00:23:05] The details are on my website.

[00:23:06] I'll give those to you as well.

[00:23:07] Maybe you can put those in the show notes.

[00:23:08] Oh yeah.