Wes SpencerCo-Founder, Empath · Co-Founder of Empath | Recovering Cybersecurity Guy| Keynote Speaker | 2020 Cyber Educator of the Year | Building the MSP Workforce Operating System

Invest in Success with these Sales Strategies #msp #leadershipinsights #revenue

11 Oct 2024 · 1 min

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In this segment, Wes Spencer emphasizes the importance of both emotional and financial investment in salespeople, granting them the runway to prove their ability to sell and help construct a "manufacturing process" for Fixed-Term Agreements (FTAs). He defines this process as a systematic, repeatable method for generating consistent FTAs, regardless of the acquisition channel. He lists various tactics—such as Google AdWords, outsourced meeting‑setting services, hiring inside or outside sales reps, joining industry leagues, and attending networking events—as interchangeable components that, when integrated, create a reliable pipeline of FTAs for owners and sales leaders.

Chapters

So you've got to consider, can you emotionally and financially invest in a person and give them the runway to see if they can be successful selling for you and building a manufacturing process for FTAs? So again, when I say a manufacturing process for FTAs, here's what I'm talking about. Doesn't matter if you're buying Google AdWords, you're paying a group outside to set meetings for you, you hire an inside salesperson, you hire an outside salesperson. You decide that you're going to join a bunch of industry leagues or you're going to go to a bunch of networking events as the owner or sales leader. All of those are a method to build consistent repeatable FTAs.