Sell More, Do Less: An MSP & IT Specialist’s Guide to Better Sales Calls
£11.40
Focusing on maximising your existing customer base, this guide is filled with proven strategies and tips to build stronger relationships with your customers, communicate more effectively, and differentiate yourself from the competition. With hundreds of practical insights, you’ll discover how to identify types and styles of opportunities, accurately qualify a lead for upselling and tailor your language and pitch to suit individual customers and, crucially, close more deals.
“In this book, Danny has pulled together a system for selling that will be of benefit to any MSP, IT solution provider or technology business.”
Richard Tubb, The IT Business Growth Expert
About the Author
Meet Danny Boyle, an IT and MSP sales expert with over 17 years of experience in the industry. Danny has worked for various IT companies and has developed a deep understanding of the market and the challenges faced by IT companies when it comes to selling.
With a proven history of success in driving step change growth for cloud software brands in the IT services sector, Danny is now a well-known, recognised and trusted MSP industry specialist, with an impressive network of contacts across the industry and extensive experience of sales team leadership. Having successfully led multiple sales teams and helped IT companies increase their revenue and conversion rates, Danny has earnt a strong reputation amongst many industry peers and MSP partners throughout EMEA.
Throughout his professional life, Danny comes from an extensive sales background which involves all areas of sales including retail, face-to-face, cold-calling, account management, customer service, coaching and management. A keen golfer, Danny loves nothing more than heading to the course after work to unwind after a busy day.
You can find Danny on:
LinkedIn: /danny-boyle
Email: danny@dannyboyle.uk
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Additional information
| Publisher | Independently published (10 May 2023) |
|---|---|
| Language | English |
| Paperback | 391 pages |
| ISBN-13 | 979-8394110122 |
| Dimensions | 12.7 x 2.49 x 20.32 cm |
by Claire
Great first book from Danny, down to earth just like him. He describes a lot of IT owners to a tee and the issues a lot of us face with sales as we are more technically minded. Then goes on to share his wisdom and how to fix/improve your sales! Must own book for anyone in IT sales, you won’t regret buying it so get it today!
by christate99
I’m very new to sales and this has helped me tremendously. I finished this book in 2 days.
My onboarding was not the best and Danny talks about identifying buyers/ICP and goes through the details of qualifying them for their certain persona. He’s very funny too!
by Andy Atthowe
Already picked up lots of tips and not even half way through. Would highly recommend and love how easy it is to read! Well done Danny!
by Mr C Pearson
If you’re looking to gain more confidence, get more understanding on sales calls and learn some techniques around language and the process of selling then I’d highly recommend this book. Written in an approachable format and in a structure that allows you to pick it up and dive into the area you want to learn more on, this book is full of nuggets from wisdom from an author who clearly has experience in this area.
The way language is used in sales and how to handle objections were areas that had those lightbulb moments for me.
by christate99
At almost 400 pages long this book took some time to complete and even longer when you factor in all the notes I made and post-it’ notes inserted.
There are so many actionable tips for MSPs that will no doubt help with the sales process.
It’s well written, really informative and as you would expect from Danny, it has it’s share of humour too.
Check it out.
by Hi it’s Me
Although it’s aimed at my industry – IT service providers, VAR’s and MSP’s – this is a book that should be on the reading list of anybody in B2B sales. From identifying the types of buyers and understanding the qualifying lead stages through planning calls, the right language to use, and handling objections this is a complete manual for making sales calls. Simple clear language and lots of examples from a writer who’s talked the talk and walked the walk. I’ve already read it twice, implemented many of the lessons and it’s now with my BDM for her to read. Heartily recommended.
by Claire
Having been in IT for years, there has always been a ‘sales’ element of the job I’ve loved to avoid. I lost my biggest customer earlier this year, so I had no option but to try and replace that revenue and didn’t know where to start. I mentioned this in one of MSP focused community groups I’m in and this book came highly recommended. Needless to say, I wasn’t disappointed. Danny has a fresh way of selling that suits me perfectly and the approach he uses for every step of selling are ideal and very easy to introduce.
by Andy Atthowe
About time someone wrote a book that actually makes your life easier, great help thanks.