Episode 51 - Foot in the Door, Not a Doormat: How to Win Mid-Market MSP Deals (w/ Adam Burke)

There is a quiet mistake sabotaging your biggest mid-market deals. It is how you price the first project. Most MSPs chase the big RFP. Five hundred users, full boat, the whole suite. It looks like the dream deal. It is actually a bloody knife fight, and you only see three of the ten ways to lose it. Adam Burke is VP of Sales and Partnerships at Quest, one of the largest MSPs in the country. He skips the RFP fight. He wins mid-market accounts by landing a small project first, then earning the bigger contract on trust. → Why full-boat RFPs are a losing bet for most MSPs → How one small entry project, like a single DBA fix, becomes the door to a bigger contract → Why foot-in-the-door pricing and a foot-in-the-door project are not the same thing → The four buckets every client rotates through, and how to sell into each one → Why you never price a contract on hope or on loyalty → Why flattery is more dangerous to a growing MSP than honest criticism This one is for MSPs still trying to win by outbidding everyone on the big deal. Land small, prove yourself, then get paid full price for the second job.   -------------------------------------------------------------------------------------------- Learn more about Adam via his LinkedIn. Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen