- Building the Structure
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Using Best Practices for Pricing 00:10:34
Describes the various factors to consider when developing a pricing model for your business.
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Compensation and Reward Structure 00:03:52
Reviews three compensation plans available to motivate your sales team.
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Leveraging the Client Profile and Network Assessment Tool for Presales 00:04:10
Discusses how to effectively use the Client Profile and Network Assessment tools to initiate new business.
- Preparing Your Sales Team
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Defining the Role of vCIO and SME 00:05:10
Explains the importance of organizing a high-level MSP sales team.
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Sales Training and Certification
Reviews the courses available to help build and train your high performing managed services sales team.
- Onboarding Clients
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Implement an Onboarding Checklist 00:06:35
Describes the importance of five key touchpoints critical to impactful client onboarding.
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Establish Quarterly Business Reviews 00:06:42
Discusses the importance of regular business reviews to demonstrate your value, to upsell, and to assess client satisfaction.
Path to Success Phase 3: Go-to-Market
Offers proven go-to-market resources to achieve marketplace success.
Phase 3 of Continuum's Path to Success includes implementing a successful Go-to-Market strategy by leveraging all available Continuum University and Account Management Team tools and resources.
Objectives:
- Provides tools to help you build a solid business foundation.
- Teaches you how to develop an effective sales team.
- Describes best practices to onboard clients.
Be sure to review this information sequentially and work closely with your Technical Sales Engineer throughout the onboarding process.