Carrie Simpson's guest appearances

Carrie Simpson

The Sales Development Podcast

Sales Tuners

Channel Voice

MSP Webinars

MSP Business School

The RocketMSP Podcast

The Crisis Averted Podcast

The Smokin Tabacco Show

Richard Smith

Liz Cain

Phill Keene

Jim Brown

Scott Ingram

Trish Bertuzzi

Gabe Moncayo

John Barrows

Adam Schoenfeld

Marylou Tyler

David Cancel

Andrea Waltz

David Priemer

Todd Caponi

Scott Leese

OwlTail

Carrie Simpson launched Managed Sales Pros in 2013 as a call center serving the MSP market. Starting with a contract in her native country, Canada, the operations quickly grew. A contract opportunity was presented to her and almost overnight she launched operations in the U.S.  Managed Sales Pros hit a market need that is large in the MSP community, customer acquisition through cold calling.  With many of the MSP's being Technologist led  organizations, sales can often be a foreign process. Sometime acquisition comes quickly and without the intention to sell.  Carrie speaks of how she reached out to a company to help her with her strong pipeline and staffing needs.  With more business than people she could hire in the Las Vegas market, she approached EB Quckstart for assistance with overflow.  Their response was how about we just buy your operation, and before you knew it the deal was done. Post-acquisition Carrie still operates Managed Sales Pros in Canada, but has her eye on the next chapter as she shares her plans for the future (hint...a one-stop shop for webinars).

Carrie Simpson launched Managed Sales Pros in 2013 as a call center serving the MSP market. Starting with a contract in her native country, Canada, the operations quickly grew. A contract opportunity was presented to her and almost overnight she launched operations in the U.S.  Managed Sales Pros hit a market need that is large in the MSP community, customer acquisition through cold calling.  With many of the MSP's being Technologist led  organizations, sales can often be a foreign process. Sometime acquisition comes quickly and without the intention to sell.  Carrie speaks of how she reached out to a company to help her with her strong pipeline and staffing needs.  With more business than people she could hire in the Las Vegas market, she approached EB Quckstart for assistance with overflow.  Their response was how about we just buy your operation, and before you knew it the deal was done. Post-acquisition Carrie still operates Managed Sales Pros in Canada, but has her eye on the next chapter as she shares her plans for the future (hint...a one-stop shop for webinars).

Carrie Simpson, Managed Sales Pros, "How I opened a call center overnight, from another country"

Takeaways  Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get into a conversation. That said, I know every has to deal with the prospect who just says “send me some information and I’ll take a look.” One of the best ways I’ve dealt with this objection is to counter with, “I’d be happy to, but we have 347 different one-sheeters and I have no idea which one I’d send… can you tell me more about what you’re looking for?” Qualify Anyone Who Will Take the Call: What do you absolutely need to know from a prospect before you can move forward? All too often reps focus on titles thinking they can’t get a deal done without talking to the highest person in an organization. If you understand the true qualification criteria, you may realize you can use multiple people in the organization to not only gather that information, but also to build champions for you internally. Be Patient with The Process: Unless you sell a product that is conducive to a one-call close, realize you’re not going close a prospect on your first call. I say that because if you get comfortable with your process, you’ll start to see patterns form in the timing you're able to catch someone, you’ll see patterns in follow-up strategies, and you’ll see patterns in discovery and objections. These patterns can illustrate an opportunity to streamline your goals by practicing patience.  Full Notes https://www.salestuners.com/carrie-simpson/ Book Recommendations  Reinvent Yourself by James Altucher The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller  Sponsor   What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get into a conversation. That said, I know every has to deal with the prospect who just says “send me some information and I’ll take a look.” One of the best ways I’ve dealt with this objection is to counter with, “I’d be happy to, but we have 347 different one-sheeters and I have no idea which one I’d send… can you tell me more about what you’re looking for?”</li> <li>Qualify Anyone Who Will Take the Call: What do you absolutely need to know from a prospect before you can move forward? All too often reps focus on titles thinking they can’t get a deal done without talking to the highest person in an organization. If you understand the true qualification criteria, you may realize you can use multiple people in the organization to not only gather that information, but also to build champions for you internally.</li> <li>Be Patient with The Process: Unless you sell a product that is conducive to a one-call close, realize you’re not going close a prospect on your first call. I say that because if you get comfortable with your process, you’ll start to see patterns form in the timing you're able to catch someone, you’ll see patterns in follow-up strategies, and you’ll see patterns in discovery and objections. These patterns can illustrate an opportunity to streamline your goals by practicing patience.</li> </ol> Full Notes <a href="https://www.salestuners.com/carrie-simpson/" rel="nofollow" target="_blank">https://www.salestuners.com/carrie-simpson/</a> Book Recommendations <ul> <li><a href="http://amzn.to/2eS4zdw" rel="nofollow" target="_blank">Reinvent Yourself</a> by James Altucher</li> <li><a href="http://amzn.to/2jjfSk9" rel="nofollow" target="_blank">The ONE Thing</a>: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller</li> </ul> Sponsor <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a>What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance

Wake up SDRs and Management: now for something completely different! Get out of the Silicon Valley echo chamber on this week's Sales Development Podcast with Carrie Simpson, CEO of Managed Sales Pros. Carrie is here to shatter your perceptions Sales Development, how it can really add value and what you can do as an SDR to really make difference in your company. Buckle up for wild ride on this one, this will change your mindset on our craft.

The Sales Development Podcast Ep 7 Jan 2017 - Carrie Simpson