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But, Schnizzfest's strength is in its member-to-member networking, Pica admits. In a field crowded with peer-to-peer organizations, TruMethods knows it must deliver value to win the hearts -- and time and money -- of solution providers, TruMethods’ Pica said.
"We think peer-to-peer is an important part of the success process. We love [Heartland Tech Groups] and True Profit Group. We provide a framework for success, knowledge and accountability around sales operations, leadership. Can you hold yourself accountable? We have guidelines for success," Pica said. "If they get through another peer group, that's OK. We can be fans of this other great organization when you're in another peer group. But, [MSPs] feel like they need to go further, faster and combine it with accountability. We ensure they are accountable to the right things."
Meanwhile, TruMethods plans to launch a new service for inside salespeople within managed service provider companies at the organization's 2012 Schnizzfest conference later this week, an event that brings together more than 250 MSPs to network and share best practices.
The inside sales service aims to teach salespeople "a model of inside-out sales," Pica said.
"We give you a clean database so you can make phone calls and set appointments. Inside sales people want to be better but, they don't know enough," Pica said.
Terry Rossi, co-founder and CIO, PICS ITech, a Mount Holly, N.J.-based MSP, helped TruMethods develop the inside sales process, which he said has helped his staff think differently.
"We came out of the enterprise software space and started in the MSP business a few years ago with really no background in local IT calls. We took the industry-documented [way to cold call], but Gary showed us how to go in with the goal of having a conversation with a person, and if you get an appointment, that's an added bonus," Rossi said. "You need to build a level of rapport. MSP is a trust game. You're selling a widget. You need rapport and then you can get an appointment or a sale."
TruMethods also plans to detail another project code-named Supernova that "gets to the core of helping people do their job," Pica said. "It's the most important and aggressive project that we've had in terms of impacting members."
PUBLISHED JULY 17, 2012
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