In this episode, we sit down with Jacob Martin, VP of Sales at ScopeStack, to discuss navigating the pre-sales process for MSPs. Learn about identifying client pain points, creating accurate proposals, pricing strategies, and more.

Jacob Martin bio: Jacob Martin is the VP of Sales at ScopeStack. He has a background in sales and marketing within the IT industry, and is passionate about helping MSPs streamline their pre-sales process.

ScopeStack description: ScopeStack is a software solution that helps MSPs automate the pre-sales process by combining product configurators, pricing rules, and quoting processes into a single platform. It integrates with CRM, ERP, and e-commerce systems.

#salesprocess #pre-sales #MSPs #ScopeStack #automation #pricing #CRM #ERP #ecommerce

0:00 - Introduction
4:03 - Key Aspect of Successful Pre-sales
5:08 - Identifying Prospect Needs & Pain Points
6:30 - Overcoming Pre-sales Challenges
10:00 - Role of Pricing in Pre-sales
11:25 - Importance of Project Scoping
16:05 - Accurate Proposal Reflection
17:40 - Creation of Statement Of Work
19:14 - Leveraging Feedback in Pre-sales
21:35 - Managing Expectations in Pre-sales
22:40 - Tailoring Approach per Project Size
26:00 - Key Pre-sales Metrics for MSPs
26:45 - Using Metrics to Improve Pre-sales
30:00 - Sales Pipeline Metrics Evaluation
32:44 - Essential Financial Metrics
37:00 - Measuring Customer Satisfaction
41:48 - What is ScopeStack?
43:03 - CPQ Explained for MSPs

---

Send in a voice message: https://podcasters.spotify.com/pod/show/rocketmsp/message

Ver todos los episodios