I’m cautious about interviewing companies that provide services to MSPs. After all, you get bombarded by sales content day in and day out, and I don’t want to add to the noise. But when I interviewed Megan Killion of MKC Agency in Orlando, a revenue consultancy specializing in scaling MSPs and other channel companies, I was super impressed by the combined sales/marketing paradigm that she uses. Megan champions ethical marketing practices, elevating marginalized talent, and empowering businesses to thrive in competitive markets. She also has an offer for our podcast listeners: 20% off the first 4 months of her newest program IF you complete this worksheet before your first call with her (https://docs.google.com/document/d/1gmqzRXv54EdZBFGtUxZAnqc-wLpMaIjDHIpv7H9tZFY/edit?usp=sharing, NOTE that you will need to request access). Here's what I learned in this episode:

• Why sales needs to be a function of your business instead of just outsourced
• MKC's value add is helping create a scalable internal program
• How Megan designed her sales offerings, and how you should too
• Megan's take on hiring sales talent the wrong way
• Megan's secret sauce for finding sales talent the right (and easy) way
• Can technical people become effective sales people
• Why technical owners are unlikely to create effective sales organizations without help
• Does the hunters vs farmers framework make sense
• Prediction, project planning, copywriting, social skills, time management: these skills and more are required to be an effective sales resource
• What size MSP is best positioned to benefit from her services
• What constitutes ready for growth
• Embracing the 'suck' of the middle (organic growth is not easy)
• You must understand your clients to build messaging
• How will AI affect your sales process
• The difference between inbound and outbound and how they go together

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/.