The Best I.T. Sales & Marketing Book Ever

A long book on selling and marketing managed services. It is organized by phase of the sales process: choosing a target market, deciding on service offerings, developing a marketing message, hiring and managing sales staff, setting appointments, conducting sales meetings and closing. It comes with downloadable templates for collateral, case studies and white papers, and a resource on IT solutions and managed services.

It suits an MSP owner building a structured sales and marketing function, including one who plans to hire a salesperson. It dates from 2007, so channel and tool references are old, but the process material is organized as a reference to work through.