Sell More, Do Less: An MSP & IT Specialist’s Guide to Better Sales Calls

by Danny Boyle, Richard Tubb (Foreword)

In sales, effective communication can mean the difference between closing a deal, receiving the bare minimum or even losing a potential customer. Whether you’re a seasoned IT professional or just starting out, Sell More, Do Less will help you take your sales game to the next level.

Focusing on maximising your existing customer base, this guide is filled with proven strategies and tips to build stronger relationships with your customers, communicate more effectively, and differentiate yourself from the competition. With hundreds of practical insights, you’ll discover how to identify types and styles of opportunities, accurately qualify a lead for upselling and tailor your language and pitch to suit individual customers and, crucially, close more deals.

“In this book, Danny has pulled together a system for selling that will be of benefit to any MSP, IT solution provider or technology business."
Richard Tubb, The IT Business Growth Expert

About the Author

Meet Danny Boyle, an IT and MSP sales expert with over 17 years of experience in the industry. Danny has worked for various IT companies and has developed a deep understanding of the market and the challenges faced by IT companies when it comes to selling.

With a proven history of success in driving step change growth for cloud software brands in the IT services sector, Danny is now a well-known, recognised and trusted MSP industry specialist, with an impressive network of contacts across the industry and extensive experience of sales team leadership. Having successfully led multiple sales teams and helped IT companies increase their revenue and conversion rates, Danny has earnt a strong reputation amongst many industry peers and MSP partners throughout EMEA.

Throughout his professional life, Danny comes from an extensive sales background which involves all areas of sales including retail, face-to-face, cold-calling, account management, customer service, coaching and management. A keen golfer, Danny loves nothing more than heading to the course after work to unwind after a busy day.

You can find Danny
/danny-boyle
danny@dannyboyle.uk

348 pages, Kindle Edition

Published May 23, 2023

Reviews

[Richard Tubb · Rating 5 out of 5]

Full disclosure - I was invited to write the foreword for this book, and so was given access to read a pre-release copy of this book.

This book is aimed at IT Managed Service Providers (MSPs) and offers to help them become comfortable with selling their solutions and services to clients.

Typically, MSP business owners are technical in nature and, in my experience as a former MSP owner myself, we often feel uncomfortable in sales situations.

In this book, author Danny Boyle (an experienced Managed Services industry sales person) shares insights and practical advice to help MSPs become confident at speaking to prospects, qualifying them effectively, and then understanding how to offer them solutions based on their budget and needs.

Boyle shares his advice and insights in an informal, laid back and often humorous manner, which helps the reader understand the lessons being shared and effectively adopt the techniques he puts forward.

I'd highly recommend this book to any IT Business owner who wants to boost their confidence before speaking to prospects, to help them feel comfortable during sales meetings and to more effectively close more business.

[Simon Toplis · Rating 5 out of 5]

Excellent book of the art of selling

This is the book I should have read 20 years ago. A simple well written book on the art of selling packed with anecdotes and jokes to make his points. Useful and an enjoyable read.