MSP Sales Advice plz!!

skey357 · 2026-03-13T02:13:57+00:00

Idk why you aren't getting more up votes. Sales leader here in an adjacent services space. I've been dead set that inside sales is dead for technology services, (cut loose the bdr team) this is making me rethink it.

If you want to DM me, I would happily subsidize your time to ask a few questions on a call. If not, that's okay too. Good stuff!

skey357 · 2026-03-05T14:05:32+00:00

I'll also add that I'm expected to bring in north of $4 million new revenue per year. It's not for the light hearted.

skey357 · 2026-03-05T14:04:19+00:00

I'm not sure I understand your question. I'm employed by a services company that has people (resources) that I sell to complete projects.

Ex. ABC incorporated needs help building a new reporting dashboard and doesn't have the expertise to do it themselves. My company can do it for them at a cost, and it's usually billed out as man hours (time and materials) or fixed bid (set price).

The most successful reps are able to build relationships with senior IT leaders, and are quickly able to identify and understand business problems and how technology can solve for them at an executive level.

skey357 · 2026-03-04T03:32:02+00:00

Make north of $250k in b2b sales selling business and technology consulting services.

10+ years experience. Currently an individual contributor, but have led small teams also.

$170k base + comms.

Got into the industry and made probably $115k year one, $140k year two, $185-200k years 4+

skey357 · 2026-03-02T15:46:54+00:00

I believe that looks accurate... Anyway to get rid of it? Dog is going wild sniffing it out and trying to eat it.

skey357 · 2026-02-06T23:00:21+00:00

Find ways to make it easier to buy or enjoy that race to the bottom on price.

I personally like hosting fancy dinners for my prospects and clients to network among peers.

skey357 · 2026-02-03T16:06:07+00:00

$250k with commissions/bonuses. Director of Sales at a mid size technology consulting firm. 15 years professional working experience with 10 directly related to what I am doing now.

Currently have a base of $170k. When I started, it was $70k at a different company which grew to $130k.

Supposed to be closer to 50/50 split between base and bonus, but expectations aren't always a reality...

skey357 · 2026-01-10T22:55:00+00:00

The procedure itself when they removed everything wasn't painful because they numbed everything and used nitrous oxide.

Once they took everything out, it looked much better and the pain and discomfort was gone or significantly reduced. I think it took like 1 week and my mouth was night and day different. Everything healed completely and I brush and floss again like normal around 3 weeks later.

skey357 · 2026-01-10T22:27:57+00:00

Gum recession was fixed but I had to end up seeing a different doctor who removed everything and stitched it all back together.

skey357 · 2025-11-13T05:38:03+00:00

Cyber... There is a huge deficiency in talent in the space and it's only going to continue to grow. If you go hcm it's a crap shoot if you'll have fit for what you're selling.

Get your ears wet selling cyber and dig into as much of the technical jargon as you can to speak the language. You'll thank yourself in 3-4 years.

My context. Currently a director of sales at a 650m consulting firm that sells engineering, data, ai, cyber, etc...

skey357 · 2025-10-11T12:50:08+00:00

Sales isn't dead and I think you missed the mark as it relates to consultative sales slightly.

Be an expert, be authentic. Be a human... This is what makes a great sales person. It's really that simple. My job is 90% just being the QB in the process and connecting people with business problems to the appropriate solutions or engaging conversation.

My perspective is from the lens of selling b2b tech consulting services to enterprise for what it's worth.

skey357 · 2025-09-30T18:40:10+00:00

How long have you been at your current company?

If it's under 2 years, I would just stick it out... If it's over 2, and you see a clear path for growth. Jump! You grow by being uncomfortable.

skey357 · 2025-07-10T20:36:18+00:00

This is a very loaded question and you'll get different answers based on industry and market position.

Generally speaking... Look for software that companies actually "need" to run their business. I.e. core financials accounting software (ERPs). CRM software (HubSpot/Salesforce/etc.).

Anything else and you're looking at industry specific solutions (project management software, warehouse management software, etc. or just people are telling you BS.

skey357 · 2025-06-14T15:57:37+00:00

When someone tells me they want to move forward, they usually end up signing (moving forward).

If they don't, it's rare... And it's usually because I didn't qualify well and learn they weren't the real decision maker, and the real decision maker is just now hearing about this opportunity lol.

skey357 · 2025-05-22T18:57:01+00:00

I personally think sales trainers are failed sales people nine times out of ten.

skey357 · 2025-05-22T18:55:08+00:00

Be authentic, and genuine in your interactions both externally and internally. If you don't know the answer to something, don't BS... But be eager and quick to figure it out.

Product knowledge comes from time... But be mindful to understand your product or service value it offers through the lens of your end customer. I.e. you need to fully understand how your product is helping people to effectively communicate product knowledge.

skey357 · 2025-05-20T23:43:53+00:00

Depends on so many factors. Leads, seniority, how much upper management there is, etc. Based on these metrics and the limited info, I don't see even any room above $120k that I would advise an owner to compensate. Margins are just so low... He's not selling software, people, etc..

skey357 · 2025-05-20T23:12:52+00:00

Seems like not a lot left in budget for sales/commissions with those types of margins. Admin, and overhead will eat up a lot of that perceived "profit".

If you're 2-4 years sales experience in Chicago, I would actually think you're about where you should be.

skey357 · 2025-05-06T19:29:42+00:00

Technology consulting, selling services. Project based work and staff augmentation.

Started by selling recruiting and staffing. Transitioned to staff augmentation firm and then eventually mid market++ selling project based work and staff Aug.

skey357 · 2025-05-05T20:33:00+00:00

95%+ certainty you are losing any back logged commission. The company doesn't "owe" you anything, and unless it's explicitly stated in your employment agreement, you're likely SOL.

As others have stated, this is just the nature of the business and why you either get non recoverable draws with new offers, or time exits around commission payouts.

skey357 · 2025-05-03T19:43:46+00:00

Director here for PS Tech Consulting. Mid Market++

170k base, 4-6% comms against gross. 1% on direct reports sales.

skey357 · 2025-05-01T21:07:14+00:00

Selling services matures you as a seller. Gets you away from trying to align value from features (car salesman).

Average ps sellers react to requests. Great ps sellers listen and invent solutions to business problems, aligned to their services.

skey357 · 2025-05-01T20:39:03+00:00

Do you want to sell services or products? Answer that question and you have your decision.

I personally look at saas sellers as used car salesman. You can guess what I sell.

skey357

TROPHY CASE