I’m not interested…
Another Saturday, another common sales objection to deal with. Last week, I covered ‘Send me an Email’, which, if you implemented the advice, will save you time and help you really find out what the prospect thinks. This week, it’s that challenging moment when the person you have wanted to speak to for a while, […]
How to Handle the Most Common Sales Objection
Executive Summary When a decision-maker says “send me an email” on a prospecting call, it is usually a polite brush-off, not a buying signal. The right response is to stay on the call and find out what they actually want to know, rather than agreeing and hanging up. What it means: nine times out of […]
You Can’t Scale Without It
Executive Summary Many MSP founders are brilliant at winning business themselves but struggle when they ask other people to replicate what they do. The problem is rarely that the sales team is incapable. More often, the founder’s knowledge, experience and instincts have never been documented. If you want to grow your MSP without remaining involved […]
How to build buyer trust by being honest about failure
Building buyer trust means being honest about where your service has worked, where it has fallen short and what you have changed as a result. For managed service providers selling to UK businesses, this matters because buyers are weighing up the risk of disruption, wasted investment and choosing the wrong IT partner.
What’s Next for Your Technology Business?
What’s Next for Your Technology Business? Grow, Sell, Transition or Step Back A conversation between James White, The IT Sales Expert, and David Brooks, former CEO of RM and Charterhouse and now advisor to technology founders. Recorded as a live webinar on 15 October 2026. You’ve spent years building your technology business. You’ve dealt with […]
What’s Next for Your Technology Business?
What’s Next for Your Technology Business? Grow, sell, transition or step back? Founders, what’s in store for you and your business in the next few years? James White and David Brooks have a conversation for established business owners who are turning over at least £1m in revenue, have built successful companies but who now want […]
Lead scoring for MSPs 2 simple ways to close more business
Lead scoring means assigning points to information about a prospect or to actions they take. In this article, we
are focusing on engagement: the things people do when they interact with your campaigns.
Feel Like Quitting Your MSP Business? 4 Ways to Keep Going
Feel like quitting your MSP business? James White shares four lessons from his cycling challenge to help you prepare, break down targets and keep going.
How Stepping Out of Your Comfort Zone Can Help Your MSP Grow
Executive Summary Growing your managed service provider business may mean doing things you currently avoid: asking for an introduction, starting a sales conversation, trusting someone else to lead a meeting or reviewing how you deliver support. When you keep putting those decisions off, your business can remain dependent on your personal time and relationships. After […]
Sales Champions for MSPs | How to Win Larger Deals
Learn how to identify a sales champion, equip them to sell internally and build a clear plan to help your MSP win larger deals. Advice from James White.