Expert Insights: Navigating the Pre-Sales Process for MSPs with Jacob Martin, VP of Sales ScopeStack

the RocketMSP Podcast

In this episode, we sit down with Jacob Martin, VP of Sales at ScopeStack, to discuss navigating the pre-sales process for MSPs. Learn about identifying client pain points, creating accurate proposals, pricing strategies, and more. Jacob Martin bio: Jacob Martin is the VP of Sales at ScopeStack. He has a background in sales and marketing within the IT industry, and is passionate about helping MSPs streamline their pre-sales process. ScopeStack description: ScopeStack is a software solution that helps MSPs automate the pre-sales process by combining product configurators, pricing rules, and quoting processes into a single platform. It integrates with CRM, ERP, and e-commerce systems. #salesprocess #pre-sales #MSPs #ScopeStack #automation #pricing #CRM #ERP #ecommerce

0:00 - Introduction 4:03 - Key Aspect of Successful Pre-sales 5:08 - Identifying Prospect Needs & Pain Points 6:30 - Overcoming Pre-sales Challenges 10:00 - Role of Pricing in Pre-sales 11:25 - Importance of Project Scoping 16:05 - Accurate Proposal Reflection 17:40 - Creation of Statement Of Work 19:14 - Leveraging Feedback in Pre-sales 21:35 - Managing Expectations in Pre-sales 22:40 - Tailoring Approach per Project Size 26:00 - Key Pre-sales Metrics for MSPs 26:45 - Using Metrics to Improve Pre-sales 30:00 - Sales Pipeline Metrics Evaluation 32:44 - Essential Financial Metrics 37:00 - Measuring Customer Satisfaction 41:48 - What is ScopeStack? 43:03 - CPQ Explained for MSPs

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