EPISODE 073
Step Up and Scale your Sales Process
With Jennifer Bleam
If you have a process for everything except sales, you’ll benefit greatly from this encouraging pep talk from Jennifer Bleam. She’s here to discuss scaling your business, stepping out of your own way and reimagining the possibilities!
Jennifer Bleam is the Owner and Founder of MSP Sales Revolution, a cybersecurity-focused company that teaches entrepreneurs to level-up their operations. She is a trusted educator and mentor for Managed Service Providers looking to dominate their marketplace and build the company of their dreams.
Jennifer’s drive and expertise has led her to grow several multi-million dollar companies and divisions in under 2 years each. She has been featured in countless trade publications and podcasts and has been a guest speaker and trainer on stages around the world including North America, Australia, and Europe. To date, Jennifer has coached nearly 2,000 MSPs on effective sales and marketing to small and medium-sized businesses. Jennifer is a best-selling Author on Amazon for her book, Simplified Cybersecurity Sales For MSPs: The Secret Formula For Closing Cybersecurity Deals Without Feeling Slimy.
Jennifer is also a wife, and a mother of three boys. When she’s not occupying her role as a Speaker, Author and Founder, Jennifer enjoys traveling out of her home base on the East Coast.
What got you here, isn’t going to get you there
Now and then, Jennifer is on a call with a frustrated client. As a direct and authentic mentor, Jennifer asks them – “Why do you think you’re not seeing growth in your business?”
When Jennifer sees businesses stagnate and plateau, they have something major in common – they haven’t truly scaled up. The Founder is still trying to do it all- refusing to step away and trust their team, wearing too many hats and burning out. It can be hard to delegate and let go of the reins, but MSP Sales Revolution is all about doing that mindfully!
With humor and positivity, Jennifer gives us a helpful reminder that what got us where we are today, might not be exactly what will get us where we want to be. And that’s okay! Her 9-step process gives Founders and CEOs the practical tools they need to retain quality control in the company beyond the scale they’re currently in, launching them into exponential success.
Evaluate your desire role in your company
As a Founder, you can’t do it all. Jennifer Bleam offers helpful advice on how to remain a visionary and decision-maker for your brand: Start hiring! Whether you begin with a single Virtual Assistant or a dozen, outsourcing administrative tasks can be your gateway to build an expansive company.
It can also be a tough pill to swallow, but not everyone is meant to be an entrepreneur…and not everyone loves it! Her decades of experience have taught Jennifer that pride can get in the way of unhappy Founders evaluating their career. Through her coaching process, Jennifer teaches Founders to make the important decisions that affect their happiness and success: What their strengths are, what role to fill in their own company, how to hire, and how to scale.
What does scaling look like for you?
Scaling can look different for different companies. In this episode, Jennifer helps us understand some different ways companies scale and how any service provider can level up – if they’re ready to step up and rise to the occasion!
Quotes
“Many of my clients have woken up and said, you know what? What got me here is not gonna get me there.”
“I have an MSP growth road map. It’s a 9-step system that all my clients walk through to get from Point A to Point B. Point A is usually, they’ve had some success but they don’t know how to document or measure or prove it. And Point B is, I now have a sales and marketing machine!”
“I encourage my clients to hire as quickly as they can – starting with a Virtual Assistant or several Virtual Assistants to do administrative work. I don’t think it’s practical for an owner to run sales and marketing, be a visionary and make decisions about acquisition. That’s a recipe for disaster.”
“We will never buy from someone we don’t know exists.”
“We get very vulnerable. I ask, why are you calling today? There are certain companies that are stuck, and they’ve been stuck for ten or fifteen years. It’s usually because of the owner. The owner can’t get out of their own way. Or, they’re not willing to get uncomfortable.”
“Not everybody is meant to be an entrepreneur. There are business owners who want to close and don’t want to define it as a failure. But it’s not a failure to say this isn’t working – let me close my doors and find something that I like better.”
Links mentioned in this episode:
Podcast Resources
Learn more about MSP Sales Revolution on their website at https://mspsalesrevolution.com/about/
Get freebies to expand and scale your business at https://mspsalesrevolution.com/freebies/
You can find Jennifer’s book on Amazon at https://www.amazon.com/stores/Jennifer-Bleam/author/B09TRYQZL2?ref=ap_rdr&store_ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true
Connect with Jennifer Bleam on LinkedIn at https://www.linkedin.com/in/bleamjennifer
Follow Jennifer on Facebook at https://www.facebook.com/JenniferBleamOfficial/
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