Uncle Marv kicks off the show by recapping his recent visit to DattoCon in Miami, where Kaseya made significant announcements about new user licenses and product offerings. He then welcomes Jennifer Bleam, author of "Simplified Cybersecurity Sales for MSPs," to discuss marketing and sales strategies. 

Jennifer emphasizes the importance of a holistic approach to marketing, explaining the concept of a marketing funnel and how different tactics serve various purposes. She stresses that while leads are the ultimate goal, top-of-funnel activities like creating awareness and engagement are crucial steps in the process. 

The conversation shifts to LinkedIn marketing, with Jennifer cautioning against aggressive tactics that can erode trust. She advocates for a more thoughtful approach, suggesting that valuable content and personalized outreach can set businesses apart in a sea of generic pitches. Jennifer provides practical advice on nurturing leads without being pushy, recommending a consistent schedule of weekly emails and regular social media posts across platforms. She introduces the concept of "habit stacking" to help MSPs build a sustainable marketing routine. 

The discussion turns to sales techniques, with Jennifer outlining a strategy to naturally lead prospects towards closing. She explains the importance of revealing gaps in a prospect's current situation and helping them visualize the consequences of inaction. Uncle Marv and Jennifer also touch on the value of qualification and disqualification in the sales process, emphasizing that not every lead is worth pursuing. They discuss how to gracefully exit conversations with prospects who aren't a good fit. 

The episode concludes with Uncle Marv's signature "Florida Man" segment, where Jennifer shares a bizarre local story from Maryland, only to be outdone by Uncle Marv's tale of a Florida man's inexplicable in-flight assault.

Websites and Links Mentioned: 

• Jennifer's Book, Simplified Cybersecurity Sales for MSPs: https://amzn.to/48rDSq6
• Jennifer's Book, with Bonus Material: https://mspsalesrevolution.com/book-plus-bonus 
• They Ask, You Answer by Marcus Sheridan: https://amzn.to/3YNvk8P
• Keyword Research Tool: https://answerthepublic.com/
• Florida Man Assaults Sleeping Passenger: https://tinyurl.com/2emdvxju

People Mentioned: 

• Dawn Sizer
• Tim Golden
• Sean Lardo

=== Show Information

• Website: https://www.itbusinesspodcast.com/
• Host: Marvin Bee
• Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ
• Become a monthly supporter: https://ko-fi.com/itbusinesspodcast

=== Music: 

• Show Intro:  Upbeat & Fun Sports Rock Logo, By AlexanderRufire
• License Code: 7X9F52DNML - Date: January 1st, 2024