Nothing Happens by Itself
Copyright © 2021 Karl W. Palachuk
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Happy Birthday to My Baby
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I don't normally do this - but my newsletter rarely goes out on my daughter's birthday. She's 29 today. Amazing.
And she's starting a new job today. She's very happy and successful in her career. She's got married last year and is very happy as a newlywed as well.
What more could a dad want?
That's all. :-)
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Long-time community member Jay McBain from Forrester has posted the big-big list of the Top 100 Channel Podcasts.
The link is here (and in the graphic to the right):
I was surprised how many of these I hadn't stumbled on before. I guess I'll crank up the Stitcher and start adding some podcasts.
I'm happy to see that both The Killing Podcast and the SMB Community Podcast are on this list.
Thanks, as always, to Jay for compiling resources like this for the SMB IT Community!
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Calendar Update
The Channel Strong crowd added a bunch of live events for May. All outside. So I've added them to the calendar below. If I were to guess, I'd say they're following the good weather as they move from Tennessee up to the mid west . . . before it gets to hot and muggy up there.
Also . . . remember to sign up for the Egnyte MSP Forum and my keynote . . .
Egnyte MSP Forum
May 11th - Online
Keynote by Karl W. Palachuk
Join me Online - plus a separate Q&A forum
Keep sending those updates! Thank you.
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Ready for Cheeky Marketing?
I have completed 25 Cheeky Sales Coach Videos. We are moving this week to 25 Cheeky Marketing videos.
They're all over on my Relax Focus Succeed YouTube Channel. BUT, even better, Kara has organized the podcast recordings and videos over at www.cheekysalescoach.com.
Note: We have some "premium" downloads there. More to come. The premium content is only $99. Members of the Small Biz Thoughts Technology Community can access for free see your newsletter for details.
:-)
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Door Hanger mailing in progress
I had to order more door hangers, but I'm okay with that.
More importantly, I am waiting on some new stamps. The US post office is releasing Robot stamps this week. So I've pre-ordered some.
About 300 mailings went out with non-robot stamps. But the rest should be "all robots all the time."
(I doubt anyone cares except me, but it's the little things that keep life interesting.)
I YOU want a fancy work-from-home door hanger, please fill out the form here:
Right now, I'm limiting this to the US because of the cost of overseas postage. But if you're elsewhere, you can still fill out the form. If I can find a reasonably-priced way to get it to you, I will.
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Thanks for reading. Feedback is always welcome.
If you like this newsletter, please share it with a colleague who might also enjoy it.
Have a great week.
-- Karl W. Palachuk
:-)
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Value Based Selling for
Managed Service Providers
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You only missed one week. It's recorded!
Sign up today.
Catch up and join us tomorrow!
Value Based Selling for Managed Service Providers
Course 5W22
Taught By: James Kernan
Five Tuesdays
- All classes start a 9:00 AM Pacific
Want to master MSP sales? Small Biz Thoughts has partnered with award-winning sales training company Kernan Consulting to offer the MSP Professional Sales Certification Program. This content-heavy, motivational program will reveal how top-producers succeed in 2021’s uncertain marketplace:
1. Bring new prospects into your pipeline
2. Shorten the sales cycles
3. Increase average deal size
4. Sell value so you do not have to compromise on price
Learn the industry’s best practices on the overall sales process from Prospecting, Qualifying, Needs Analysis and Assessments, Connecting your value proposition to the customers issues. Tips to get through the Sales Process faster and Closing the Deal!
The MSP Professional Sales Certification Program will include five live training sessions delivered in 60-minute classes. Designed for technology business owners, sales managers, and sales professionals, this training program covers industry best practices for selling contractual monthly recurring revenue.
The MSP Professional Sales Certification Program includes five 60-minute trainings. After completing all five sessions, you will receive a sales certification from Kernan Consulting. All five sessions will be recorded LIVE and delivered with a PDF workbook. For more information on James Kernan or Kernan Consulting please visit: www.KernanConsulting.com
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Weekly Agenda
Week One - What is Value Based Selling?
- Why value-based selling is best
- 5 principles of value-based selling
- Matching your solution to their business challenge
Week Two - Qualifying
- Why you do not chase after every opportunity
- 8 step process to qualify all opportunities
- The power of NO
Week Three - Sales Process
- 7 step sales cycle
- Emotional sales cycle
- The customers buying process
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Week Four - Framework for Successful Sales Departments
- Create your Sales Plan
- Goals/KPIs
- Unique Sales Proposition (USP)
- Compensation Plans
- Corporate Marketing Leads
- Sales Skill Training/Mentoring
- Communication/Meeting Schedule
- The Right Tools
- Staffing the sales team
- Documented Sales Process
Week Five - Negotiating/Closing
- How to overcome objections
- Trial closes
- How to ask for the order
- Letter of Understand technique
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Only $299 per student
Delivered by James Kernan
James Kernan is the author of the 36 Month Millionaire Program, and recently published books, Leadership Essentials for Successful Executives and Business Tips. For the past 12 years, James has served as a Principal Consultant for Kernan Consulting and provides Coaching, Advising and Mentoring programs to entrepreneurs and leaders. Kernan Consulting offers One on One Coaching, CEO Peer Groups, M&A Consulting and online training programs.
James is a frequent speaker for TechSelect, CompTIA, XChange, Convergence, Robin Robins Bootcamp, HTG, Mastermind Peer Groups, SMB Nation, SMB TechFest, and Microsoft IAMCP events. He has been recognized and written up as an extraordinary “example of success” in industry publications such as CRN, Business Solutions, VAR Business, CRM Today, and Inc. Magazine.
Includes five weeks of webinars with related handouts, assignments, and "office hours" with the instructor. All classes are recorded for download.
This course is intended for business owners and sales people.
A Few Details . . .
- Each course will be five one-hour Zoom webinars
- There will be handouts and "homework" assignments
- Class webinars will be recorded and made available to paid attendees only.
- All calls start at 9:00 AM Pacific Time
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All the Resources That Are Fit to Print
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Recent Blog Posts, Podcasts, and Videos
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Small Biz Thoughts Blog:
Relax Focus Succeed:
SMB Community Podcast - New episodes drop every Thursday
The Killing IT Podcast - New episodes drop every Tuesday
The Cheeky Sales Coach Podcast / Video - New episodes drop every Wednesday
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SOP: What I Learned from the Medical Community
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Selected Recent Videos and Webinars:
Note: We started auto-posting the podcasts to YouTube. Those are not listed here as YouTube Videos since they're listed under the podcasts above.
A quick guide to my Playlists:
- Total: More than 700 videos on the Small Biz Thoughts channel
- 275+ SOP videos
Plus . . .
- Training, Courses, Seminars on Managed Services
- Product Reviews
- and more
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Small Biz Thoughts Community News
SmallBizThoughts.org
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Community Members: Join this 1-Hour Deep Dive with Mike Semel
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The May newsletter went out Friday. If you're not on the list (and you're a member), contact Kara or me.
Coming up this Thursday at 9:00 AM:
Mike Semel joins the SBT Community Roundtable!
This Thursday is open forum for all Community members. If you want your topic addressed first, fill out the form at the top of the Community Dashboard. Your link to join is on the top of the dashboard.
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You probably know our guest, Mike Semel. He is a true security and compliance guru. We're going to explore new ways of thinking about security.
After all, the bad people who cause all the problems are working hard to "think differently" as well. They're just on the wrong side of the law.
Have your questions ready. We're going to focus on strategy and business, rather than the specifics of CMMC, HIPAA, or misc. security challenges.
Join us!
The link is different from the weekly meetings - and it's on the top of the dashboard.
. . .
See you Thursday at 9AM Pacific time!
If you need something, please post a question in a forum or email Kara (your Community Manager) or me.
:-)
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I could not figure it out
Finally asked. Apparently, people are spraying the keypad and screen with hand cleaner. Fogs the screen and eats away at the keypad switches.
Common sense isn't.
:-)
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What's Here?
This calendar lists two kinds of things: LIVE in-person events from any organization that focuses on the SMB consulting community; and MY events, whether live, webinar, etc.
If you have live events on your calendar that may be useful to others in the SMB Community, please let us know. We'd be happy to list them.
Of course: Everything here is subject to change based on Covid. Click the links for the latest details. Please send updates so we can post them.
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May
IT Nation (Connectwise) Evolve Peer Groups
May 3-7
Dallas, TX
IT Nation (Connectwise) Evolve Peer Groups
May 3-7
Melbourne, Aus
Egnyte MSP Forum
May 11th - Online
Keynote by Karl W. Palachuk
Join me Online - plus a separate Q&A forum
Robin Robins Big Seminar 2021
May 11 - May 14
Orlando, FL
Channel Strong Tour
May 17
Nashville, TN
Channel Strong Tour
May 18
St. Louis, MO
Channel Strong Tour
May 19
Milwaukee, WI
ASCII Success Summit
May 19 & 20
Houston, TX
Channel Strong Tour
May 20
Chicago, IL
Channel Strong Tour
May 21
Milwaukee, WI
Channel Strong Tour
May 24
Cleveland, OH
More Info: https://mspinitiative.com/channel-strong/
Channel Strong Tour
May 25
Pittsburgh, PA
Channel Strong Tour
May 26
Columbus, OH
Channel Strong Tour
May 27
Cincinnati, OH
Channel Strong Tour
May 28
Indianapolis, IN
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June
ChannelPro SMB Forum - Hybrid Event - But words has it, it's LIVE!
June 9, 2021
Dallas, Tx
ASCII Success Summit
June 16 & 17
Cincinnati, OH
IT Nation Secure
June 21-23
Orlando, FL
James Kernan's Millionaire Mastermind Event
Omaha, NE
June 24-25th
Channel Sec Europe
June 24th
London
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July
ChannelPro SMB Forum - Live Event
July 8, 2021
Raleigh, NC
ASCII Success Summit
July 21 & 22
Chicago, IL
Retail NOW 2021
July 25-27
Nashville, TN
Black Hat USA
July 31-August 5
Las Vegas, NV
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August
IT Nation (Connectwise) Evolve Peer Groups
August 2-6
Englewood, CO
Defcon 29
August 5-8
Las Vegas, NV
SMB Roadshow - Manchester, UK
August 10th
Tentative . . . but count on it!
More info: https://www.smbroadshow.com
Join me Live!
SMB Roadshow - Cardiff, UK
August 12th
Tentative . . . but count on it!
More info: https://www.smbroadshow.com
Join me Live!
SMB Roadshow - London, UK
August 17th
Tentative . . . but count on it!
More info: https://www.smbroadshow.com
Join me Live!
ASCII Success Summit
August 18 & 19
Raleigh, NC
IT By Design Build IT LIVE 2021
Aug 30 - Sept 1
Jersey City, NJ
IT Nation (Connectwise) Evolve Peer Groups
Aug 30 - Sept 1
Gold Coast, Aus
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September
CEDIA Expo
Sept 1-3
Indianapolis, IN
ChannelPro SMB Forum - Live Event
Sept 2, 2021
Boston, MA
ITBOG (Business Owners Group) Cruise Conference
Sept. 3-6
Departs Miami
SMB Roadshow - Vancouver
Sept 7th
Join me Live!
SMB Roadshow - Toronto
Sept 9th
Join me Live!
SMB Roadshow - Montreal
Sept 14th
Join me Live!
Managed Services Summit Live
Sept 15th
London
SMB Roadshow - Providence, RI
Sept. 16th
More info: https://www.smbroadshow.com
Join me Live!
Channel Live
Sept 21-22
Birmingham, UK
ASCII Success Summit
September 22 & 23
NY / NJ area
James Kernan's Millionaire Mastermind Event
San Diego, CA
Sept 23-24th
IT Partners
Sept. 29-30
Disneyland, Paris
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October
ChannelPro SMB Forum - Live Event
Oct 6, 2021
Atlanta, GA
DTX 2021 (Digital Transformation)
Oct. 6-7
London, UK
DattoCon 2021
Oct 11-13
Seattle, WA (I think)
SMB IT Professionals National Conference - Australia
Oct 15-16
Surfer's Paradise
Join me Live. I'm going to do my best to be there!
Sherweb Accelerate
Oct 18-20
Hollywood, FL
More Info: https://info.sherweb.com/accelerate.html
Kaseya Connect IT
Oct 19-22
Las Vegas
ASCII Success Summit
October 27 & 28
Orlando, FL
I'm hoping there's a trip to the Gold Coast in my future. Stay tuned.
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November
Channel Partners Evolution
Nov. 1-4
Las Vegas, NV
Managed Services Summit Live
November 2nd
Amsterdam
ASCII Success Summit
November 3 & 4
Houston, TX
IT Nation (Connectwise) Evolve Peer Groups
November 15-19
Sydney, Aus
Managed Services Summit North
November 16th
Manchester, UK
ChannelPro SMB Forum - Live Event
Nov 16, 2021
Los Angeles, CA
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December
ASCII Success Summit
Orange County, CA - December 8 & 9
James Kernan's Millionaire Mastermind Event
Dallas, TX
Dec 9-10th
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If you know of in-person events we should list, please let us know.
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January
Send us your updates!
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February
Send us your updates!
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March
Cloud Expo Europe
March 2-3, 2022
London, UK
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April
Send us your updates!
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May
Send us your updates!
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June
Send us your updates!
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Note: If you know of any in-person event for SMB Consultants, please send info to karlp@greatlittlebook.com.
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Check out all my "Channels"
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Small Biz Thoughts is a subsidiary of Great Little Book Publishing Co., Inc.
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