Nothing Happens by Itself
Copyright © 2021 Karl W. Palachuk
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I mentioned in my class last Tuesday that I had a very strange experience with Amazon books. Please do this and see if you get the same results (I know we all get different results based on past purchases, Google search, purchase history, etc.):
Go to Amazon.com. In the search field, select books from the dropdown. Now type in "IT Service Manager" and press enter.
My experience was the following. I found one book from the ITSM curriculum. A very close hit. After that, one product-specific book, one "service delivery" book for enterprise, and then the book pictured here.
I have linked the book (NOT an Amazon Affiliate link) so you can check it out. The description is:
IT Services Manager Guru Notebook: Customized 100 Page Lined Journal Gift For A Busy IT Services Manager
But that's not the strange part!
On page one of the results, I found ZERO books on how to be an IT Service Manager and TWELVE different blank, lined "journal" books. I guess they're intended to be funny. But for $7-10 each, I can find better ways to entertain myself.
Do you have any idea what's going on here? I don't. I honestly can't figure it out. I have never seen this with any other search on Amazon.
Please take sixty seconds and see if you have the same experience. If nothing else, it's nice to be surprised by something unexpected.
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Other Good Surprise: Live Events!
OK. That's not a big surprise. But it is good news.
ChannelPro is doing a virtual event in May for the folks in Chicago. (BTW, this concept makes no sense to me. It reminds of the time I was driving through Ohio and heard the Toledo radio station bragging about the color doppler radar. After that, I did all my radio shows in color!)
Anyway, all the ChannelPro events from June onward are now expected to be real, live events with human beings in the room. See updates on calendar below.
I've also added the Connectwise IT Nation Evolve Peer Groups (They need to come up with a longer, more confusing name). May will be in Dallas; August will be in Englewood, CO; and the Q4 meeting will be announced later.
CW IT NEPG (that's my acronym for them) EMEA meetings are still virtual. Australian meetings have been added to the calendar below (May, August, November).
And, finally, IT By Design is holding their "Build IT Live" event in Jersey City August 30th. So we've added that to the calendar.
Thank you for the notes and updates! Please keep the info coming. I appreciate it - and so do the other readers!
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One shot down
I got my first Pfizer shot last Friday. Next one scheduled for May 7th.
I am SOOOO looking forward to getting out in the world. I have a couple of trips planned just so I can get out of the house.
I sincerely hope we can all work together to get this thing behind us. I really want to do my roadshow in Canada in September. And I believe that can happen. That's why I bought the airfare. :-)
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Cheeky Sales Coach Update . . .
We just posted video Episode #23 of the Cheeky Sales Coach (See my Relax Focus Succeed YouTube Channel). We have two more sales videos. Then we switch to 25 marketing videos.
You can jump in anytime, or watch them out of order. You see the indexes, podcast versions, and all videos over at CheekySalesCoach.com.
. . .
That's about it. A quick newsletter this week. Please don't forget to check out the SMB Community Podcast, the Killing IT Podcast, the Cheeky Sales Coach videos, and my regular Friday SOP video.
And if you like this newsletter, please share it with a colleague who might also enjoy it.
Thank you.
Have a great week.
-- Karl W. Palachuk
:-)
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MSP Professional Sales Program
5-Week Class
Starts April 27th
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Sign up today.
MSP Professional Sales Certification Program
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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Just Drop It - an RFS Video
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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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Thanks to everyone who attended the monthly meeting last Thursday. New Members: Join us every Thursday at 9am Pacific / Noon Eastern.
The next two Thursdays will be open forum for all Community members. If you want you topic addressed first, fill out the form at the top of the Community Dashboard.
Also check out the new forum for posting offers, announcements, events, etc.
-- -- --
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Here's the April News video, in case you missed it.
Our monthly news is published on the Final Friday of each month. So members can look for the newsletter on April 30th. The video is open to everyone. The newsletter is strictly members-only.
. . .
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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Stacking Cats
Our favorite hobby in the company Spatial.io meeting room. We've meeting occasionally to figure out how to use the space. Hope to have a public, open meeting soon.
:-)
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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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April
If you know of in-person events we should list, please let us know.
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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
Robin Robins Big Seminar 2021
May 11 - May 14
Orlando, FL
ASCII Success Summit
May 19 & 20
Houston, TX
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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
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
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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Small Biz Thoughts is a subsidiary of Great Little Book Publishing Co., Inc.
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