Jennifer Bleam: Partner for AI, Don’t Build It
Jennifer Bleam of MSP Sales Revolution on partnering with people who build AI, instead of turning the MSP into a software company. She also covers knowing the client’s business and presenting a proposal in the room rather than by email.
- → Know the client’s business before the pitch
- → Partner for AI services instead of building them
- → A sales process that produces a decision
- → Present the proposal, do not email it
What You’ll Learn From This Episode
“How much can someone really know, like, and trust you if you don’t even know what makes their business tick? If you don’t have intimate knowledge of your client’s business, you’re making broad benefit statements instead of specific ones.”
05:32 · Jennifer Bleam“Every system is perfectly designed to get the result that it’s getting. If 70% of your closed-lost opportunities are ’need to think about it,’ then your system is actually engineered to get you that response.”
17:52 · Jennifer Bleam“We scroll all the way to the bottom to get the price, and it’s always more than we were expecting. Never send proposals via email - you need to watch their nonverbals and answer questions in real-time.”
24:00 · Jennifer Bleam“The typical AI builder is selling to a cold audience and there is no know, like, and trust. That’s why MSPs should stay in the consultative relationship space and partner with AI builders who have the technical expertise.”
15:30 · Jennifer Bleam“As humans, we’re looking for the easy button, but there really isn’t much of an easy button. Be cautiously skeptical of anyone promising ’just do this and you’ll see instant success.’”
35:58 · Jennifer BleamJennifer Bleam
Jennifer Bleam
MSP Sales Revolution
Jennifer Bleam is the founder of MSP Sales Revolution and host of MSP Sales Revolution Live, the industry’s premier event for MSP sales professionals. Known as the "Sales Sherpa," Jennifer specializes in helping MSPs increase revenue from existing clients through authentic, consultative approaches. She focuses on practical frameworks for AI enablement, effective qualification processes, and building know-like-trust relationships that drive sustainable growth. Despite being an introvert who needs to recharge after events, Jennifer brings unmatched energy and actionable insights to everything she does.
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