On-Demand Webinar

How to Hire Your First Salesperson: Five Reasons to Start with Account Management

Free download available now.


Selling is hard. It is even harder, if you start out on the wrong foot.

Many MSP business owners struggle with the early stages of building a sales operation. Talk to any business owner and you will hear about the horror stories of the failed, first sales hire, over and over again.

There is a reason. Most business owners think new accounts are more important than new business from existing accounts. They are starting out in the wrong spot.

Ted Hulsy, VP of Marketing at eFolder, and David Birk, Partner at Network Doctor, explored the five key reasons you should start with an account manager, before you ever hire your first hunter. You will learn:

  • How he built a growing sales organization by starting with existing clients
  • Why the “hunt new business first” approach fails
  • How to hire a “farmer” account manager and grow organically
  • The value of a formal client engagement process
  • What you can do right now to prepare for growth

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