{ "item_title" : "The Revenue Handoff", "item_author" : [" Benjamin Miller "], "item_description" : "Your first salesperson is going to fail. And it will be your fault.Not because salespeople don't work in the MSP business. Because you never gave them a sales function to run.You are not a salesperson. You are an undocumented system - twenty years of qualification instinct, pricing authority, technical credibility, and walk-away rules, none of it written down anywhere. Then you hand a new hire a CRM login and a list of companies and tell them to go find businesses that need IT.That is not a sales strategy. That is a scavenger hunt.Six months later you conclude that salespeople don't work in this industry. What actually happened is that you asked someone to run a system that exists only inside your head.The Revenue Handoff is the book for the MSP owner stuck between $2 million and $12 million who is still personally closing everything that matters - writing proposals at 10:30 at night, approving every price, joining every discovery call, and watching good opportunities sit still because they are waiting on one calendar.Drawn from more than two decades in revenue leadership, this is a working manual for extracting your judgment and building a sales function that operates without you.Inside, you'll learn how to: Recognize the ceiling before it costs you a year of growthTurn your instincts into a one-page Pursuit Test any rep can applyPackage and price so a new hire can quote without calling youDesign compensation that rewards profitable recurring revenue - not bookings that look impressive and lose moneyBuild pipeline that doesn't depend on referrals arrivingUse a paid assessment as the front door instead of a free proposalRun discovery that answers the questions that actually predict a closeForecast a 6-to-18-month, relationship-gated sale honestlyTurn quarterly business reviews into budget conversations instead of ticket reportsSurvive the first twelve months without taking the deals backIncludes fourteen real case studies - the $18,000-a-month client that should have been declined, the discount that cost hundreds of thousands over five years, the million-dollar hardware sale that barely made money, and the $400,000 deal that sat at eighty percent probability for nine months while everyone pretended it was alive.Plus eleven ready-to-use appendices: the Pursuit Test, a sales hire scorecard, three worked compensation structures, CRM stage definitions, a discovery question bank, an objection response guide, and 90-day plans for both a new rep and a new revenue leader.Owner-led selling is how most strong MSPs get built. It is also what caps them - and what discounts them when it comes time to sell.The goal is not to remove you from sales.The goal is to stop requiring you in every sale.________________________________________", "item_img_path" : "https://covers1.booksamillion.com/covers/bam/9/79/819/080/9798190806380_b.jpg", "price_data" : { "retail_price" : "21.99", "online_price" : "21.99", "our_price" : "21.99", "club_price" : "21.99", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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