Semester 3, Session 1: Increasing Opportunity Velocity and Conversion
Summary
This session is a must-watch for every MSP. It focuses on increasing opportunity speed and closing more deals with greater accuracy, consistency, and confidence. Chris Smith is joined by Miranda Powell of Experlogix and Mark Slotnik of McMann & Ransford. Together, they unpack how CRM, CPQ, and AI Agents work in harmony to create a connected sales ecosystem. This ecosystem reduces friction, prevents revenue leakage, and empowers sellers to perform at their best. You’ll discover practical ways to standardize quoting, avoid costly customer missteps, and streamline workflows. The session also highlights how Copilot can auto-qualify leads, generate quotes directly from email, and eliminate manual delays. In short, this is a forward-looking discussion that shows where modern sales is headed—and how MSPs can stay one step ahead.
When Two Quotes Aren’t the Same, You Have a Problem
In this clip, Miranda and Chris reveal a common—and costly—problem. When two reps create different quotes for the same request, customer trust takes a hit, and margins shrink. If your team isn’t delivering consistent quotes, the impact can be severe. This clip shows why inconsistency damages opportunity growth and weakens relationships.However, there is a solution. By combining quoting technology with CRM, you can standardize the process, protect margins, and restore customer confidence. In short, this is a powerful glimpse into the risks of disconnected sales processes—and the opportunities that come from standardization.
The Revenue Engine Starts With CRM, Work 365, and Experlogix CPQ
Chris explains how combining Dynamics 365, Work 365 for renewals, and Experlogix CPQ creates a fully connected revenue engine. This engine not only boosts sales but also prevents revenue loss—and ultimately pays for itself.In this clip, you’ll see how automation and integration across systems drive substantial ROI and increase visibility. More importantly, these tools transform your CRM into a true growth platform that consistently unlocks new opportunities.
No More Missed Upsells—AI is Changing the Game
This clip paints a clear vision of the future—one that’s already here. Sales reps can now work seamlessly from email and Teams while AI Agents, like Copilot, detect upsell requests, launch quotes, and update CRM automatically.Miranda explains how Experlogix’s deep integration makes this level of automation possible. Meanwhile, Chris emphasizes that not all CPQ tools are built to deliver these capabilities. In short, this is your sneak peek into selling with AI—and how MSPs can finally escape the swivel-chair workflow for good.
AI Agents Are the Future of CRM-Driven Selling
Chris shares a compelling vision of the next era of CRM—one where AI Agents don’t just record data, but actively guide and accelerate sales. In this clip, he introduces Microsoft’s Sales Qualification Agent and explains why MSPs should start preparing now to capture new opportunities.This is more than an incremental update. It’s a glimpse into how CRM will soon evolve from a passive reporting tool into a true sales partner that drives growth.
From Chaos to Clarity—How One MSP Created a Competitive Edge
In this real-world example, Chris shares how a Top 200 MSP completely reengineered its quoting and delivery process with Experlogix CPQ and Dynamics 365. The results are impressive: full project plans captured at the quote stage, seamless handoffs to delivery teams, and complete margin visibility. This clip demonstrates how strategic technology investment can move an MSP out of commodity status and into true differentiation.
Let AI Do the Lead Qualification for You
Miranda explains how Copilot can now process sales call transcripts, auto-fill qualification data, and write it directly into CRM fields—without the rep lifting a finger. When combined with structured frameworks and AI Agents, this technology guarantees consistent and complete data capture across the entire team. The payoff is clear: not only greater efficiency, but also stronger insights that fuel higher conversion rates.
These clips are just a glimpse of what’s possible—submit the form below to watch the full session and discover how top-performing MSPs are using integrated tech, automation, and AI to accelerate opportunity velocity, improve conversion rates, and stop revenue from slipping through the cracks.
