The MSP Sales Podcast

Episode 14 - Rebuilding the Business You Actually Want to Run

What do you do when your MSP is technically successful - but you’re bored, burned out, or questioning whether you want to keep going? 
In this episode, Michael Bakaic shares the honest story of how he hit a wall and what happened next. After years of grinding through service work that no longer energized him, Michael made the bold decision to pivot. He didn’t just tweak his offer; he rebuilt his entire business around what actually felt good to create, sell, and deliver.
We talk about:
Why burnout is often a signal, not a failure
The difference between fixing your business vs. reimagining it
How simplifying his offer unlocked more freedom
Why storytelling closes sales
We also dig into the surprising evolution of Michael’s lead magnet - a cybersecurity audit tool that became his most effective conversation starter. You’ll hear how he repositioned a technical feature into a multi-stage trust-building funnel MSPs can actually use.
If you’re an MSP who’s hit a plateau, or is just tired of white-knuckling your way through growth, this episode is a powerful reminder that you can build something that works for your clients and feeds your soul too.Learn more about Iceberg Cyber at https://www.icebergcyber.com/
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.Learn more about Iceberg Cyber at https://www.icebergcyber.com
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#MSPSales #ManagedServices #MSPMarketing #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #MSPServices #ITConsulting #MSPBusiness#ITSupport #TechSupport #CyberSecurity

Episode 13 - The Truth About Leads and Growth

Why are MSPs still struggling with leads — even with great tools, teams, and marketing? In this episode of The MSP Sales Podcast, Brian Gillette sits down with Nate Freedman, founder of Tech Pro Marketing, for a raw and refreshing conversation about what it really takes to grow.
Together, they pull back the curtain on the real forces behind MSP growth: human connection, speed-to-lead, and the invisible mindset traps that silently stall progress.
Learn how many MSPs are unknowingly sabotaging their own sales process, how to create justified outreach that actually builds trust, and why responding faster could be your biggest competitive edge. Whether you're just starting out or scaling fast, this is a must-listen for any IT provider ready to level up their sales game.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.#MSPSales #ManagedServices #MSPMarketing #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #MSPServices #ITConsulting #LeadGeneration( Today's guest, Nate Freedman can be reached on LinkedIn or at  www.techpromarketing.com )
 

Episode 12 - Authentic MSP Marketing in a Skeptical Market

In this episode of The MSP Sales Podcast, Brian Gillette sits down with marketing strategist Katie Vreeland to unpack what most MSPs are getting wrong when it comes to marketing - and how to do it better. Together, they explore how personal branding, authenticity, and ethical messaging can cut through the noise in an industry where skepticism runs high.
Katie shares powerful insights about building trust, standing out without relying on tired gimmicks, and creating marketing that actually connects. Whether you're an MSP owner doing your own outreach or you're leading a team, this episode will challenge you to think differently about visibility, awareness, and the customer journey.
Learn about building real trust without hype
Discover what actually resonates with today’s buyers
Reframe your marketing strategy to reflect your values and voice
Listen now and take your MSP marketing from forgettable to unforgettable.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.#MSPSales #ManagedServices #MSPMarketing #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #MSPServices #ITConsulting( Today's guest, Katie Vreeland can be reached on LinkedIn or at  LuminaryCreative.co )
 

Episode 11 - SaaS vs. MSP Sales: What Works and What Doesn’t

Why might SaaS sales reps struggle in MSP sales? On the surface, selling software and selling managed services may seem similar - but the reality is, they require very different approaches.
In this episode of The MSP Sales Podcast, we sit down with Tanner Cookson (@ Alternative Payments) to break down the fundamental differences between SaaS sales and MSP sales. We discuss why many SaaS-trained reps struggle in MSP roles, and what MSP owners need to know before making their next sales hire. From the importance of relationship-driven selling to the challenges of longer sales cycles, we explore what it really takes to succeed in MSP sales.
If you’re an MSP looking to build the right sales team, don’t miss this conversation! We’ll help you understand what skills to prioritize, how to onboard sales reps effectively, and why a strong sales process is just as important as hiring the right person.
🔹 What’s the biggest challenge you’ve faced in hiring MSP sales reps? Let us know in the comments!
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
(Today's guest, Tanner Cookson can be reached on LinkedIn. ).#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips #MSPSalesTraining #ITServices #MSPCommunity #ITConsulting #MSPMarketing #MSPSales #SalesHiring #SaaSSales #TechSales 
 

Episode 10 - Fixing MSP Sales: A Forensic Approach

More reps, more tools, more activity - does that result in more sales? Not always. Your pipeline might even be full, but the deals just aren’t closing. In this episode, Brian Gillette sits down with Jeffrey Newton, former MSP sales leader turned co-founder at Cyft, to break down a forensic approach to diagnose and fix sales inefficiencies. They discuss why process alone isn’t enough and how aligning human connection with sales strategy is what truly leads to growth.They'll discuss;
Why tech-focused MSPs often struggle with sales
How to blend process, psychology, and strategy for better conversion
The difference between just selling and truly solving problems
What’s the biggest sales roadblock you’ve faced? Let us know in the comments and watch this episode now.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips #MSPSalesTraining #ITServices #MSPCommunity #ITConsulting #MSPMarketing ( Jeffrey Newton can be reached on LinkedIn. )
 

Episode 9 - Stop Being a Commodity

Are you tired of drifting along in a sea of sameness? In this episode of The MSP Sales Podcast, Brian Gillette sits down with Alex Farling to talk about one of the biggest challenges in the managed services industry - standing out in a crowded market.
This episode breaks down how MSPs may unknowingly commoditize themselves, and struggle to communicate their unique value. From refining your sales process to creating deeper client relationships, Alex shares hard-hitting insights that can steer your MSP away from being “just another provider” and build some true differentiation.
What steps are you really taking to separate your MSP from the competition?Listen in and start enacting some change starting today.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips #MSPSalesTraining #ITServices #MSPCommunity #ITConsulting #MSPMarketing ( Alex can be reached on LinkedIn as "Alex Farling" or through the Empath MSP website.)

Episode 8 - Why Marketing Should Start with Strategy

In this episode of 'The MSP Sales Podcast,' host Brian Gillette sits down with Tim Fitzpatrick of Rialto Marketing to uncover the critical overlap between sales and marketing for MSPs. They look at why many MSPs struggle with lead generation and the importance of setting a clear strategy before diving into marketing initiatives. 
Tim shares his insights on how to verticalize your services, build trust through targeted messaging, and ensure long-term business success. 
Are your marketing efforts correctly aligned with your sales goals?
Could your messaging be clearer and more targeted?
This episode is packed with strategies to help you succeed!
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips #MSPSalesTraining #ITServices #MSPCommunity #ITConsulting #MSPMarketing ( Tim can be reached on LinkedIn as "Tim P. Fitzpatrick" or through the RialtoMarketing.com website.)

Episode 7 - Keys to MSP Sales Team Success

In this episode of The MSP Sales Podcast, Brian Gillette chats with Casey Seaborne about how MSPs can transform their MSP sales teams success and scalability. Casey shares actionable insights on why sales processes often fail, the role of emotional intelligence (EQ) in sales success, and the steps MSP owners need to take to support their sales teams effectively.
Casey explains how simplifying offerings, standardizing processes, and focusing on outcomes rather than just features can create a more powerful sales approach. If you’re an MSP owner or sales leader, this episode will give you practical tips for taking your sales game to the next level. Learn to empower your team, refine your sales pitch, and attract the right clients.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
( MSPs who want more clarity in their finances, more actionable financial data, accounting, and tax advisory can speak to Casey directly at Stride Services. 440-251-7783 )
.#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips #MSPSalesTraining #ITServices #MSPCommunity #ITConsulting

Episode 6 - Do It Right, Do It Well, Do It Over: Scale An MSP Sales Team

Want to scale your MSP? Join Brian Gillette and John Davenjay of Bowman Williams as they discuss the secrets of how to hire right and staff your MSP both successfully and effectively. With lessons drawn from John’s inspiring journey - this episode is packed with practical advice to help you take your business to the next level.
John shares how grit and determination helped shape his career, battling through challenges as an entrepreneur and learning how to replicate success. Whether you’re struggling to make your first sales hire or wondering how to build an effective playbook for scaling your team, this episode offers real-world strategies to help you achieve efficient and lasting growth.
Take a listen and walk away with a few great ideas for expanding your own sales team.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP..#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips #MSPSalesTraining #Staffing #Scaling

Episode 5 - Transactional to Transformational Opportunities

Opportunities don’t always come gift-wrapped - and MSPs who learn to spot them win out. In this episode of The MSP Sales Podcast, Brian Gillette sits down with Kevin Clune of MSP Growth Hacks ( https://www.MSPGrowthHacks.com ) to explore how to transform transactional thinking into meaningful, long-term partnerships.
From creating value in unexpected ways to leveraging client relationships for referral growth, this conversation is packed with real-world stories and actionable advice. Learn how to recognize opportunities others overlook, position yourself as the go-to expert in your industry, and build a network of influence that pays dividends.
Tune in, and let's explore what it takes to be truly exceptional in MSP sales.
-----------------Turn your MSP growth efforts into a sales machine!Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP..#MSP #ManagedServices #ManagedServiceProvider #SalesStrategy #SalesTips