The MSP Sales Podcast

Episode 34 - Not All Good Advice Is Good For You

In Episode 34 of The MSP Sales Podcast, Brian Gillette breaks down a hard truth. Most MSP owners learn the expensive way: not all “good advice” is good for you - at least not yet.
Some advice is universal. Some is contextual. And some is only true in a specific sequence, after certain prerequisites have been put into place.
In this episode, you’ll learn: → The 3 types of advice (and how to spot the difference) → Why “proven tactics” fail when your MSP is in the wrong stage → How MSPs waste money on PPC, lead gen, and automation too early→ Why hiring sales reps before your sales process is repeatable backfires
If you’ve ever felt like you’re doing everything you’re told and still not seeing results, this episode will help you identify what’s missing: context, stage, and order.
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comRecent News:Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format!It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxg.
.#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen
 

Episode 33 - The Webinar Framework: Build a 24/7 Lead Gen Machine (w/ Guest: Scott Millar)

Word-of-mouth is the lifeblood of the MSP, but it is notoriously difficult to scale. In this episode, Brian Gillette sits down with Scott Millar (IT Rockstars), author of Virtually Irresistible, to discuss why webinars are the ultimate bridge between technical expertise and scalable relationship building.
Many MSP owners avoid webinars due to "tech anxiety" or a fear of public speaking, but Scott reframes the process as a repeatable system rather than a performance. They dive deep into the tactical side of lead generation, explaining why Meta’s machine learning often outperforms LinkedIn for reaching decision-makers at a fraction of the cost.
In this episode, you’ll learn:
Why "dog whistle" copy is the key to attracting your ideal client profile
How to overcome camera shyness by acting as a "guest expert" 
The technical "minimum viable process": Why audio quality matters most
To upcycle one 40-minute webinar into two months of social media authority
This episode provides the structural blueprint to move from accidental 'word-of-mouth' growth to an intentional, scalable inbound system.
 
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Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format!It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com.
.#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen #Webinars 
 

Episode 32 - From Survival to Scale: An MSP Growth Story (w/Guests: John Snyder & Neelesh Patel)

In Episode 32 of The MSP Sales Podcast, Brian Gillette is joined by John Snyder (CEO) and Neelesh Patel (President) of Net Friends for a candid, behind-the-scenes look at what it really takes to build a successful MSP - the wins, the mistakes, and the decisions that shaped where they are today.
This isn’t a polished success story. It’s an honest conversation about growth through constraint, learning the hard way, and how a strong partnership became a competitive advantage instead of a liability. John and Neelesh share how they navigated leadership challenges, clarified roles, and built trust as the company scaled.
Along the way, they dig into how Net Friends thinks about marketing, differentiation, and experimentation. This episode is packed with insights MSP owners can actually apply.
In this episode, you’ll hear: ➡️ How a strong CEO–President partnership accelerates growth ➡️ The mistakes they made early - and what they’d do differently ➡️ Why clarity of roles matters more as MSPs scale ➡️ Creative marketing and AI ideas 
If you’re an MSP who wants to learn from people who’ve lived it - this episode offers a look at what sustainable success requires.
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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com.
.#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing  #SalesTraining 

Episode 31 - Reactive to Intentional: How MSP Leaders Actually Level Up (w/ Guest: Chris Day)

In Episode 31 of The MSP Sales Podcast, Brian Gillette is joined by Chris Day (CEO at ScalePad) for a no-nonsense conversation about the shift every MSP leader must make to move from reactive survival mode to intentional leadership.
Too many MSPs remain dependent on the owner. Every decision, escalation, and bottleneck runs through one person. Chris breaks down why this happens, how it silently limits momentum, and what it actually takes to build an MSP that can operate and grow without constant founder involvement.
Together, Brian and Chris explore: ➡️ Why reactivity keeps MSPs stuck (even when revenue is growing) ➡️ How intentional leadership creates leverage ➡️ How to build systems instead of dependencies ➡️ How to step out of the day-to-day without losing control of the business
If you’re an MSP owner who feels indispensable to your business - or concerned that your growth still feels fragile - this episode will challenge how you think about what “leveling up” looks like.
 
 
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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing  #SalesTraining 

Episode 30 - Building the Modern MSP: AI, Cloud & UX (w/ Guest: Jim Spignardo)

In Episode 30 of The MSP Sales Podcast, Brian Gillette sits down with Jim Spignardo, Director of Cloud Strategy & AI Enablement at ProArch, for a practical conversation about what it actually takes to build a modern MSP today.
With over 25 years in IT across networking, cloud, cybersecurity, and consulting, Jim brings a grounded perspective on how MSPs must evolve beyond tools and tech stacks. Together, they explore how cloud maturity, AI enablement, and user experience now intersect - and how ignoring any of them creates friction for clients and internal teams.
They discuss;➡️ Why “modern MSP” is more about experience than tech➡️ How AI is reshaping service delivery➡️ The role of cloud strategy in long-term MSP relevance➡️ Why UX matters just as much for internal teams as end users➡️ Common mistakes MSPs make when adopting AI If you’re an MSP owner, technical leader, or consultant trying to modernize your services, this conversation will help you think more clearly about where to focus.
 
 
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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing  #SalesTraining 
 

Episode 29 - Selling Cybersecurity Without Fear In The AI Era (w/ Guest: Dor Eisner)

In Episode 29 of The MSP Sales Podcast, Brian Gillette sits down with Dor Eisner (CEO & Co-Founder of Guardz) for a grounded, myth-busting conversation about selling cybersecurity in an AI-shaped world.
Too many MSPs feel pressured to become “cyber experts” overnight while many clients think cybersecurity is either too technical or too expensive to take seriously. Dor explains why both sides are looking at the problem the wrong way, and how MSPs can simplify, educate, and lead with confidence.
Together, they explore:
➡️ Why MSPs overestimate how much clients want to know about cybersecurity➡️ How AI is already reshaping threat landscapes➡️ A practical path for MSPs who feel “outgunned” by the pace of innovation➡️ Why selling cybersecurity is really about risk reduction➡️ The common fears that stall customer decisions
Whether you’re an MSP owner, vCISO, or someone trying to meaningfully add cybersecurity to your stack, this episode will help you communicate value more clearly, close deals more confidently, and protect clients more effectively.
 
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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing 
 

Episode 28 - Profitable Packaging: Fueling Predictable Growth (w/ Guest: Brian Hoppe)

In Episode 28 of The MSP Sales Podcast, Brian Gillette sits down with Brian Hoppe (Strategic Advisor and Revenue Coach to MSPs) to unpack why pricing, packaging, and financial clarity shape the entire sales experience. Not through pressure, scripts, or gimmicks - but through alignment, transparency, and knowing your numbers.
Together, they break down how the right packaging eliminates discounting, creates confidence in the sales process, and makes growth predictable instead of stressful.
In this episode, you’ll learn: ➡️ How unclear packaging causes stalled deals and endless discounting ➡️ What finance numbers you must understand before you scale ➡️ The link between accountability, pricing, and recurring revenue ➡️ How your pricing model shapes your sales culture (for better or worse) ➡️ What good forecasting and predictable revenue look like inside an MSP
This isn’t a conversation about “raising prices.” It’s a conversation about building a sales-ready business, one where your team can confidently sell, your clients know exactly what they’re paying for, and your growth becomes predictable instead of stressful.
 
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Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing 
 

Episode 27 - Lead Generation for MSPs: What Actually Works

In Episode 27 of The MSP Sales Podcast, Brian Gillette kicks off the new Lead Generation Series- a focused, no-nonsense deep dive into what actually works for MSPs looking to build a reliable pipeline.
Don’t waste time on the gimmicks, shortcuts, and “one weird trick” advice floating around out there. This episode breaks down the fundamentals of consistent outbound lead generation - how to use calls, emails, and events in a repeatable, measurable way to drive sales conversations.
Want to know what separates MSPs who get consistent leads from those who stay stuck in “feast or famine” mode? Learn; ➡️ The truth about why most outbound fails ➡️ How to balance short-term outreach with long-term brand building ➡️ What to measure (and what not to obsess over)
If you’ve ever wondered why your lead gen feels unpredictable, this episode lays the foundation for this series. Because real growth doesn’t come from hacks. It comes from doing the right work, consistently.
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"How To Sell a Sh*tload of Managed Services (without selling your soul)" <--- A new book now available at Amazon.Written by Brian Gillette, Founder of Feel-Good MSP and host of the MSP Sales Podcast - it’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #MSPLeadGen #LeadGeneratio #LeadGen

Episode 26 - Lessons from Building, Selling, and Starting Over (w/ Guest: Colin Knox)

What do you do after you’ve reached the top?You’ve achieved the dream - built the business, and made the exit.The pressure’s gone, and the question becomes - what now?In Episode 26 of The MSP Sales Podcast, Brian Gillette sits down with Colin Knox (Founder of Gradient MSP, Passportal, & MSPCentric) for a conversation that gets down to the realities of entrepreneurship — what drives us, what drains us, and what’s waiting on the other side of “making it.”Colin opens up about his own journey and shares hard-earned lessons from building, selling, and starting over — including: ➡️ Why chasing money rarely leads to fulfillment ➡️ How to define success beyond the spreadsheet ➡️ Why impact and purpose are stronger motivators than profit
If you’ve ever wondered what separates “busy” from “fulfilled,” or what happens after the big win, this episode is the one.Because sometimes, the real work begins after you’ve already “made it.”
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Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com
You can reach our guest Colin Knox on LinkedIn.#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing 

Episode 25 - Marketing Works. Yours Doesn’t. Here’s Why. (w/ Guest: Johnathan Schofield)

Too many MSPs are still waiting for someone else to grow their business for them. In Episode 25 of The MSP Sales Podcast, Brian Gillette sits down with Johnathan “Skofi” Schofield, founder of FindMyITPartner.com, to unpack why so many MSPs feel stuck when it comes to growth. They break down why 77% of MSPs still rely on referrals, and what MPSs can do to start building trust on purpose instead of waiting for it to happen.They dig into the truth behind MSP marketing: ➡️ Why “marketing doesn’t work for MSPs” is a myth ➡️ How consistency beats complexity every time ➡️ Why referrals aren’t a growth strategy (and what to do instead) ➡️ How to manufacture trust before a prospect even talks to you
This one’s a practical look at what it really takes to turn activity into traction.Because marketing works. Sales works.The only question is: are you working it?
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Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxgLearn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing