The MSP Sales Podcast

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 
 

Episode 4 - Good, Great, or the Best?

In this episode of the Feel-Good MSP Podcast, Brian Gillette challenges you to think deeply about your career aspirations. Do you want to be good, great, or the best in your field? Brian breaks down the pros, cons, and hard truths of each level and what it takes to reach the top.
Using real-world sales examples, we explore how good salespeople achieve their goals, build reputations over time, and strike a balance between work and life. But is that enough to push your MSP to the next level? 
What does it mean to be the best. The journey to being the best isn’t for everyone. But if it’s your goal, you’ll learn how singular focus, self-discipline, and consistency can elevate your game.
This episode might challenge your thinking if you’ve ever questioned where you stand or how to reach that next level.
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 

Episode 3 - Helpful vs. Hurtful: Crafting MSP Marketing Content

In this episode of the MSP Sales Podcast, Brian Gillette is joined by Taher Hamid of MSP Camp to discuss how Managed Service Providers can leverage specific types of marketing content to attract leads, build trust, and close more deals. We'll explore the role of content in MSP growth, from building brand authority to creating engaging sales narratives that convert.
Stay at the edge of change in the MSP sales world by subscribing to our brand-new Podcast 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 #MSPSalesTraining #MSPSalesCoaching 

Episode 2 - When MSP Sales Training Falls Short (w/Guest Robert Gillette)

In our second episode of The MSP Sales Podcast, your host Brian Gillette, and special guest Robert Gillette (MSP Dojo) explore the reasons why sales training often fails for Managed Service Providers. Together they discuss the various factors that affect the effectiveness of sales training, and how your MSP can step up to face the change and discomfort that often come right alongside sales growth. More than just the latest sales technique - this episode examines how discipline and perseverance generate real-world results.
Stay at the edge of change in the MSP sales world by subscribing to our brand-new Podcast 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 #MSPSalesTraining #MSPSalesCoaching