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#89 — Stop Sending Quotes: The MSP Sales Process That Actually Closes | BMK Vision Roundtable
Most MSP owners say they're great at sales — but when you examine what's actually happening, many are confusing orders with selling. In this BMK Vision Roundtable, Josh Peterson and Gary Boyle unpack why sending quotes too early kills deals, why the order of selling matters more than any closing technique, and how a simple three-pillar framework can transform close rates for MSPs at any size.
Co-Host Introduction
Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. A former MSP owner and entrepreneur, Gary brings firsthand sales experience to a conversation about what it really takes to earn the right to deliver a proposal.
⸻
🎙 What We Cover in This Episode
- Why most MSP "sales" are really just order-taking
- The order of selling: yourself first, company second, services last
- What happens when you send a quote before earning the right
- How to establish budget without asking "what's your budget?"
- The three-pillar sales framework: FTA → Discovery → Close
- Why the proposal should memorialize what's already been agreed
- The trial close and solution delivery meeting
- Close ratio and its dangerous relationship to pricing
- Hidden revenue opportunities inside your existing client base
⸻
👤 Host & Co-Host Links
Josh Peterson: https://www.linkedin.com/in/joshdpeterson/
Gary Boyle: https://www.linkedin.com/in/garyboyle/
⸻
🚀 Subscribe & Follow BMK Vision
YouTube (Video Podcast):
https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1
Learn More About the Vision Platform:
https://beringmckinley.com/vision
Apply to Be a Guest:
https://beringmckinley.com/blog#speaker-form
⸻
🎙️ Co-Host Bio — Gary Boyle
Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. With a background spanning network engineering, entrepreneurship, and strategic consulting, Gary brings real-world operator experience to helping MSP owners build stronger, more profitable businesses.
🎙️ Host Bio — Josh Peterson
Josh Peterson is the CEO of Bering McKinley and host of The BMK Vision Podcast. Since 2004, Josh has worked with hundreds of MSP owners to build operationally sound, profitable businesses through consulting, peer teams, and direct coaching.
⸻
📝 Credits
Host: Josh Peterson
Co-Host: Gary Boyle
Producer: Bering McKinley
Episode: #89 — Stop Sending Quotes: The MSP Sales Process That Actually Closes
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By Josh PetersonMost MSP owners say they're great at sales — but when you examine what's actually happening, many are confusing orders with selling. In this BMK Vision Roundtable, Josh Peterson and Gary Boyle unpack why sending quotes too early kills deals, why the order of selling matters more than any closing technique, and how a simple three-pillar framework can transform close rates for MSPs at any size.
Co-Host Introduction
Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. A former MSP owner and entrepreneur, Gary brings firsthand sales experience to a conversation about what it really takes to earn the right to deliver a proposal.
⸻
🎙 What We Cover in This Episode
- Why most MSP "sales" are really just order-taking
- The order of selling: yourself first, company second, services last
- What happens when you send a quote before earning the right
- How to establish budget without asking "what's your budget?"
- The three-pillar sales framework: FTA → Discovery → Close
- Why the proposal should memorialize what's already been agreed
- The trial close and solution delivery meeting
- Close ratio and its dangerous relationship to pricing
- Hidden revenue opportunities inside your existing client base
⸻
👤 Host & Co-Host Links
Josh Peterson: https://www.linkedin.com/in/joshdpeterson/
Gary Boyle: https://www.linkedin.com/in/garyboyle/
⸻
🚀 Subscribe & Follow BMK Vision
YouTube (Video Podcast):
https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1
Learn More About the Vision Platform:
https://beringmckinley.com/vision
Apply to Be a Guest:
https://beringmckinley.com/blog#speaker-form
⸻
🎙️ Co-Host Bio — Gary Boyle
Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. With a background spanning network engineering, entrepreneurship, and strategic consulting, Gary brings real-world operator experience to helping MSP owners build stronger, more profitable businesses.
🎙️ Host Bio — Josh Peterson
Josh Peterson is the CEO of Bering McKinley and host of The BMK Vision Podcast. Since 2004, Josh has worked with hundreds of MSP owners to build operationally sound, profitable businesses through consulting, peer teams, and direct coaching.
⸻
📝 Credits
Host: Josh Peterson
Co-Host: Gary Boyle
Producer: Bering McKinley
Episode: #89 — Stop Sending Quotes: The MSP Sales Process That Actually Closes