In this podcast episode, host Daniel Welling catches up with former colleague Graham to discuss their shared history and Graham's career journey, from his early days at Solsis to his significant role at NewCMI and beyond. The conversation explores the evolution of Managed Service Providers (MSPs), touching upon Graham's transition from a techie at HP to a business owner, and eventually into a sales and marketing role. Key topics covered include the distinctions between selling to large versus small businesses, the importance of having a dedicated sales function, and strategies for nurturing customer relationships. Graham also shares insights into their successful sales methodologies and the significance of specialised roles within a sales team to drive growth. Listeners gain valuable perspectives on the intricate balance between technical expertise and sales acumen necessary for scaling an MSP business.

00:00 Welcome and Introduction

01:05 Early Career and First Customer

02:26 Evolution of the MSP Business

04:28 Challenges and Strategies in Sales

10:40 Transition to Sales and Marketing

14:50 Selling to Larger vs. Smaller Customers

17:55 Pivot to SMB Market

19:29 NewCMI Sales Journey

19:45 Transition to Sales and Marketing

21:03 Focusing on Existing Customers

22:24 Acquisition and Team Expansion

22:42 Investing in Marketing

24:15 Sales Team Structure and Roles

29:58 Outbound Calling and SDR Role

35:40 Final Thoughts and Shameless Plug

Connect with Graham Stead on LinkedIn by clicking here – https://www.linkedin.com/in/grahamstead

Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/

Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/

Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/

MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team

We look forward to catching up with you on the next one. Stay tuned!