How do you go from selling water jets to selling IT services - and actually enjoy it?

In Episode 16, Brian Gillette talks with Mike Fielstra: a former MSP “hat rack” turned sales trainer at Tech Pro Marketing. Mike brings a refreshingly grounded take on the MSP sales grind, pulling from years of direct experience cold calling, chasing down leads, and managing client engagement.

He shares stories about handling 300-dial days, transitioning from outbound to inbound, and training MSPs to stop treating every lead like a sure thing. If you've ever worn too many hats in your business, Mike’s journey will feel all too familiar.

This one’s a must-listen for anyone who's tired of fluff and ready for real talk about lead management, client follow-through, and creating a process that respects your time.

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