You don’t need more leads—you need better habits. In this episode, Graham Stead shares how he helped grow CMI to £18M in revenue by building a repeatable sales engine focused on existing clients.

From white space reviews to stakeholder mapping and sales rhythm, this is a tactical deep-dive for MSPs who want predictable growth without relying on marketing miracles.

🎙️ In this episode:

• What “white space” really means for MSPs

• How to audit your clients for upsell opportunities

• Building sales time discipline

• Mapping stakeholder influence to reduce churn

• Why discounts are often lazy—and what to do instead

Guest: Amy Luby, Chief Channel Evangelist

What if your MSP’s biggest risk isn’t lack of revenue—but what lies underneath it?

In this episode of Harvest, James Steel is joined by channel veteran Amy Luby to explore the hard realities of client churn, misaligned services, and how one MSP lost over $20M in revenue before turning it around. From rebuilding trust with frustrated customers to simplifying over-engineered service offerings, Amy brings no-nonsense advice from the field.

You’ll hear:

• The first signs things are going wrong (before it shows up in your P&L)
• How to realign services that aren’t solving real client pain
• Why MSPs should ditch “best practices” and double down on curiosity
• How culture—not tools—is your biggest differentiator

This one is all about what happens after the spreadsheet says everything’s fine—but your gut knows otherwise.

Links & Resources:

Amy Luby on LinkedIn: linkedin.com/in/amyluby

More episodes at: salesbuildr.com/harvest

Are you still chasing cold leads while leaving existing client revenue on the table?

In this episode of Harvest, James sits down with John Humphrey — former MSP CEO turned AI strategist — to unpack a sharp, practical method for growing revenue from within your current accounts. He calls it Heat Maps & Hunches.

You’ll learn how to map relationships that actually drive sales, spot silent blockers inside your client orgs, and equip your delivery team to surface real opportunities. John also shares how AI tools like Perplexity and Copilot can transform the way you prep for meetings and deepen trust across the board.

If you’re ready to become the advisor your clients actually rely on — this one’s for you.

Guest: John Humphrey

Full episode page: https://www.salesbuildr.com/harvest-msp-sales-show

Brought to you by: Salesbuildr — the quotation and proposal tool for MSPs.

If you enjoyed the episode, consider leaving a review. Thanks for listening.

Are you still leading with features instead of fixing what actually matters to your clients?

In this episode of Harvest, James sits down with Hanneke Vogels — author of Sales Tech and strategic sales advisor — to explore how you can reframe your sales conversations, lead with context, and structure meetings that actually convert.

You’ll hear how to prep faster using GPTs, use CRM alerts to stay ahead of client needs, and stop hiding your value behind 30-slide decks.

If you’re ready to sound less like a vendor and more like a business advisor — this one’s for you.

Guest: Hanneke Vogels

Full episode page: https://www.salesbuildr.com/harvest-msp-sales-show

Brought to you by: Salesbuildr — the quotation and proposal tool for MSPs.

If you enjoyed the episode, consider leaving a review. Thanks for listening.

In this episode of Harvest, we are joined by Hanneke Vogels, author of "Sales Tech" and former Business Manager at KPN Internedservices where she achieved 80% revenue growth. With 15 years in tech and now as Managing Partner at Stryfes, she helps companies align their tech and business strategy. Her experience bridging sales and technology gives her unique insights into how MSPs can evolve beyond technical support.

What we chatted about:

🌱 Why clients view MSPs like insurance (and how to fix it)

🌱 Creating custom GPTs for client research and preparation

🌱 Setting up LinkedIn automation to detect relationship risks

🌱 Breaking free from PowerPoint to have real conversations

🌱 Becoming your clients' bridge to Microsoft's latest features

Don't miss this opportunity to learn how to transform your client relationships from tolerated necessity to valued partnership. Happy Harvesting!

🔔 SUBSCRIBE TO THE HARVEST CHANNEL:

/ @harvest-msp-sales-show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: / harvest-the-msp-sales-show

CONNECT WITH HANNEKE VOGELS ON SOCIAL MEDIA 👇🏾

LinkedIn: / hannekevogels

If you found this conversation valuable or even "just" mildy entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations. Watch now and get inspired!

#mspgrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy

We’re taking a breather between Seasons 1 and 2, so here’s another highlights reel packed with insights from our incredible MSP and sales experts. In this clip, you’ll hear from guests like Maria Armstrong (Pax8 Academy), Paul Green (MSP Marketing Edge), Brian Gillette (Feel-Good MSP), Juan Fernandez (SuperOps), and James Davis (TSP Advisory).

They discuss everything from building a flexible product portfolio (beyond just a “stack”) to having genuine, empathetic client conversations and focusing on profit from day one.

Grab a notepad—you’ll pick up practical tips on streamlining your sales process, keeping customers happy, and driving real growth through stronger relationships with the clients you already have.

If you’re ready to take your MSP to the next level, you won’t want to miss these highlights! Enjoy and stay tuned for Season 2.

🔔 SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

If you found this episode valuable or even entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy #BusinessGrowth

We’re taking a breather between Seasons 1 and 2, so here’s another highlights reel packed with insights from our incredible MSP and sales experts. In this clip, you’ll hear from guests like Maria Armstrong (Pax8 Academy), Paul Green (MSP Marketing Edge), Brian Gillette (Feel-Good MSP), Juan Fernandez (SuperOps), and James Davis (TSP Advisory).

They discuss everything from building a flexible product portfolio (beyond just a “stack”) to having genuine, empathetic client conversations and focusing on profit from day one.

Grab a notepad—you’ll pick up practical tips on streamlining your sales process, keeping customers happy, and driving real growth through stronger relationships with the clients you already have.

If you’re ready to take your MSP to the next level, you won’t want to miss these highlights! Enjoy and stay tuned for Season 2.

🔔 SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

If you found this episode valuable or even entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy #BusinessGrowth

Welcome to this very special edition of Harvest!

In this episode, we’re revisiting a collection of our early conversations featuring top MSP experts and sales leaders—like Nigel Moore (The Tech Tribe), Dan Scott (IT Nation), Jeffrey Newton (MSP Insider), Ian Grow (Start Tech), and Yuri van der Sluis (SalesHookup).

From strategies to build stronger client communities and identify overlooked metrics, to streamlined sales processes and unwavering confidence in your service offerings, these highlights offer practical wisdom you can apply to your MSP right now. No theory, no fluff—just actionable steps to help you grow your business.

If any of these insights spark your interest, be sure to check out the full episodes for deeper dives and even more tips. Let’s get harvesting and unlock the potential within your current customers!

🔔 SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

If you found this episode valuable or even entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy #BusinessGrowth

Welcome to this very special edition of Harvest! In this episode, we’re revisiting a collection of our early conversations featuring top MSP experts and sales leaders—like Nigel Moore (The Tech Tribe), Dan Scott (IT Nation), Jeffrey Newton (MSP Insider), Ian Grow (Start Tech), and Yuri van der Sluis (SalesHookup).

From strategies to build stronger client communities and identify overlooked metrics, to streamlined sales processes and unwavering confidence in your service offerings, these highlights offer practical wisdom you can apply to your MSP right now. No theory, no fluff—just actionable steps to help you grow your business.

If any of these insights spark your interest, be sure to check out the full episodes for deeper dives and even more tips. Let’s get harvesting and unlock the potential within your current customers!

In this episode of Harvest, we are joined by James Davis, Chief Strategy Officer at TSP Advisory. With years of experience in the MSP space, James shares invaluable insights into what sets successful MSPs apart and how businesses can transform to thrive in today’s competitive landscape.

From defining your company’s identity to building a flexible portfolio, James talks about how MSPs can move beyond generic service offerings to truly meet client needs. He highlights the importance of understanding your client's business, evolving past the traditional service model, and the immense potential in building consultative relationships.

Whether you're an MSP looking to differentiate your business or simply interested in how the industry is evolving, this conversation is packed with practical advice and fresh perspectives.