Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs)

Selling MSP Services Without “Selling” (983)

Listen Later

Most MSPs say they’re “relationship‑driven,” but Laura Jeter has turned that into a repeatable sales engine inside a large national managed services organization. In our conversation, she shares real‑world stories from enterprise deals, lessons from working with global vendors, and the exact research‑first habits she expects from her sales team before they ever book a meeting. If you’re tired of being seen as a cost center instead of a strategic IT partner, you’ll want to steal a few pages from her playbook.

=== Time Stamps

  • 00:24 Meet Laura Jeter from Vector Security Networks
  • 03:10 What Vector Security Networks Does Nationally
  • 06:45 Co‑Managed IT and Partnering with Other MSPs
  • 10:03 Laura’s Journey from Mainframes to MSP Sales
  • 14:40 Why Most MSPs Struggle with Sales
  • 18:00 Selling Outcomes, Not Line‑Item IT Services
  • 21:14 Better Discovery: Questions That Actually Land Deals
  • 24:05 Finding the Right Prospects and Ideal Clients
  • 29:48 Using LinkedIn Sales Navigator and Research in Sales
  • 36:24 Following Clients When They Change Jobs
  • 40:01 Building a Strong Sales Engine Inside an MSP

    • == Guest

    • Laura Jeter, Vector Security Networks (Director of Sales, Managed Network Services): https://www.vectorsecuritynetworks.com

      • === Shout-outs

      • MSP Association of America: https://www.mspassociation.com/

        • === Companies / Vendors / Products Mentioned

        • LinkedIn Sales Navigator: https://www.linkedin.com/sales
        • ZoomInfo: https://www.zoominfo.com
        • IT Expo: https://www.itexpo.com
        • MSP Expo: https://www.mspexpo.com

          • === SPONSORS: 

          • Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker
          • Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/
          • Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip
          • Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid
          • Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready

            • === SHOW MUSIC: 

            • Item Title: Upbeat & Fun Sports Rock Logo
            • Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET
            • Author Username: AlexanderRufire
            • Item License Code: 7X9F52DNML

              • === Connect with Uncle Marv

              🌐 Website: https://www.itbusinesspodcast.com/
              🎙 Host: Marvin Bee
              🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
              ☕ Support the show: https://ko-fi.com/itbusinesspodcast

              If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

              ...more
              View all episodesView all episodes
              Download on the App Store
              Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs)By Marvin Bee
              • 5
              • 5
              • 5
              • 5
              • 5

              5

              8 ratings

              More shows like Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs)

              View all
              MSP Unplugged by Paco Lebron

              MSP Unplugged

              10 Listeners

              All Things MSP by Justin Esgar and Eric Anthony

              All Things MSP

              17 Listeners