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.

-----------------

.

.

#MSP #ManagedServiceProvider #ManagedServices #MSPSales #MSPMarketing #MSPCommunity #TechSales #ITServices #ManagedIT #CloudServices #ITConsulting 

Let’s be honest: If you’re not willing to sell, lead, and face discomfort - you’re not building a business. You’re treading water.

In this episode of The MSP Sales Podcast, Brian Gillette calls out the quiet (often subconscious) habits that keep MSPs stuck:

He also shares his own moments of burnout, avoidance, loss, and what it really means to keep showing up when things get hard.

If you’re tired, stuck, or wondering if you’ve got what it takes... this one is for you.

-----------------

.

.

#MSP #MSPSales #ManagedServices #TechSales #MSPCommunity #ITServices #ManagedIT #SalesTraining #ManagedServiceProvider

In Episode 15, Brian sits down with Nigel Moore, founder of The Tech Tribe and a beloved leader in the MSP community.

If you’ve ever struggled with feeling “salesy,” or if your relationship with money gets in the way of making confident offers, this episode is for you.

-----------------

Learn more about The Tech Tribe at https://TheTechTribe.com/

#MSPSales #ManagedServices #MSPMarketing #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #MSPServices #ITConsulting #MSPBusiness

What do you do when your MSP is technically successful - but you’re bored, burned out, or questioning whether you want to keep going? 

In this episode, Michael Bakaic shares the honest story of how he hit a wall and what happened next. After years of grinding through service work that no longer energized him, Michael made the bold decision to pivot. He didn’t just tweak his offer; he rebuilt his entire business around what actually felt good to create, sell, and deliver.

We talk about:

We also dig into the surprising evolution of Michael’s lead magnet - a cybersecurity audit tool that became his most effective conversation starter. You’ll hear how he repositioned a technical feature into a multi-stage trust-building funnel MSPs can actually use.

If you’re an MSP who’s hit a plateau, or is just tired of white-knuckling your way through growth, this episode is a powerful reminder that you can build something that works for your clients and feeds your soul too.

-----------------

.

Why are MSPs still struggling with leads — even with great tools, teams, and marketing? In this episode of The MSP Sales Podcast, Brian Gillette sits down with Nate Freedman, founder of Tech Pro Marketing, for a raw and refreshing conversation about what it really takes to grow.

Together, they pull back the curtain on the real forces behind MSP growth: human connection, speed-to-lead, and the invisible mindset traps that silently stall progress.

Learn how many MSPs are unknowingly sabotaging their own sales process, how to create justified outreach that actually builds trust, and why responding faster could be your biggest competitive edge. Whether you're just starting out or scaling fast, this is a must-listen for any IT provider ready to level up their sales game.

-----------------

.

In this episode of The MSP Sales Podcast, Brian Gillette sits down with marketing strategist Katie Vreeland to unpack what most MSPs are getting wrong when it comes to marketing - and how to do it better. Together, they explore how personal branding, authenticity, and ethical messaging can cut through the noise in an industry where skepticism runs high.

Katie shares powerful insights about building trust, standing out without relying on tired gimmicks, and creating marketing that actually connects. Whether you're an MSP owner doing your own outreach or you're leading a team, this episode will challenge you to think differently about visibility, awareness, and the customer journey.

Listen now and take your MSP marketing from forgettable to unforgettable.

-----------------

.

Why might SaaS sales reps struggle in MSP sales? On the surface, selling software and selling managed services may seem similar - but the reality is, they require very different approaches.

In this episode of The MSP Sales Podcast, we sit down with Tanner Cookson (@ Alternative Payments) to break down the fundamental differences between SaaS sales and MSP sales. We discuss why many SaaS-trained reps struggle in MSP roles, and what MSP owners need to know before making their next sales hire. From the importance of relationship-driven selling to the challenges of longer sales cycles, we explore what it really takes to succeed in MSP sales.

If you’re an MSP looking to build the right sales team, don’t miss this conversation! We’ll help you understand what skills to prioritize, how to onboard sales reps effectively, and why a strong sales process is just as important as hiring the right person.

🔹 What’s the biggest challenge you’ve faced in hiring MSP sales reps? Let us know in the comments!

-----------------

(Today's guest, Tanner Cookson can be reached on LinkedIn. )

More reps, more tools, more activity - does that result in more sales? Not always.

What’s the biggest sales roadblock you’ve faced? Let us know in the comments and watch this episode now.

-----------------

.

Are you tired of drifting along in a sea of sameness? In this episode of The MSP Sales Podcast, Brian Gillette sits down with Alex Farling to talk about one of the biggest challenges in the managed services industry - standing out in a crowded market.

This episode breaks down how MSPs may unknowingly commoditize themselves, and struggle to communicate their unique value. From refining your sales process to creating deeper client relationships, Alex shares hard-hitting insights that can steer your MSP away from being “just another provider” and build some true differentiation.

What steps are you really taking to separate your MSP from the competition?

-----------------

.

In this episode of 'The MSP Sales Podcast,' host Brian Gillette sits down with Tim Fitzpatrick of Rialto Marketing to uncover the critical overlap between sales and marketing for MSPs. They look at why many MSPs struggle with lead generation and the importance of setting a clear strategy before diving into marketing initiatives. 

Tim shares his insights on how to verticalize your services, build trust through targeted messaging, and ensure long-term business success. 

This episode is packed with strategies to help you succeed!

-----------------

.