The MSP Sales Podcast

Most MSPs don’t fail because of technology.

They stall because the fundamentals of growth aren’t in place.

In Episode 36 of The MSP Sales Podcast, Brian Gillette is joined by Tim Conkle to break down the three foundational elements every MSP needs if they want to scale beyond survival mode.

This conversation dives into what separates MSPs that plateau from those that build real momentum - and why many owners focus on tactics before these core pieces are actually in place.

In this episode, you’ll hear:

 → The 3 foundational ingredients every growing MSP needs

If your MSP feels stuck, overwhelmed, or inconsistent in growth, this episode explains what needs to change first.

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Most MSP owners don’t struggle because they lack technical skill.

In Episode 35 of The MSP Sales Podcast, Brian sits down with serial entrepreneur and MSP growth strategist Shawn Freeman to unpack what it really takes to transition from hands-on operator to visionary CEO.

This isn’t theory. It’s about building scalable systems, integrating AI intentionally, and shifting your leadership identity so the business can grow beyond you.

In this episode, you’ll hear:

→ Why MSP owners stall when they stay in operator mode

If you want to stop being the bottleneck and start building an MSP that scales with intention, this episode lays out the path.

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In Episode 34 of The MSP Sales Podcast, Brian Gillette breaks down a hard truth. Most MSP owners learn the expensive way: not all “good advice” is good for you - at least not yet.

Some advice is universal. Some is contextual. And some is only true in a specific sequence, after certain prerequisites have been put into place.

In this episode, you’ll learn:

If you’ve ever felt like you’re doing everything you’re told and still not seeing results, this episode will help you identify what’s missing: context, stage, and order.

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Word-of-mouth is the lifeblood of the MSP, but it is notoriously difficult to scale. In this episode, Brian Gillette sits down with Scott Millar (IT Rockstars), author of Virtually Irresistible, to discuss why webinars are the ultimate bridge between technical expertise and scalable relationship building.

Many MSP owners avoid webinars due to "tech anxiety" or a fear of public speaking, but Scott reframes the process as a repeatable system rather than a performance. They dive deep into the tactical side of lead generation, explaining why Meta’s machine learning often outperforms LinkedIn for reaching decision-makers at a fraction of the cost.

In this episode, you’ll learn:

This episode provides the structural blueprint to move from accidental 'word-of-mouth' growth to an intentional, scalable inbound system.

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Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format!

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In Episode 32 of The MSP Sales Podcast, Brian Gillette is joined by John Snyder (CEO) and Neelesh Patel (President) of Net Friends for a candid, behind-the-scenes look at what it really takes to build a successful MSP - the wins, the mistakes, and the decisions that shaped where they are today.

This isn’t a polished success story. It’s an honest conversation about growth through constraint, learning the hard way, and how a strong partnership became a competitive advantage instead of a liability. John and Neelesh share how they navigated leadership challenges, clarified roles, and built trust as the company scaled.

Along the way, they dig into how Net Friends thinks about marketing, differentiation, and experimentation. This episode is packed with insights MSP owners can actually apply.

In this episode, you’ll hear:

If you’re an MSP who wants to learn from people who’ve lived it - this episode offers a look at what sustainable success requires.

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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"

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In Episode 31 of The MSP Sales Podcast, Brian Gillette is joined by Chris Day (CEO at ScalePad) for a no-nonsense conversation about the shift every MSP leader must make to move from reactive survival mode to intentional leadership.

Too many MSPs remain dependent on the owner. Every decision, escalation, and bottleneck runs through one person. Chris breaks down why this happens, how it silently limits momentum, and what it actually takes to build an MSP that can operate and grow without constant founder involvement.

Together, Brian and Chris explore:

If you’re an MSP owner who feels indispensable to your business - or concerned that your growth still feels fragile - this episode will challenge how you think about what “leveling up” looks like.

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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"

In Episode 30 of The MSP Sales Podcast, Brian Gillette sits down with Jim Spignardo, Director of Cloud Strategy & AI Enablement at ProArch, for a practical conversation about what it actually takes to build a modern MSP today.

With over 25 years in IT across networking, cloud, cybersecurity, and consulting, Jim brings a grounded perspective on how MSPs must evolve beyond tools and tech stacks. Together, they explore how cloud maturity, AI enablement, and user experience now intersect - and how ignoring any of them creates friction for clients and internal teams.

They discuss;

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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"

In Episode 29 of The MSP Sales Podcast, Brian Gillette sits down with Dor Eisner (CEO & Co-Founder of Guardz) for a grounded, myth-busting conversation about selling cybersecurity in an AI-shaped world.

Too many MSPs feel pressured to become “cyber experts” overnight while many clients think cybersecurity is either too technical or too expensive to take seriously. Dor explains why both sides are looking at the problem the wrong way, and how MSPs can simplify, educate, and lead with confidence.

Together, they explore:

➡️ Why MSPs overestimate how much clients want to know about cybersecurity

Whether you’re an MSP owner, vCISO, or someone trying to meaningfully add cybersecurity to your stack, this episode will help you communicate value more clearly, close deals more confidently, and protect clients more effectively.

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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"

In Episode 28 of The MSP Sales Podcast, Brian Gillette sits down with Brian Hoppe (Strategic Advisor and Revenue Coach to MSPs) to unpack why pricing, packaging, and financial clarity shape the entire sales experience. Not through pressure, scripts, or gimmicks - but through alignment, transparency, and knowing your numbers.

Together, they break down how the right packaging eliminates discounting, creates confidence in the sales process, and makes growth predictable instead of stressful.

In this episode, you’ll learn:

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Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"

In Episode 27 of The MSP Sales Podcast, Brian Gillette kicks off the new Lead Generation Series- a focused, no-nonsense deep dive into what actually works for MSPs looking to build a reliable pipeline.

Don’t waste time on the gimmicks, shortcuts, and “one weird trick” advice floating around out there. This episode breaks down the fundamentals of consistent outbound lead generation - how to use calls, emails, and events in a repeatable, measurable way to drive sales conversations.

Want to know what separates MSPs who get consistent leads from those who stay stuck in “feast or famine” mode? Learn;

If you’ve ever wondered why your lead gen feels unpredictable, this episode lays the foundation for this series. Because real growth doesn’t come from hacks. It comes from doing the right work, consistently.

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"How To Sell a Sh*tload of Managed Services (without selling your soul)" <--- A new book now available at Amazon.