The MSP Sales Podcast

By Brian GilletteTechnology

The MSP Sales Podcast episodes

October 27, 2025 Episode 26 - Lessons from Building, Selling, and Starting Over (w/ Guest: Colin Knox)
What do you do after you’ve reached the top?
You’ve achieved the dream - built the business, and made the exit.
The pressure’s gone, and the question becomes - what now?

In Episode 26 of The MSP Sales Podcast, Brian Gillette sits down with Colin Knox (Founder of Gradient MSP, Passportal, & MSPCentric) for a conversation that gets down to the realities of entrepreneurship — what drives us, what drains us, and what’s waiting on the other side of “making it.”

Colin opens up about his own journey and shares hard-earned lessons from building, selling, and starting over — including:
➡️ Why chasing money rarely leads to fulfillment
➡️ How to define success beyond the spreadsheet
➡️ Why impact and purpose are stronger motivators than profit
If you’ve ever wondered what separates “busy” from “fulfilled,” or what happens after the big win, this episode is the one.

Because sometimes, the real work begins after you’ve already “made it.”
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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)"
It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.
Get it now at Amazon.com https://a.co/d/hJKoFxg

Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com
You can reach our guest Colin Knox on LinkedIn.

#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing
1 hr
October 13, 2025 Episode 25 - Marketing Works. Yours Doesn’t. Here’s Why. (w/ Guest: Johnathan Schofield)
Too many MSPs are still waiting for someone else to grow their business for them. In Episode 25 of The MSP Sales Podcast, Brian Gillette sits down with Johnathan “Skofi” Schofield, founder of FindMyITPartner.com, to unpack why so many MSPs feel stuck when it comes to growth. They break down why 77% of MSPs still rely on referrals, and what MPSs can do to start building trust on purpose instead of waiting for it to happen.

They dig into the truth behind MSP marketing:
➡️ Why “marketing doesn’t work for MSPs” is a myth
➡️ How consistency beats complexity every time
➡️ Why referrals aren’t a growth strategy (and what to do instead)
➡️ How to manufacture trust before a prospect even talks to you
This one’s a practical look at what it really takes to turn activity into traction.
Because marketing works. Sales works.
The only question is: are you working it?
_____________________________________________________
Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"
It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.
Get it now at Amazon.com https://a.co/d/hJKoFxg

Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing
56 min
September 29, 2025 Episode 24 - Standing Out in a Sea of MSP Sameness (w/ Guest: Paul Green)
In Episode 24 of The MSP Sales Podcast, Brian Gillette sits down with Paul Green — one of the most respected voices in the MSP community — to unpack why so much MSP marketing looks the same and how to finally break free.
When every website, offer, and stock photo blends together, it’s harder than ever for prospects to tell you apart. Paul shares practical, battle-tested ways to brand yourself more authentically and make your marketing unmistakably yours:
➡️ Put your name and face front and center to build real trust
➡️ Create authentic content (even on a small budget)
➡️ Avoid “AI slop” - human stories always beat generic copy
➡️ Build charisma and confidence, even if you’re introverted
If your campaigns feel invisible or prospects ghost you after the first touch, this episode will show you how to stand out, connect more deeply and become the MSP people actually remember.

_____________________________________________________
Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"
It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.
Get it now at Amazon.com https://a.co/d/hJKoFxg

www.FeelGoodMSP.com
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing

53 min
September 15, 2025 Episode 23 - How One MSP Owner’s Sales Shift Grew $70K in MRR (w/ Guest: Craig Bell)
What happens when an MSP owner stops chasing leads and starts shifting how they sell?
In Episode 23 of The MSP Sales Podcast, Craig Bell joins Brian Gillette to share the sales shift that added $70K in monthly recurring revenue. This isn’t theory - it’s a real-world story about overcoming stalled deals, reframing the sales process, and finally gaining traction.
Together, Brian and Craig unpack:
✅ Why more leads don’t always mean more sales
✅ The mindset shifts MSP owners need to close with confidence
✅ How training, coaching, and process changes can accelerate growth
✅ The practical steps that turned sales from stressful to sustainable
If you’ve ever felt stuck chasing the wrong leads, struggling to move deals forward, or doubting your ability to sell, this conversation is for you.
Tune in and learn how to rebuild your MSP sales process from the ground up.
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Rebuild your MSP sales process from the ground up with www.FeelGoodMSP.com

#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth

1 hr 6 min
September 01, 2025 Episode 22 - How MSPs Build Sales Confidence (w/ Guest: Brian Doyle)
Fear and uncertainty hold back more MSP sales opportunities than most owners realize. You land the meeting, deliver the proposal, or finally get that chance you’ve been waiting for — and then doubt creeps in. The truth is, confidence isn’t something you’re born with. It’s something you build.
In Episode 22 of The MSP Sales Podcast, Brian Gillette sits down with Brian Doyle to unpack how imposter syndrome shows up in MSP sales — and how to move past it. They reveal why mindset, preparation, and process are the antidotes to hesitation, and how MSPs can turn self-doubt into steady confidence.
You’ll discover:
✅ How reframing sales as helping changes everything
✅ Why process, preparation, and practice eliminate fear
✅ Practical ways MSPs can build lasting confidence
If sales still feels uncomfortable, this episode is your playbook for breaking free from imposter syndrome - and winning with confidence.

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Your next level of MSP sales starts at www.FeelGoodMSP.com
Learn more about vCIO Toolbox at https://vciotoolbox.com

#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #vCIO

52 min
August 18, 2025 Episode 21 - Chaos to Clarity: Streamlining MSP Operations for Growth (w/ Guest: Ash Welsh)
Most MSPs focus on features, integrations, and the latest tools — but miss the bigger picture. In Episode 21 of The MSP Sales Podcast, Ash Welsh (Quoter team at Scalepad) joins Brian Gillette to talk about operational maturity, change management, and why simplifying your processes might be the best growth move you can make.

Ash urges MSP leaders and team members alike to adopt a “business consultant” mindset:
✅ Evaluate tools for accessibility and usability, not just technical specs
✅ Anticipate change management needs during staff turnover
✅ Streamline and simplify processes so they’re easy to understand and communicate

Whether you’re the CEO or a frontline team member, the ability to think critically about how you work — and how you can do it better — will directly impact your efficiency, profitability, and client experience. This episode offers actionable ideas you can put into practice right away.
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Learn to rebuild your MSP sales process from the ground up at www.FeelGoodMSP.com
Learn more about Quoter at https://www.scalepad.com/quoter/

#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth
41 min
August 04, 2025 Episode 20 - The Sales Fixation That’s Failing MSPs (w/ Guest: Wes Spencer)
What if the real sales differentiator isn’t what you say, but how human you are when you say it?
In Episode 20 of The MSP Sales Podcast, Brian Gillette sits down with Wes Spencer, co-founder of Empath MSP and one of the most respected voices in the industry. This isn’t your typical sales talk.
Instead, Wes and Brian explore what it really takes to connect in today’s MSP landscape:
emotional intelligence, human-first leadership, and the courage to ditch old playbooks.
They unpack why so many IT providers struggle with growth, not because they lack tools or tactics, but because they’ve never been taught how to sell as themselves. Wes shares candid stories from his own journey as a founder and leader, and lays out a better path for MSPs who want more than temporary gains.
If you’ve ever felt uncomfortable in sales, struggled to connect with prospects, or just want to build a business that feels good and grows sustainably, this one’s for you.

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Turn your MSP growth efforts into a sales machine!
Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
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#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #EmailMarketing #EmailStrategy #MSPMarketing
1 hr 2 min
July 21, 2025Episode 19 - Cold Outreach That Actually Works (w/ Guest: James Milsom)
Most MSPs fail at cold outreach. Not because it doesn’t work, but because they treat it like mass marketing.
In Episode 19 of The MSP Sales Podcast, James Milsom of Hunter.io joins Brian Gillette for a deep dive into what actually works in cold email - and what MSPs keep getting wrong. Backed by data from over 11 million emails, James shares hard-earned insights on deliverability, subject lines, personalization, and how to build trust from the very first message.
Learn:
Why personalization isn’t optional anymore
What subject lines actually earn opens
How to avoid spam folders and show up with value
Whether you’re sending outreach yourself or guiding your team, this episode will help you stop guessing and start improving.

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Turn your MSP growth efforts into a sales machine!
Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.
.
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #ColdOutreach #EmailMarketing #ColdEmail #ColdCalling
1 hr 10 min
July 07, 2025 Episode 18 - Stop Killing Your Own Opportunities
Leads ignored. Quotes delayed. Opportunities ghosted.
In Episode 18 of The MSP Sales Podcast, Brian Gillette unpacks the quiet, often unconscious ways MSPs sabotage their own growth. It’s not about bad leads or weak marketing- it’s about hesitation, avoidance, and inconsistent execution at the time that it matters the most.
Whether it's pushing off sales follow-up, failing to respond in time, or delivering quotes that are missing clarity, these habits chip away at prospect trust and kill your sales momentum. And most MSP owners don’t even realize they’re doing it.
This episode isn’t about blame - it’s about awareness.
Once you can see the pattern, you can change it, and then everything can shift.
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Turn your MSP growth efforts into a sales machine!
Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.
.
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining
21 min
June 23, 2025 Episode 17 - Stop Winging It, Start Winning (w/ Guest: Mike Fielstra)
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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Turn your MSP growth efforts into a sales machine!
Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
.
.
#MSP #ManagedServiceProvider #ManagedServices #MSPSales #MSPMarketing #MSPCommunity #TechSales #ITServices #ManagedIT #CloudServices #ITConsulting
55 min

About The MSP Sales Podcast

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The MSP Sales Podcast digs into the philosophy, strategy, sales training, and techniques that allow a managed service provider to meet their maximum sales potential. For managed service providers who…