The MSP Sales Podcast

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 want to scale, we’ll discuss the critical systems that must be in place for every MSP to succeed. We’ll be joined by industry specialists in the IT industry to offer their expert insights. Hosted by Brian Gillette, his own unique and proven empathy-driven sales philosophy has helped generate millions of dollars in revenue for IT providers who deliver managed services including network security, backup, monitoring, compliance, and more.

The MSP Sales Podcast is a technology podcast hosted by Brian Gillette, with 55 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Brian Gillette hosts The MSP Sales Podcast, a technology show with 55 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #55

  Episode 55 - These Six Sales Myths are Killing Your Results

  Aug 17, 202633 min

  If you look under the hood of a stalled MSP sales process, you'll usually find the same six pieces of advice. Advice that sounds right. Advice that's been recycled from forum posts and LinkedIn threads until nobody remembers where it came from. Most MSPs never test it. They just repeat it, and it slowly caps their growth. In this solo episode, Brian pulls apart six sales myths making the rounds in the MSP space right now. This one's for any MSP owner who's been quietly following advice they never actually stress-tested. Walk away knowing which of these six myths have been sitting in your sales process, and what to do instead. -------------------------------------------------------------------------------------------- Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! 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 . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

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  Episode #55

  Episode 54 - Overthinking to Clarity: Life Engineering for MSP Owners (w/ Gabriela Embon)

  Aug 10, 20261h 1m

  If you look under the hood of a stagnant MSP, you will find a dysregulated owner. Not a broken sales process. Not a bad tech stack. MSP owners carry a level of pressure that shows up on their faces, in their bodies, and inside their teams. When stress goes unmanaged, it does not stay at the office. It drives micromanagement, fractures relationships at home, and builds a team that depends on you instead of functioning without you. Treating work and life as two competing forces makes it worse. Gabriela Embon is a certified professional coach and chemical engineer who was sought out by MSP conference leaders because of one pattern they kept seeing: personal dysregulation is an epidemic in the channel, and it is costing operators more than they realize. In this episode, she reframes the work-life balance myth, explains why connection is the most underused performance tool in an MSP owner's toolkit, and walks through a practical transition protocol that anyone can start using today. We discuss how: → Overthinking is a coping mechanism for lack of trust → Work-life balance creates two competing forces. → When you come home dysregulated, you micromanage, disempower your team, and build dependency → Connection, not distance, is what actually regulates your stress → Tiny, intentional steps compound This episode is for the MSP owner who knows stress is affecting their performance but does not know where to start. You will walk away with a a reframe, and a reason to take the first step. -------------------------------------------------------------------------------------------- Learn more about Gabriela Embon via her website . Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! 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 . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

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  Episode #54

  Episode 53 - 7 MSP Investments to Make Before Marketing

  Aug 3, 202628 min

  If you look under the hood of a stalled MSP pipeline, the wiring problem usually isn't marketing. It's everything sitting underneath it. Ads and outbound only work as well as the foundation holding them up. Bad lighting on a sales call, no real CRM, no owned data list. These quietly cap what any campaign can do. In this solo episode, Brian Gillette walks through seven investments, each under $1,000, that build trust and confidence before a single pitch happens. None of it is more marketing spend. It's what marketing can't fix on its own. For MSP owners frustrated with their numbers and ready to look underneath the marketing, this episode is seven concrete, sub-$1,000 moves you can make this month. ** Access the link mentioned in this episode http://feelgoodmsp.com/apollo _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! 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 . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen This episode is seven concrete, sub-$1,000 moves you can make this month.

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  Episode #53

  Episode 52 - Money Treadmill: Why Working Harder Never Builds MSP Wealth (w/ Justin D Maxwell)

  Jul 27, 202654 min

  Revenue can climb for a decade. Net worth can stay flat the whole time. That gap is where most MSP owners get stuck. Standard financial advice is built for salaried employees. Save a percentage, invest a percentage, wait for retirement. That breaks down when your income comes from a business and swings by six figures a year. Justin D Maxwell has worked one-on-one with close to 1,000 seven-figure earners on this problem. He joins Brian to unpack the difference between money and wealth, and how a family office model turns profit into a system instead of a guess. → Why money and wealth are not the same thing → How a scarcity number mindset keeps high earners stuck → The shift from comfort driven thinking to impact driven wealth → Using the Ansoff Matrix to decide: push your current market, or expand → Why partnering before buying lowers the risk of a new market → Applying poker's estimated value thinking to marketing decisions → The two mistakes that keep profitable owners from building real wealth This episode is for MSP owners making money that never turns into anything lasting. Justin lays out a deliberate way to turn profit into wealth. -------------------------------------------------------------------------------------------- Learn more about Adam via his website . Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! 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 . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

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  Episode #52

  Episode 51 - Foot in the Door, Not a Doormat: How to Win Mid-Market MSP Deals (w/ Adam Burke)

  Jul 20, 202658 min

  There is a quiet mistake sabotaging your biggest mid-market deals. It is how you price the first project. Most MSPs chase the big RFP. Five hundred users, full boat, the whole suite. It looks like the dream deal. It is actually a bloody knife fight, and you only see three of the ten ways to lose it. Adam Burke is VP of Sales and Partnerships at Quest, one of the largest MSPs in the country. He skips the RFP fight. He wins mid-market accounts by landing a small project first, then earning the bigger contract on trust. → Why full-boat RFPs are a losing bet for most MSPs → How one small entry project, like a single DBA fix, becomes the door to a bigger contract → Why foot-in-the-door pricing and a foot-in-the-door project are not the same thing → The four buckets every client rotates through, and how to sell into each one → Why you never price a contract on hope or on loyalty → Why flattery is more dangerous to a growing MSP than honest criticism This one is for MSPs still trying to win by outbidding everyone on the big deal. Land small, prove yourself, then get paid full price for the second job. -------------------------------------------------------------------------------------------- Learn more about Adam via his LinkedIn . Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! 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 . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

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