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 Unknown Host, with 61 episodes on record and a Required Pod Score of 80.

Unknown Host hosts The MSP Sales Podcast, a technology show with 61 episodes published.

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  Episode #61

  Episode 61 - Utility vs Asset: Selling Who They Become in MSP Sales

  Sep 28, 202638 min

  If you look under the hood of a stalled MSP sales call, you will often find a parts list. Backup cadence. Delta files. Portal logins. The client is nodding, but nothing is landing. That is the lowest level of connection. It leads straight to the price objection, and you have nothing left to say. In Episode 61, Brian Gillette closes out the Feel-Good Close Foundations series with pillar three: build connection. This solo lecture centers on the connection chart. The shift is simple. Stop explaining what the service does. Start speaking to who the client wants to become. → Buyers see MSPs at the convenience or need level, so price gets questioned → Empathy in discovery is the antidote to FUD → Put the prospect in the driver's seat and act as the guide This one is for MSP owners and sales leads who keep losing the conversation at price. You will leave knowing where your buyer sits on the chart. -------------------------------------------------------------------------------------------- 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 #60

  Episode 60 - Sausage Making: The MSP Sales Habit That Kills Trust

  Sep 21, 202631 min

  If you look under the hood of a stalled MSP sales call, you'll find the same habit every time. Too much talking. Not enough asking. Most discovery calls still run product-forward. XDR, RMM, endpoint detection. That's sausage making. Nobody wants to buy sausage by hearing how it's made. They care about what happens after they hire you. Brian Gillette continues the Feel-Good Close lecture series with pillars one and two. Focus on the solution. Fight for authenticity. He reframes discovery from product-forward to need-forward, and shows why curiosity, not charm, builds trust. He also unpacks the gap between forced honesty and real authenticity, and why disqualifying bad fits early is a responsibility, not an inconvenience. → Need-forward discovery leads with curiosity and surfaces it → Authenticity means aligning intent with words, not just being blunt → Selective hearing hides the red flags already in front of you This one's for MSP owners and sales leads ready to stop pitching and start building trust. You'll walk away with sharper questions, a check on your own selective hearing, and a way to lead every call with the buyer's problem. -------------------------------------------------------------------------------------------- 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 #59

  Episode 59 - One of Three: Why Great MSP Closers Still Lose

  Sep 14, 202622 min

  There is a reason prospects lie to you before the pitch starts. It is not because they are bad people. It is because selling trained them to defend themselves. Most sales advice is tactics. Overcome objections. Handle pushback. Close harder. None of that explains why buyers show up guarded in the first place. This episode opens the Feel-Good Close Foundations series. Brian steps out of the interview chair to break down the adversarial sales complex, the pattern that turns sales conversations into a standoff. He names FUD as the fuel behind it, and empathy as the fix. → Why buyers default to the fake, take, escape pattern → Why fear, uncertainty, and doubt keep replacing trust in MSP sales → The one shift that breaks the adversarial cycle for good This one is for MSP owners and sales reps tired of feeling like the villain in their own pitch. Walk away with a name for the pattern working against you, and the first piece of what replaces it. -------------------------------------------------------------------------------------------- Interested in attending ScaleCon 2026? Register here with code FeelGood50 for a $50 discount: https://cvent.me/e9BBxL 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 #58

  Episode 58 - How to Break the Ice at Your Next Networking Event

  Sep 7, 202624 min

  You walk into a networking event and start selling. That is the fastest way to leave with nothing. MSPs treat these rooms like a numbers game, pitching everyone and hoping something sticks. People feel the agenda and shut down before you finish your sentence. In this solo episode, Brian breaks down how he actually breaks the ice, at events and on cold calls. The reframe: you are not there to close. You are there to earn a second conversation. → Invite yourself into a conversation circle instead of hovering → Ask two or three follow up questions before you pitch anything → Run cold calls on three things: your objective, your motive, how they win This one is for any MSP owner who dreads walking into a room full of strangers. Walk out with the confidence to break the ice and build warm pipeline. -------------------------------------------------------------------------------------------- Interested in attending ScaleCon 2026? Register here with code FeelGood50 for a $50 discount: https://cvent.me/e9BBxL 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 #57

  Episode 57 - Fire Fast, Grow Faster: Taher Hamid's Team-Building Playbook (w/ Taher Hamid)

  Aug 31, 20261h 2m

  If you look under the hood of a stalled MSP, you rarely find a bad market. You find one lead source, one excuse, and zero accountability. Most owners want one channel to save them. When SEO does not hit in three months, they blame the tactic. When leads come in and they cannot close, they blame the agency. Taher Hamid is back on the podcast - our first repeat guest! He runs MSP Camp, the Apex agency, and the ScaleCon conference. He and Brian break down why growth ceilings are almost always self-imposed. Not the market. Not the vendor. The owner. → Give SEO and AEO twelve months before you judge the channel → Run several lead sources at once, never rely on one snare → Fire fast when someone cannot keep pace with the team's standards This one is for MSP owners waiting on one channel or one hire to fix their growth. You’ll walk away knowing exactly where your ceiling comes from. -------------------------------------------------------------------------------------------- Interested in attending ScaleCon 2026? Register here with code FeelGood50 for a $50 discount. Learn more about Taher Hamid 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

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Recent guests on The MSP Sales Podcast. Study who booked and why before you pitch.

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