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.
Episodes
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...
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 market...
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 m...
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...
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 ...
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, a...
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 tr...
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 ...
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, transi...
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:
- Hiding behind busywork
- Outsourcing sales before understanding it
- Waiting for that “pe...
In Episode 15, Brian sits down with Nigel Moore, founder of The Tech Tribe and a beloved leader in the MSP community. But this isn’t just another Nigel Moore interview. Here's why; Instead of retelling the greatest hits, Nigel speaks to us about something deeper: how his upbringing shaped his money mindset and how that mindset almost sabotaged his ability to sell. This episode is an honest look at the journey that many tech-minde...
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 sits down with Brian Gillette and 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 en...
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 s...
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 relyi...
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 ...
More reps, more tools, more activity - does that result in more sales? Not always. Your pipeline might even be full, but the deals just aren’t closing. In this episode, Brian Gillette sits down with Jeffrey Newton, former MSP sales leader turned co-founder at Cyft, to break down a forensic approach to diagnose and fix sales inefficiencies. They discuss why process alone isn’t enough and how aligning human connection with sales str...
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 re...
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, an...
In this episode of The MSP Sales Podcast, Brian Gillette chats with Casey Seaborne about how MSPs can transform their MSP sales teams success and scalability. Casey shares actionable insights on why sales processes often fail, the role of emotional intelligence (EQ) in sales success, and the steps MSP owners need to take to support their sales teams effectively.
Casey explains how simplifying offerings, standardizing processes, and...
Want to scale your MSP? Join Brian Gillette and John Davenjay of Bowman Williams as they discuss the secrets of how to hire right and staff your MSP both successfully and effectively. With lessons drawn from John’s inspiring journey - this episode is packed with practical advice to help you take your business to the next level.
John shares how grit and determination helped shape his career, battling through challenges as an entrepr...
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