Pax8 Results Selling Framework Podcast
Join Keith Marchiano, Senior Executive Coach & Program Manager for Sales Enablement at Pax8, for the Results Selling Framework (RSF) podcast. The RSF provides a robust foundation designed to enhance your engagements with potential prospects and existing clients. This strategy can revolutionize your MSP’s sales approach, helping you connect with buyers and understand the problems their businesses face. Tune in to learn how to elevate your sales game and achieve better results through a proven framework.
Episodes
In this episode, join Keith Marchiano for a conversation with Kevin Hughes, Strategic Advisor at Ascentient. They discuss the process of selling IT services, including asking for introductions, planning with the client, and getting decision-makers in the room to avoid stalled deals.
Kevin shares his journey from sales admin to revenue leader, emphasizing relationship-building and leveraging client success stories to drive sales.
Dive into the latest episode featuring an insightful conversation with Brian Weiss, CEO of iTech, where we explore the entrepreneurial journey, the evolution from personalized tech services to embracing industry-wide frameworks, and the profound impact of community engagement. Tune in for a thought-provoking journey through pivotal milestones—like iTech's 20-year anniversary, the adoption of the Results Selling Framework, and the...
We all know the importance of speaking to the right contact when selling - but are you talking to ALL the right contacts? Join Keith Marchiano and Pete Busam as they explain how to connect with multiple buyer personas within your target client profile. Learn about the significance of brand recognition and how to complement your relationship-building sales skills with finely honed marketing strategies to propel your sales to the...
In this episode, Keith Marchiano interviews Rex Frank, a visionary in the MSP space and VP of Academy at Pax8. They discuss the evolution of the IT services industry, the importance of attending industry events, and the future of AI in the MSP realm. Rex shares his journey from technician to service executive and the lessons learned along the way. Learn about the origins of Academy and how enablement is key to adapting in a rap...
In this episode of the Results Selling Framework podcast, Keith Marchiano and James LaVine explore how MSPs can effectively sell cybersecurity solutions, the importance of understanding AI integration, and the need for a solid security framework to protect clients from emerging threats in both spheres. AI readiness is critical for MSPs, and cybersecurity controls are the key tool to ensuring your clients are safe as they explore ...
Join Keith Marchiano and Jonathan Cox as they dig into the future of automation and AI in sales.
Learn why having a solid sales process before implementing tools is non-negotiable and how the balance between automation and the human touch in sales interactions can set you apart.
In the face of the golden opportunity of AI, it's pivotal that we understand the importance of building trust through meaningful conversations in sales...
In this engaging podcast episode, Keith Marchiano and Maria Armstrong discuss the unique challenges and experiences of women in sales. Maria shares her journey into sales, the importance of empathy, and the generational shifts in perceptions of women in the industry. Discover strategies for MSPs to generate quick wins by analyzing client needs and engaging in effective communication. You will hear how to grow your business by hav...
It's Women's History Month! Keith Marchiano and Jennifer Evans, Operations Solutions Consultant 4 at Pax8 are here discuss the ongoing challenges women face in the sales industry. Join them as they explore the advantages and disadvantages women encounter in sales roles and share personal stories of overcoming obstacles - all while maintaining that important work-life balance needed to thrive in the sales profession. Learn about...
In this episode of the Results Selling Framework podcast, Keith Marchiano and Chris McDonell discuss the essential skills needed for sales success - active listening, effective communication, and a structured onboarding process as well as the significance of emotional intelligence and genuine communication in building relationships with prospects. They explore the role of sales leaders in coaching and developing their teams, the ...
In this episode, Keith Marchiano and Jake Gipson discuss the importance of setting clear and attainable sales goals for the new year, emphasizing the need for consistency, accountability, and strategic planning for driving growth in sales. Jacob Gipson is the Manager of Enablement Programs at Pax8, where he leads initiatives that empower sales teams and partners to achieve their goals through tailored enablement strategies. With ...
Join Keith Marchiano, Senior Executive Coach at Pax8 Academy, and Jeremy Nelson, Sales Coaching Manager at Pax8, as they dive into the crucial steps for planning new managed recurring revenue in the upcoming year. With Jeremy's extensive experience in running MSPs and sales, this episode is packed with valuable insights on setting clear goals and key performance indicators (KPIs) to achieve an impressive 20% annual growth in manage...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. In this episode, we delve into the world of sales and leadership. Sara Ehrich shares her incredible journey from office manager to Chief Operations Officer of an MSP. She and Keith discuss the importance of a sales playbook, role-playing scenarios, and key metrics for sales success. Learn about the significance of celebrating sales w...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. This week, Michael L. Giuffrida, the President at Kyber Security teams up with Keith to discuss his journey from IT engineer to business development expert, offering insights into building a positive sales mindset and the importance of reducing risk through cybersecurity. They discuss strategies for qualifying prospects, uncovering buy...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast.
In this episode Matt Lee, the Security & Compliance - Senior Director at Pax8, joins Keith to explore the art of selling cybersecurity services by positioning yourself as the expert.
Learn how to build lasting client relationships by focusing on frameworks and strategies rather than just showcasing tools.
Discover the key to becoming a...
Join us in this insightful episode as Keith Marchiano sits down with Conor Geiger, Sales Manager at Creative Computer Solutions, an MSP based in Vancouver, Washington. Together, they dive deep into the art of prospecting and share actionable tips to help you create familiarity and spark curiosity with potential clients. Understanding the challenges that come with prospecting, Keith and Conor discuss proven strategies to establish...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. In this episode, James LaVine joins Keith to dive deep into the nuanced world of attracting clients. The two will explore the strategic approaches that separate marketing from prospecting, yet show how they can complement each other to create a powerful client acquisition strategy. Whether you're a seasoned professional or just startin...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. This episode will show you how to use our Discovery Guide template to collect all the data you have gathered up to this point into an organized form to help make your sales process clear and concise. The last thing you want is for all your valuable information to be scattered to the wind - you wouldn't want to lose some critical piece ...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast.
In this episode, we delve into the art of leveraging proof points to not only support your sales narrative but also to convincingly demonstrate your ability to meet and exceed client expectations.
You will learn to craft compelling proof points that resonate with prospects and provide verifiable evidence of your past successes.
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast.
On this episode, we focus on effectively communicating the unique value of your business. You'll learn to align with your prospect's decision criteria and empathetically connect, akin to a trusted guide.
As we continue to explore the power of utilizing the Pax8 Results Selling Framework, it is critical to understand how you will explai...
Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast.
In this episode, Keith teams up with James LaVine to discuss the topic of understanding the prospect buying process.
Understanding the Prospect Buying Process is a key part of the Pax8 Results Selling Framework program. In this episode, we'll focus on practical skills needed to navigate the buying process effectively. You'll learn how to u...
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