Pax8 Results Selling Framework Podcast

Hiring salespeople in an MSP can cost time, money, and momentum when the wrong person looks good on paper but fails in the seat. Dr. Christopher Croner breaks down the traits and interview signals that actually predict sales success. Keith Marchiano and Dr. Croner discuss the danger of confusing experience with performance, the three non-teachable traits behind top sellers, and how to ask better behavioral interview questions. If y...

Most MSPs are making a critical mistake by sticking to traditional sales tactics in a fast-evolving industry — but Rob Rae reveals how relationship-driven selling and AI integration are transforming the game entirely. If you want to stay relevant in the AI-powered future of managed services, this episode is your blueprint for success. Rob Rae, corporate vice president of community and ecosystems at Pax8 and a 25-year indust...

Most MSPs are wasting time and money on marketing strategies that don’t work — until now.

Pete Busam, owner of Equilibrium Consulting, reveals how mastering target audience clarity and leveraging AI-driven tactics can transform your marketing from guesswork into a powerful growth engine. If you’re tired of blending in with the competition or wasting your budget on ineffective tactics, this episode is your breakthr...

Unlock the secret to boosting MSP profits and safeguarding your revenue with smarter contracts—without the legal jargon. If you’re an MSP owner or sales leader, ignoring your contract strategy could be the biggest oversight costing you thousands.

This episode reveals the overlooked tools every MSP must harness—contracts that are clear, proactive, and built for growth—so you avoid revenue leakage, protect you...

In this episode, Keith Marchiano chats with Max Barnhart about effective prospecting strategies, building trust with clients, and leveraging AI to supercharge sales efforts. Max shares practical insights drawn from his experience scaling MSP sales, focusing on relationship building, niche targeting, and process optimization. 🔑 Key Topics Covered ✅ The importance of building a referral circle and authentic relationships ✅ How to ...

In this episode of the RSF Podcast, we dive into building scalable growth systems, defining clarity around ideal client profiles, and shifting from founder chaos to founder clarity. Amy Luby, channel veteran and Pax8 Academy Executive Coach, shares her invaluable insights from decades of experience, emphasizing the importance of systems, processes, and strategic planning for long-term success.

🔑 Key Topics Covered ✅ The signific...

Are you ready to revolutionize your sales game? In the latest episode of the Result Selling Framework podcast, we dive into how AI is reshaping the way MSPs identify prospects and set appointments. Join Keith Marchiano and Erick Simpson, CEO of Channel Mastered, to learn how MSPs can harness the power of AI for better lead generation and sales outcomes. Don't get left behind - find out how to unlock new revenue streams an...

In this insightful episode of the Results Selling Framework podcast, hosts Keith Marchiano and Dave Cava delve into the essentials of building a successful sales organization within the MSP industry. They discuss the critical importance of establishing a strong foundation before hiring salespeople, the significance of culture fit in recruitment, and the invaluable role of peer groups in continuous learning. Dave also shares perso...

In this episode, Keith Marchiano and Jeremy Nelson discuss the critical aspects of hiring salespeople. Learn how they handled their first sales hires - and why it's so important to have a solid sales process and understanding of your target market BEFORE bringing on a salesperson. 🔑 Key Topics Covered ✅ How to assess your onboarding capacity before hiring. ✅ Why sales skills can—and should—be developed with trainin...

Ready to start 2026 with unstoppable momentum? Join Keith Marchiano and Jeff Weiss as they unpack what it really takes to drive sales success. In this episode, they dive into the metrics that matter, the power of accountability, and how to plan effectively for long-term growth. Learn how to overcome the biggest challenges of building a sales program and create proactive processes that generate consistent, high-quality revenue. Whe...

In this timely Cybersecurity Month episode of the RSF Podcast, host Keith Marchiano sits down with cybersecurity expert James LaVine to tackle one of the most pressing challenges facing managed service providers today: protecting small businesses in an AI-driven threat landscape. With his unique background spanning 25 years as an MSP owner and military intelligence expertise, LaVine brings a "head on a swivel" perspective to cyber...

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.

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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, a...

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...