The MSP Sales Podcast

In Episode 32 of The MSP Sales Podcast, Brian Gillette is joined by John Snyder (CEO) and Neelesh Patel (President) of Net Friends for a candid, behind-the-scenes look at what it really takes to build a successful MSP - the wins, the mistakes, and the decisions that shaped where they are today. This isn’t a polished success story. It’s an honest conversation about growth through constraint, learning the hard way, and how a strong partnership became a competitive advantage instead of a liability. John and Neelesh share how they navigated leadership challenges, clarified roles, and built trust as the company scaled. Along the way, they dig into how Net Friends thinks about marketing, differentiation, and experimentation. This episode is packed with insights MSP owners can actually apply. In this episode, you’ll hear: ➡️ How a strong CEO–President partnership accelerates growth ➡️ The mistakes they made early - and what they’d do differently ➡️ Why clarity of roles matters more as MSPs scale ➡️ Creative marketing and AI ideas  If you’re an MSP who wants to learn from people who’ve lived it - this episode offers a look at what sustainable success requires. _____________________________________________________ Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing  #SalesTraining 

In Episode 31 of The MSP Sales Podcast, Brian Gillette is joined by Chris Day (CEO at ScalePad) for a no-nonsense conversation about the shift every MSP leader must make to move from reactive survival mode to intentional leadership. Too many MSPs remain dependent on the owner. Every decision, escalation, and bottleneck runs through one person. Chris breaks down why this happens, how it silently limits momentum, and what it actually takes to build an MSP that can operate and grow without constant founder involvement. Together, Brian and Chris explore: ➡️ Why reactivity keeps MSPs stuck (even when revenue is growing) ➡️ How intentional leadership creates leverage ➡️ How to build systems instead of dependencies ➡️ How to step out of the day-to-day without losing control of the business If you’re an MSP owner who feels indispensable to your business - or concerned that your growth still feels fragile - this episode will challenge how you think about what “leveling up” looks like.     _____________________________________________________ Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing  #SalesTraining 

In Episode 30 of The MSP Sales Podcast, Brian Gillette sits down with Jim Spignardo, Director of Cloud Strategy & AI Enablement at ProArch, for a practical conversation about what it actually takes to build a modern MSP today. With over 25 years in IT across networking, cloud, cybersecurity, and consulting, Jim brings a grounded perspective on how MSPs must evolve beyond tools and tech stacks. Together, they explore how cloud maturity, AI enablement, and user experience now intersect - and how ignoring any of them creates friction for clients and internal teams. They discuss; ➡️ Why “modern MSP” is more about experience than tech ➡️ How AI is reshaping service delivery ➡️ The role of cloud strategy in long-term MSP relevance ➡️ Why UX matters just as much for internal teams as end users ➡️ Common mistakes MSPs make when adopting AI If you’re an MSP owner, technical leader, or consultant trying to modernize your services, this conversation will help you think more clearly about where to focus.     _____________________________________________________ Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing  #SalesTraining   

In Episode 29 of The MSP Sales Podcast, Brian Gillette sits down with Dor Eisner (CEO & Co-Founder of Guardz) for a grounded, myth-busting conversation about selling cybersecurity in an AI-shaped world. Too many MSPs feel pressured to become “cyber experts” overnight while many clients think cybersecurity is either too technical or too expensive to take seriously. Dor explains why both sides are looking at the problem the wrong way, and how MSPs can simplify, educate, and lead with confidence. Together, they explore: ➡️ Why MSPs overestimate how much clients want to know about cybersecurity ➡️ How AI is already reshaping threat landscapes ➡️ A practical path for MSPs who feel “outgunned” by the pace of innovation ➡️ Why selling cybersecurity is really about risk reduction ➡️ The common fears that stall customer decisions Whether you’re an MSP owner, vCISO, or someone trying to meaningfully add cybersecurity to your stack, this episode will help you communicate value more clearly, close deals more confidently, and protect clients more effectively.   _____________________________________________________ Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing   

Brian Hoppe, a former MSP owner turned strategic advisor and revenue coach, guides MSPs on pricing, packaging, and financial clarity. He discusses how clear packaging stops discounting and stalls, why knowing your margins and EBITDA matters before scaling, and how predictable pricing creates a confident, sellable business.

In Episode 27 of The MSP Sales Podcast, Brian Gillette kicks off the new Lead Generation Series- a focused, no-nonsense deep dive into what actually works for MSPs looking to build a reliable pipeline. Don’t waste time on the gimmicks, shortcuts, and “one weird trick” advice floating around out there. This episode breaks down the fundamentals of consistent outbound lead generation - how to use calls, emails, and events in a repeatable, measurable way to drive sales conversations. Want to know what separates MSPs who get consistent leads from those who stay stuck in “feast or famine” mode? Learn; ➡️ The truth about why most outbound fails ➡️ How to balance short-term outreach with long-term brand building ➡️ What to measure (and what not to obsess over) If you’ve ever wondered why your lead gen feels unpredictable, this episode lays the foundation for this series. Because real growth doesn’t come from hacks. It comes from doing the right work, consistently. _____________________________________________________ "How To Sell a Sh*tload of Managed Services (without selling your soul)" <--- A new book now available at Amazon. Written by Brian Gillette, Founder of Feel-Good MSP and host of the MSP Sales Podcast - it’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now https://a.co/d/hJKoFxg Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #MSPLeadGen #LeadGeneratio #LeadGen

What do you do after you’ve reached the top? You’ve achieved the dream - built the business, and made the exit. The pressure’s gone, and the question becomes - what now? In Episode 26 of The MSP Sales Podcast, Brian Gillette sits down with Colin Knox (Founder of Gradient MSP, Passportal, & MSPCentric) for a conversation that gets down to the realities of entrepreneurship — what drives us, what drains us, and what’s waiting on the other side of “making it.” Colin opens up about his own journey and shares hard-earned lessons from building, selling, and starting over — including: ➡️ Why chasing money rarely leads to fulfillment ➡️ How to define success beyond the spreadsheet ➡️ Why impact and purpose are stronger motivators than profit If you’ve ever wondered what separates “busy” from “fulfilled,” or what happens after the big win, this episode is the one. Because sometimes, the real work begins after you’ve already “made it.” _____________________________________________________ Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com You can reach our guest Colin Knox on LinkedIn. #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing 

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 into the truth behind MSP marketing: ➡️ Why “marketing doesn’t work for MSPs” is a myth ➡️ How consistency beats complexity every time ➡️ Why referrals aren’t a growth strategy (and what to do instead) ➡️ How to manufacture trust before a prospect even talks to you This one’s a practical look at what it really takes to turn activity into traction. Because marketing works. Sales works. The only question is: are you working it? _____________________________________________________ Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing 

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 marketing unmistakably yours: ➡️ Put your name and face front and center to build real trust ➡️ Create authentic content (even on a small budget) ➡️ Avoid “AI slop” - human stories always beat generic copy ➡️ Build charisma and confidence, even if you’re introverted If your campaigns feel invisible or prospects ghost you after the first touch, this episode will show you how to stand out, connect more deeply and become the MSP people actually remember. _____________________________________________________ Did you catch the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)" 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 www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing   

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 more sales ✅ The mindset shifts MSP owners need to close with confidence ✅ How training, coaching, and process changes can accelerate growth ✅ The practical steps that turned sales from stressful to sustainable If you’ve ever felt stuck chasing the wrong leads, struggling to move deals forward, or doubting your ability to sell, this conversation is for you. Tune in and learn how to rebuild your MSP sales process from the ground up. _____________________________________________________ Rebuild your MSP sales process from the ground up with www.FeelGoodMSP.com #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth