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The MSP Sales Podcast: Daily Summaries Delivered
by Brian Gillette
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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- Today30 min
Episode 60 - Sausage Making: The MSP Sales Habit That Kills Trust
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
- 1 weeks ago21 min
Episode 59 - One of Three: Why Great MSP Closers Still Lose
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
- 2 weeks ago24 min
Episode 58 - How to Break the Ice at Your Next Networking Event
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
- 3 weeks ago1h 1m
Episode 57 - Fire Fast, Grow Faster: Taher Hamid's Team-Building Playbook (w/ Taher Hamid)
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
- 4 weeks ago52 min
Episode 56 - What One Man Can Do: Rebuilding an MSP After Losing It All (w/ Sergey Poltev)
If you look under the hood of an MSP that never grows, you will usually find one owner trying to do it all. That was Sergey Poltev, and it almost cost him everything. He was overworked, stuck in the tickets, and running his life on empty. The burnout cost him his marriage and his house. Then, a bad partnership deal collapsed and cost him half of his clients, leaving him with barely enough to survive. If you are an MSP owner, there is guaranteed to be something you can relate to in Sergey's story. He is a computer science grad who had to learn the hard way that a technical ego is the ultimate bottleneck to business freedom. He rebuilt from absolute scratch by shifting his entire operational philosophy. Instead of micromanaging tasks, he started delegating by outcomes. Today, he runs two multi-million dollar MSPs and a global virtual staffing agency. He breaks down how he let go, why virtual talent is the cheat code for scaling, and how pairing AI with a VA multiplies your leverage. We cover: → Why most owners hand their team tasks instead of outcomes → Why you must treat offshore talent like full employees → How to do a proper "time study" to figure out what only you can do → Rejection proofing: How a stand-up comedy course can fix your sales Whether you are drowning in tickets or trying to make your first hire, Sergey's story shows what is waiting on the other side of letting go. -------------------------------------------------------------------------------------------- Learn more about Sergey Poltev 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
- Aug 17, 202632 min
Episode 55 - These Six Sales Myths are Killing Your Results
If you look under the hood of a stalled MSP sales process, you'll usually find the same six pieces of advice. Advice that sounds right. Advice that's been recycled from forum posts and LinkedIn threads until nobody remembers where it came from. Most MSPs never test it. They just repeat it, and it slowly caps their growth. In this solo episode, Brian pulls apart six sales myths making the rounds in the MSP space right now. This one's for any MSP owner who's been quietly following advice they never actually stress-tested. Walk away knowing which of these six myths have been sitting in your sales process, and what to do instead. -------------------------------------------------------------------------------------------- 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
- Aug 10, 20261h 1m
Episode 54 - Overthinking to Clarity: Life Engineering for MSP Owners (w/ Gabriela Embon)
If you look under the hood of a stagnant MSP, you will find a dysregulated owner. Not a broken sales process. Not a bad tech stack. MSP owners carry a level of pressure that shows up on their faces, in their bodies, and inside their teams. When stress goes unmanaged, it does not stay at the office. It drives micromanagement, fractures relationships at home, and builds a team that depends on you instead of functioning without you. Treating work and life as two competing forces makes it worse. Gabriela Embon is a certified professional coach and chemical engineer who was sought out by MSP conference leaders because of one pattern they kept seeing: personal dysregulation is an epidemic in the channel, and it is costing operators more than they realize. In this episode, she reframes the work-life balance myth, explains why connection is the most underused performance tool in an MSP owner's toolkit, and walks through a practical transition protocol that anyone can start using today. We discuss how: → Overthinking is a coping mechanism for lack of trust → Work-life balance creates two competing forces. → When you come home dysregulated, you micromanage, disempower your team, and build dependency → Connection, not distance, is what actually regulates your stress → Tiny, intentional steps compound This episode is for the MSP owner who knows stress is affecting their performance but does not know where to start. You will walk away with a a reframe, and a reason to take the first step. -------------------------------------------------------------------------------------------- Learn more about Gabriela Embon via her website. 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
- Aug 3, 202628 min
Episode 53 - 7 MSP Investments to Make Before Marketing
If you look under the hood of a stalled MSP pipeline, the wiring problem usually isn't marketing. It's everything sitting underneath it. Ads and outbound only work as well as the foundation holding them up. Bad lighting on a sales call, no real CRM, no owned data list. These quietly cap what any campaign can do. In this solo episode, Brian Gillette walks through seven investments, each under $1,000, that build trust and confidence before a single pitch happens. None of it is more marketing spend. It's what marketing can't fix on its own. For MSP owners frustrated with their numbers and ready to look underneath the marketing, this episode is seven concrete, sub-$1,000 moves you can make this month. ** Access the link mentioned in this episode http://feelgoodmsp.com/apollo _____________________________________________________ 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 This episode is seven concrete, sub-$1,000 moves you can make this month.
About 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.
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