If you look under the hood of an MSP that has been stuck for ten years, you usually find two things. No spare time and no spare money.

Every growth move costs one or the other. So the owner spends the little they have on conferences, certifications, and half measures. Word of mouth becomes the plan.

In this solo episode, Brian Gillette draws one chart with money on one axis and time on the other. He walks through the phases of MSP growth, from the first clients to the phase five chasm. Then he turns the chasm into arithmetic. Define the investments, price them, and work backward to the leads, proposals, and clients you need.

→ Price your next two to three investments, then divide by net margin to find the MRR you need to sell → Work backward from close rate to proposals to leads → Profile your best five clients, then go where more of them gather

This one is for the owner who pays the bills, has no time to spare, and wants a plan. You will leave with a target number and a first move.

🎧 Episode 64 is live.

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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

Nick Wolf has heard that from hundreds of them.

As employee #15 at Datto, Nick went on to close more than 750 MSP partners. At one point, he went 12 months without losing a single one of 160 active partners.

What was behind that kind of performance?

It wasn't some magic sales trick.

It was how he built relationships, paid attention to details, and made sure people knew why he was calling.

In Episode 63 of The MSP Sales Podcast, Nick and I get into:

→ Why your prospects probably don't see your MSP as different → How to make outbound calls that have an actual reason behind them → Why the handoff after the sale can make or break the relationship

Nick has worked his way to the top at multiple companies in the MSP channel. There's a lot to learn from how he does it.

🎧 Episode 63 is live.

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Learn more about Nick Wolf 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

Most MSPs say they don't want to compete on price.

Then they spend the entire sales conversation talking about technology, comparing stacks, and trying to prove why they're worth more.

Juan Fernandez took a very different approach.

He built an MSP from zero to $20 million in six years by focusing less on what he was selling and more on whether he could actually solve the client's problem.

In Episode 62 of The MSP Sales Podcast, Brian Gillette sits down with Juan, Chief Encouragement Officer at MSP As A Service, to break down how he thinks about discovery, pricing, positioning, and winning the right clients.

They dig into: → How to find out if there's actually a fit before you start pitching → Why "fake yeses" happen in discovery → Why most objections and "no's" walk into the meeting with you → How Juan uses a "soft close" built around guaranteed outcomes

The bigger lesson?

You don't have to win the price fight if you stop putting yourself in one.

If you're tired of price objections, stalled deals, and prospects treating your MSP like every other IT provider, this conversation will give you a very different way to think about how you sell.

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Learn more about Juan Fernandez 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