The MSP Sales Podcast

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.

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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
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#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

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 

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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


This episode is seven concrete, sub-$1,000 moves you can make this month.

Revenue can climb for a decade.
Net worth can stay flat the whole time.
That gap is where most MSP owners get stuck.

Standard financial advice is built for salaried employees. Save a percentage, invest a percentage, wait for retirement. That breaks down when your income comes from a business and swings by six figures a year.

Justin D Maxwell has worked one-on-one with close to 1,000 seven-figure earners on this problem. He joins Brian to unpack the difference between money and wealth, and how a family office model turns profit into a system instead of a guess.

→ Why money and wealth are not the same thing
→ How a scarcity number mindset keeps high earners stuck
→ The shift from comfort driven thinking to impact driven wealth
→ Using the Ansoff Matrix to decide: push your current market, or expand
→ Why partnering before buying lowers the risk of a new market
→ Applying poker's estimated value thinking to marketing decisions
→ The two mistakes that keep profitable owners from building real wealth

This episode is for MSP owners making money that never turns into anything lasting. Justin lays out a deliberate way to turn profit into wealth.

 

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Learn more about Adam via his 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

There is a quiet mistake sabotaging your biggest mid-market deals.
It is how you price the first project.

Most MSPs chase the big RFP.
Five hundred users, full boat, the whole suite.
It looks like the dream deal.
It is actually a bloody knife fight, and you only see three of the ten ways to lose it.

Adam Burke is VP of Sales and Partnerships at Quest, one of the largest MSPs in the country.
He skips the RFP fight.
He wins mid-market accounts by landing a small project first, then earning the bigger contract on trust.

→ Why full-boat RFPs are a losing bet for most MSPs
→ How one small entry project, like a single DBA fix, becomes the door to a bigger contract
→ Why foot-in-the-door pricing and a foot-in-the-door project are not the same thing
→ The four buckets every client rotates through, and how to sell into each one
→ Why you never price a contract on hope or on loyalty
→ Why flattery is more dangerous to a growing MSP than honest criticism

This one is for MSPs still trying to win by outbidding everyone on the big deal.
Land small, prove yourself, then get paid full price for the second job.

 

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Learn more about Adam 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
.

.
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

No mid-market CEO is waking up in a cold sweat hoping they can cut you a check for a list of cybersecurity frameworks and automated compliance reports.

Most clients aren't looking for a "vCISO." They're looking for someone who can reduce risk, guide better decisions, and help them navigate an increasingly complex cybersecurity landscape.

The problem? Many MSPs are still selling technical expertise instead of business outcomes.

In this episode, Brian Gillette sits down with Erin McLean to explore how top MSPs position and sell vCISO services in a way that clients actually understand and value. They discuss why language matters, how to shift from technical conversations to strategic ones, and what it takes to become a trusted security advisor.

We cover:
→ How to position vCISO services as strategic business guidance
→ Common mistakes MSPs make when selling cybersecurity
→ How to communicate value without overwhelming prospects
→ What separates trusted advisors from the 

Whether you're launching a vCISO offering or refining an existing one, this episode will help you rethink how you position security, communicate value, and win more strategic client relationships.

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Learn more about Erin 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
.

.
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen