Most MSPs don’t even have a single salesperson — but Rafi Cohn is the rare unicorn leading sales and marketing inside an MSP. In this raw and unfiltered conversation, Rafi reveals:

Why IT sales are the hardest game in town

Why clients almost never switch providers (even when offered more value at a lower price)

The brutal reality of long MSP sales cycles

His bold experiments to stand out — including sending a Dunkin’ Donuts box with no donuts inside to get a prospect’s attention

If you’ve ever struggled with MSP growth, lead generation, or closing deals in the IT world, this episode will give you real-world insight you won’t find anywhere else.

👉 Don’t forget to like, subscribe, and comment if this episode hits home.

Hashtags: #MSP #ITSales #SalesStrategy #MSPgrowth #ColdCalling #TechSales #SalesPodcast #B2Bsales

In this episode of the BMK Vision Podcast, hosts Josh Peterson and Ryan Goodman welcome Nicholas, Partnerships Manager at Alternative Payments, to tackle one of the biggest challenges every Managed Service Provider (MSP) faces: cash flow.

From payment automation to accounts receivable (AR) struggles, this conversation dives into how MSPs can get paid faster, avoid common pitfalls, and build a foundation for long-term financial health.

Nicholas shares insights from working with over 700 MSPs across North America, including how Alternative Payments is on track to process more than $1 billion in ACH and credit card payments. Together, the group explores:

• The true impact of late AR on MSPs

• The risks of manual invoicing

• Why cash flow—not profitability—often determines business success

Ryan reflects on his own MSP journey, from resisting credit card fees to embracing automation, and explains why even profitable companies can run into trouble without strong AR processes. Josh brings lessons from BMK consulting, showing how embedding billing into quoting and onboarding workflows can eliminate payment gaps.

If you’ve ever dealt with late invoices, cash flow gaps, or the stress of financing large projects, this episode will hit home.

What you’ll learn:

• How to automate client payments with ACH and credit cards

• Ways to reduce AR days from 36+ down to nearly zero

• Tips to improve financial onboarding for new MSP clients

• How to build stronger banking relationships for credit and growth

👉 Explore more MSP resources, tools, and consulting at beringmckinley.com.

Chapters & Keywords MSP cash flow | MSP billing automation | accounts receivable | MSP finance best practices | Alternative Payments | Bering McKinley Podcast | ConnectWise billing automation | MSP profitability | payment processing for MSPs | AR automation | late payments in managed services | MSP invoicing improvements | quote-to-cash workflow | ACH vs credit card billing | MSP financial onboarding

Hashtags #msp #cashflow #accountsreceivable #leadership #MSPbilling #mspgrowth #AlternativePayments #BeringMcKinley #BMKVisionPodcast #connectwise #MSPprofitability #itconsulting #MSPinvoicing #ARautomation #MSPbusinessgrowth #managedservices #b2b #b2bmarketing

What happens when empathy matters more than technology? In this powerful conversation, Stephanie Carbone shares her dramatic journey from running AV shows and hacking demos, to becoming an IT director, to leading teams in the high-pressure MSP world.

From “like a firehouse in the mouth” to facing one of the hardest conversations of her life, Stephanie pulls no punches. She reveals:

✅ Why people skills outweigh technical skills in IT

✅ The hidden challenges of moving from internal IT to MSP life

✅ How empathy, communication, and culture can make or break client trust

✅ What it’s like being a woman leading in tech — and why it matters

If you’ve ever wondered what truly separates great IT leaders from the rest, this episode will open your eyes.

👉 Don’t forget to like, comment, and subscribe for more real conversations with MSP leaders. #MSP #ITLeadership #PeopleOverTech