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.

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Rebuild your MSP sales process from the ground up with www.FeelGoodMSP.com

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Fear and uncertainty hold back more MSP sales opportunities than most owners realize. You land the meeting, deliver the proposal, or finally get that chance you’ve been waiting for — and then doubt creeps in. The truth is, confidence isn’t something you’re born with. It’s something you build.

In Episode 22 of The MSP Sales Podcast, Brian Gillette sits down with Brian Doyle to unpack how imposter syndrome shows up in MSP sales — and how to move past it. They reveal why mindset, preparation, and process are the antidotes to hesitation, and how MSPs can turn self-doubt into steady confidence.

You’ll discover: ✅ How reframing sales as helping changes everything ✅ Why process, preparation, and practice eliminate fear ✅ Practical ways MSPs can build lasting confidence

If sales still feels uncomfortable, this episode is your playbook for breaking free from imposter syndrome - and winning with confidence.

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Your next level of MSP sales starts at www.FeelGoodMSP.com Learn more about vCIO Toolbox at https://vciotoolbox.com

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Most MSPs focus on features, integrations, and the latest tools — but miss the bigger picture. In Episode 21 of The MSP Sales Podcast, Ash Welsh (Quoter team at Scalepad) joins Brian Gillette to talk about operational maturity, change management, and why simplifying your processes might be the best growth move you can make. Ash urges MSP leaders and team members alike to adopt a “business consultant” mindset:

✅ Evaluate tools for accessibility and usability, not just technical specs

✅ Anticipate change management needs during staff turnover

✅ Streamline and simplify processes so they’re easy to understand and communicate

Whether you’re the CEO or a frontline team member, the ability to think critically about how you work — and how you can do it better — will directly impact your efficiency, profitability, and client experience. This episode offers actionable ideas you can put into practice right away. _____________________________________________________

Learn to rebuild your MSP sales process from the ground up at www.FeelGoodMSP.com Learn more about Quoter at https://www.scalepad.com/quoter/

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What if the real sales differentiator isn’t what you say, but how human you are when you say it?

In Episode 20 of The MSP Sales Podcast, Brian Gillette sits down with Wes Spencer, co-founder of Empath MSP and one of the most respected voices in the industry. This isn’t your typical sales talk. Instead, Wes and Brian explore what it really takes to connect in today’s MSP landscape: emotional intelligence, human-first leadership, and the courage to ditch old playbooks.

They unpack why so many IT providers struggle with growth, not because they lack tools or tactics, but because they’ve never been taught how to sell as themselves. Wes shares candid stories from his own journey as a founder and leader, and lays out a better path for MSPs who want more than temporary gains.

If you’ve ever felt uncomfortable in sales, struggled to connect with prospects, or just want to build a business that feels good and grows sustainably, this one’s for you.

----------------- Turn your MSP growth efforts into a sales machine! Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.

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Most MSPs fail at cold outreach. Not because it doesn’t work, but because they treat it like mass marketing.

In Episode 19 of The MSP Sales Podcast, James Milsom of Hunter.io joins Brian Gillette for a deep dive into what actually works in cold email - and what MSPs keep getting wrong. Backed by data from over 11 million emails, James shares hard-earned insights on deliverability, subject lines, personalization, and how to build trust from the very first message.

Learn:

• Why personalization isn’t optional anymore
• What subject lines actually earn opens
• How to avoid spam folders and show up with value

Whether you’re sending outreach yourself or guiding your team, this episode will help you stop guessing and start improving.

----------------- Turn your MSP growth efforts into a sales machine! Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.

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#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining #ColdOutreach #EmailMarketing #ColdEmail #ColdCalling

Leads ignored. Quotes delayed. Opportunities ghosted.

In Episode 18 of The MSP Sales Podcast, Brian Gillette unpacks the quiet, often unconscious ways MSPs sabotage their own growth. It’s not about bad leads or weak marketing- it’s about hesitation, avoidance, and inconsistent execution at the time that it matters the most.

Whether it's pushing off sales follow-up, failing to respond in time, or delivering quotes that are missing clarity, these habits chip away at prospect trust and kill your sales momentum. And most MSP owners don’t even realize they’re doing it.

This episode isn’t about blame - it’s about awareness. Once you can see the pattern, you can change it, and then everything can shift.

----------------- Turn your MSP growth efforts into a sales machine! Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.

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#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #SalesTraining

How do you go from selling water jets to selling IT services - and actually enjoy it?

In Episode 16, Brian Gillette talks with Mike Fielstra: a former MSP “hat rack” turned sales trainer at Tech Pro Marketing. Mike brings a refreshingly grounded take on the MSP sales grind, pulling from years of direct experience cold calling, chasing down leads, and managing client engagement.

He shares stories about handling 300-dial days, transitioning from outbound to inbound, and training MSPs to stop treating every lead like a sure thing. If you've ever worn too many hats in your business, Mike’s journey will feel all too familiar.

This one’s a must-listen for anyone who's tired of fluff and ready for real talk about lead management, client follow-through, and creating a process that respects your time.

----------------- Turn your MSP growth efforts into a sales machine! Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.

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Let’s be honest: If you’re not willing to sell, lead, and face discomfort - you’re not building a business. You’re treading water.

In this episode of The MSP Sales Podcast, Brian Gillette calls out the quiet (often subconscious) habits that keep MSPs stuck:

• Hiding behind busywork
• Outsourcing sales before understanding it
• Waiting for that “perfect window” to make changes
• Hoping a new wave of motivation will wash over you

He also shares his own moments of burnout, avoidance, loss, and what it really means to keep showing up when things get hard.

If you’re tired, stuck, or wondering if you’ve got what it takes... this one is for you. Because the only way out is through.

----------------- Turn your MSP growth efforts into a sales machine! Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.

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#MSP #MSPSales #ManagedServices #TechSales #MSPCommunity #ITServices #ManagedIT #SalesTraining #ManagedServiceProvider