Skip to content
Sign in
Artwork for Evolved Radio
Evolved Radio · Monday · 50 min

Sales Tips for Technical Owners - ERP144

Brian Gillette took his first MSP job as VP of Sales and had to ask what MRR stood for. Three years later that company had grown from about $700K to over $2 million in recurring revenue, and he did it without a marketing budget. Before MSPs, he was an actor in LA, which is where he learned to hear no at audition after audition and keep his self-worth out of it. Today he runs Feel-Good MSP, hosts The MSP Sales Podcast, and wrote How to Sell a Shitload of Managed Services (Without Selling Your Soul). His approach, the Feel-Good Close, is built for technical owners who hate the idea of being a salesperson. We’re talking about why fear-based selling stopped working for MSPs and what replaces it when the person running the process would rather be fixing a server. This episode is brought to you by Opsleader Pro. A place for MSP owners and managers to get the systems and tools they need to build a stable and growing MSP. Part group coaching, part peer group, everything you need to run a successful MSP. (00:00) - Brian’s MSP Origin Story (01:34) - Prospecting Tiers Ranked (04:25) - S Tier Video Outreach (06:07) - Stop Selling Features (08:49) - Turning Tech Into Outcomes (10:51) - Different vs Better (13:02) - Magic Trick Differentiation (18:34) - Handling We Have IT (22:28) - Curiosity Over Persistence (24:20) - Beyond Fear Based Selling (26:16) - Risk Without Fearmongering (28:04) - Stewardship Over FUD (28:59) - Trust Beats Dirty Tactics (30:36) - Talent Versus Grit (33:42) - Sales As A System (36:55) - Technical Founder Mindset (38:57) - Networking SOPs That Work (41:57) - Three Cs For Rapport (43:35) - Smooth Sales To Onboarding Handoff (47:39) - One Action For Next Week (49:26) - Closing Advice And Encouragement

0:00 · Brian’s MSP Origin Story-50:29
Play in
Transcript file

transcript

No transcript — this publisher did not publish one.

show notes

Brian Gillette took his first MSP job as VP of Sales and had to ask what MRR stood for. 


Three years later that company had grown from about $700K to over $2 million in recurring revenue, and he did it without a marketing budget. Before MSPs, he was an actor in LA, which is where he learned to hear no at audition after audition and keep his self-worth out of it. 


Today he runs Feel-Good MSP, hosts The MSP Sales Podcast, and wrote How to Sell a Shitload of Managed Services (Without Selling Your Soul). His approach, the Feel-Good Close, is built for technical owners who hate the idea of being a salesperson. 

We’re talking about why fear-based selling stopped working for MSPs and what replaces it when the person running the process would rather be fixing a server.

This episode is brought to you by Opsleader Pro. A place for MSP owners and managers to get the systems and tools they need to build a stable and growing MSP. Part group coaching, part peer group, everything you need to run a successful MSP.

  • (00:00) - Brian’s MSP Origin Story
  • (01:34) - Prospecting Tiers Ranked
  • (04:25) - S Tier Video Outreach
  • (06:07) - Stop Selling Features
  • (08:49) - Turning Tech Into Outcomes
  • (10:51) - Different vs Better
  • (13:02) - Magic Trick Differentiation
  • (18:34) - Handling We Have IT
  • (22:28) - Curiosity Over Persistence
  • (24:20) - Beyond Fear Based Selling
  • (26:16) - Risk Without Fearmongering
  • (28:04) - Stewardship Over FUD
  • (28:59) - Trust Beats Dirty Tactics
  • (30:36) - Talent Versus Grit
  • (33:42) - Sales As A System
  • (36:55) - Technical Founder Mindset
  • (38:57) - Networking SOPs That Work
  • (41:57) - Three Cs For Rapport
  • (43:35) - Smooth Sales To Onboarding Handoff
  • (47:39) - One Action For Next Week
  • (49:26) - Closing Advice And Encouragement
links5

chapters

21 chapters

more episodes

All episodes