Building a Sales Army | Results Selling Framework Podcast Episode 28

Winning MSP Sales Today: Prospecting, AI & the Power of Trust | Results Selling Framework Podcast Episode 31

In this episode, Keith Marchiano chats with Max Barnhart about effective prospecting strategies, building trust with clients, and leveraging AI to supercharge sales efforts. Max shares practical insights drawn from his experience scaling MSP sales, focusing on relationship building, niche targeting, and process optimization. 🔑 Key Topics Covered ✅ The importance of building a referral circle and authentic relationships ✅ How to identify and qualify the right prospects based on industry and company size ✅ The role of trust, credibility, and understanding client needs beyond technical solutions ✅ How AI tools can streamline research, content creation, and outreach while maintaining authenticity ✅ Common pitfalls in sales processes, such as over-analysis and misusing AI ✅ Strategies for consistent closing, early qualification, and setting clear next steps ✅ The significance of outcome-based selling and storytelling with proof points ✅ Tips for managing timing, acceptance, and onboarding to avoid deals falling through This episode is a must-listen for MSP salespeople aiming to improve prospecting, build meaningful client relationships, and leverage AI without losing their authenticity. ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano [https://www.linkedin.com/in/keithmarchiano] ⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Max Barnhart | Director of Growth | Integritek https://www.linkedin.com/in/max-barnhart-16861315a/ [https://www.linkedin.com/in/max-barnhart-16861315a/] ⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi [http://pax8.io/9oBr50OYkpi] Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 [http://pax8.io/Pfoh50OYks1] ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 [http://pax8.io/1jFu50JJ423] Twitter - http://pax8.io/AAth50JJ42u [http://pax8.io/AAth50JJ42u] Facebook - http://pax8.io/A4gR50JJ43f [http://pax8.io/A4gR50JJ43f] ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun [http://pax8.io/YG9P50OYkun]

Founder Chaos to Founder Clarity: MSP Sales Secrets with Amy Luby | Results Selling Framework Podcast Episode 30

In this episode of the RSF Podcast, we dive into building scalable growth systems, defining clarity around ideal client profiles, and shifting from founder chaos to founder clarity. Amy Luby, channel veteran and Pax8 Academy Executive Coach, shares her invaluable insights from decades of experience, emphasizing the importance of systems, processes, and strategic planning for long-term success.   🔑 Key Topics Covered ✅ The significance of clarity in defining your ideal client profile (ICP) and messaging ✅ How to create a predictable growth engine by aligning sales, marketing, and client success ✅ Overcoming owner bottlenecks by building scalable systems and playbooks ✅ Strategies for MSPs at different growth stages to separate owner involvement from sales execution ✅ How to articulate your value clearly to differentiate in a competitive market ✅ Recognizing the signs of plateau and the critical need for a go-to-market framework 📝 Resources: 🔗 NEW! Results Selling Framework landing page: https://www.pax8.com/en-us/academy/rsf/ [https://www.pax8.com/en-us/academy/rsf/] 🔗 Instructor-Led Training: Jumpstart Your Owner-Led Sales: https://www.pax8nebula.com/m/1ebfab150404c738/original/Jumpstart-your-Owner-Led-Sales.pdf [https://www.pax8nebula.com/m/1ebfab150404c738/original/Jumpstart-your-Owner-Led-Sales.pdf] 🔗 On-Demand Learning: MSP Go-To-Market (GTM) Progression Framework: From Founder-Led to Scalable Revenue Engine: https://academy.pax8.com/learn/courses/7151/msp-go-to-market-gtm-progression-framework-from-founder-led-to-scalable-revenue-engine [https://academy.pax8.com/learn/courses/7151/msp-go-to-market-gtm-progression-framework-from-founder-led-to-scalable-revenue-engine] ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano [https://www.linkedin.com/in/keithmarchiano] ⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Amy Luby | Executive Coach | Pax8 Academy https://www.linkedin.com/in/amycluby/ [https://www.linkedin.com/in/amycluby/] ⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi [http://pax8.io/9oBr50OYkpi] Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 [http://pax8.io/Pfoh50OYks1] ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 [http://pax8.io/1jFu50JJ423] Twitter - http://pax8.io/AAth50JJ42u [http://pax8.io/AAth50JJ42u] Facebook - http://pax8.io/A4gR50JJ43f [http://pax8.io/A4gR50JJ43f] ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun [http://pax8.io/YG9P50OYkun]

Beyond Traditional Prospecting: AI Sales Strategies | Results Selling Framework Podcast Episode 29

Are you ready to revolutionize your sales game? In the latest episode of the Result Selling Framework podcast, we dive into how AI is reshaping the way MSPs identify prospects and set appointments. Join Keith Marchiano and Erick Simpson, CEO of Channel Mastered, to learn how MSPs can harness the power of AI for better lead generation and sales outcomes. Don't get left behind - find out how to unlock new revenue streams and enhance your client relationships!  ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano [https://www.linkedin.com/in/keithmarchiano] ⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Erick Simpson CEO, Chief Strategist, MSP Channel Expert, Influencer, and Thought Leader | Channel Mastered https://www.linkedin.com/in/ericksimpson/ [https://www.linkedin.com/in/ericksimpson/] ⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi [http://pax8.io/9oBr50OYkpi] Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 [http://pax8.io/Pfoh50OYks1] ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 [http://pax8.io/1jFu50JJ423] Twitter - http://pax8.io/AAth50JJ42u [http://pax8.io/AAth50JJ42u] Facebook - http://pax8.io/A4gR50JJ43f [http://pax8.io/A4gR50JJ43f] ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun [http://pax8.io/YG9P50OYkun]

Building a Sales Army | Results Selling Framework Podcast Episode 28

In this insightful episode of the Results Selling Framework podcast, hosts Keith Marchiano and Dave Cava delve into the essentials of building a successful sales organization within the MSP industry. They discuss the critical importance of establishing a strong foundation before hiring salespeople, the significance of culture fit in recruitment, and the invaluable role of peer groups in continuous learning. Dave also shares personal stories from his career and life, including the challenges of authoring a book. Tune in for a blend of practical advice and heartfelt experiences that highlight the path to sales success. 📖 Check out Dave's Book: https://www.amazon.com/PUMPKIN-PLAN-MANAGED-SERVICE-PROVIDERS-ebook/dp/B0CVNQ4XLB ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano [https://www.linkedin.com/in/keithmarchiano] ⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Jeremy Nelson | Sales Coaching Manager | Pax8 https://www.linkedin.com/in/jeremy-nelson-/ [https://www.linkedin.com/in/jeremy-nelson-/] ⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi [http://pax8.io/9oBr50OYkpi] Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 [http://pax8.io/Pfoh50OYks1] ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 [http://pax8.io/1jFu50JJ423] Twitter - http://pax8.io/AAth50JJ42u [http://pax8.io/AAth50JJ42u] Facebook - http://pax8.io/A4gR50JJ43f [http://pax8.io/A4gR50JJ43f] ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun [http://pax8.io/YG9P50OYkun]

The Art of Hiring Sales Hunters | Results Selling Framework Podcast Episode 27

In this episode, Keith Marchiano and Jeremy Nelson discuss the critical aspects of hiring salespeople. Learn how they handled their first sales hires - and why it's so important to have a solid sales process and understanding of your target market BEFORE bringing on a salesperson. 🔑 Key Topics Covered ✅ How to assess your onboarding capacity before hiring. ✅ Why sales skills can—and should—be developed with training. ✅ How sales admins can free up the owner’s time. ✅ Why hiring “experienced” salespeople isn’t always the best choice. ✅ Traits to look for: curiosity, communication, and coachability. ✅ Why a structured sales process is your foundation for success. ✅ How investing in training sets new hires up for long-term success. ✅ Planning and resources needed to build a strong sales department. Listen to this podcast episode to learn the difference between sales admins and hunters, discover what makes a candidate a strong fit, and get actionable advice for hiring effectively—so your sales team drives real results from day one. ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano [https://www.linkedin.com/in/keithmarchiano] ⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Jeremy Nelson | Sales Coaching Manager | Pax8 https://www.linkedin.com/in/jeremy-nelson-/ [https://www.linkedin.com/in/jeremy-nelson-/] ⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi [http://pax8.io/9oBr50OYkpi] Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 [http://pax8.io/Pfoh50OYks1] ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 [http://pax8.io/1jFu50JJ423] Twitter - http://pax8.io/AAth50JJ42u [http://pax8.io/AAth50JJ42u] Facebook - http://pax8.io/A4gR50JJ43f [http://pax8.io/A4gR50JJ43f] ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun [http://pax8.io/YG9P50OYkun]