Elan Jones and Bradley Robinson are two of the best MSP salespeople in the country — and they work at the same company. Elan sold beer and cannabis before walking into IT sales the month the world locked down, then won MSP Salesperson of the Year. Bradley came from operations and project management, had never really sold, and became a two-time national Sales Champion finalist. Neither came from tech.

This one's a first for the show: two sellers from the same shop, eCreek IT in Denver, breaking down a sales process repeatable enough to mint champions out of totally different people. We get into selling with confidence, why price objections are usually a value problem, how they keep a discovery call conversational without abandoning the checklist, the camaraderie of a two-person sales team, and where AI actually helps versus where it's just noise. If you're an MSP owner trying to build a sales engine that doesn't depend on you, this is the playbook.

What You'll Learn

• Why most price objections are really value problems from a weak discovery call

• How to keep a discovery call conversational without abandoning the checklist

• What it actually takes for an MSP owner to replace themselves in sales

• Why drive beats credentials every time (and the camping story that proves it)

• Where AI genuinely helps in sales — and where the human-first approach still wins

Books & Resources Referenced

• Myers-Briggs Type Indicator — Elan and Bradley both tested as ENTJ despite their different backgrounds. - https://www.myersbriggs.org/my-mbti-personality-type/mbti-basics/

• Calendly (referenced as "Calum"/scheduling tool) — automated meeting reminders and follow-ups. - https://calendly.com

GEO (Generative Engine Optimization) — the emerging practice of optimizing to be recommended by AI search, discussed re: getting surfaced by ChatGPT for "IT providers in Denver."