No mid-market CEO is waking up in a cold sweat hoping they can cut you a check for a list of cybersecurity frameworks and automated compliance reports. Most clients aren't looking for a "vCISO." They're looking for someone who can reduce risk, guide better decisions, and help them navigate an increasingly complex cybersecurity landscape.

The problem? Many MSPs are still selling technical expertise instead of business outcomes.

In this episode, Brian Gillette sits down with Erin McLean to explore how top MSPs position and sell vCISO services in a way that clients actually understand and value. They discuss why language matters, how to shift from technical conversations to strategic ones, and what it takes to become a trusted security advisor.

We cover: → How to position vCISO services as strategic business guidance → Common mistakes MSPs make when selling cybersecurity → How to communicate value without overwhelming prospects → What separates trusted advisors from the

Whether you're launching a vCISO offering or refining an existing one, this episode will help you rethink how you position security, communicate value, and win more strategic client relationships.

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Learn more about Shawn via his LinkedIn.

Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg .

. #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

There is a common problem that sabotages your client relationships. It is not your pricing. It is not your tech stack. It is you. Let me explain;

Most MSP owners blame turnover, blame difficult clients, blame the market.

Shawn Walsh did that too, until he lost three quarters of his tech staff in one week and watched them try to steal his customer list.

In this episode, Brian Gillette talks with Shawn Walsh, CEO of Encore Strategic and co-author of The Pumpkin Plan for MSPs.

Shawn built an MSP for 21 years, nearly destroyed it through his own leadership blind spots, then rebuilt it into a 400% growth story before exiting to private equity.

He breaks down the personality and EQ work that exposed why his team kept walking out, and how that same framework now helps other MSP owners spot the same patterns in themselves before it costs them their company. We cover;

→ Why undervaluing yourself shows up in pricing → Why raising your rates rarely costs you better clients → How personality and EQ profiling exposes leadership blind spots → How to tell if you are the common denominator in turnover → Why communicating your vision matters This one is for MSP owners who suspect the problem might be closer to home than they want to admit.

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Learn more about Shawn via his LinkedIn.

Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg .

. #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

This episode is for the MSP sales rep who's exhausted every digital channel and doesn't know what to try next.

And for the MSP owner who handed someone a blank slate and said, "Figure it out."

MSPs are sending emails nobody opens and making calls that go straight to voicemail. Every inbox is flooded with the same templates, sequences, and cadences.

But Ashton Fortuna found a different path.

After transitioning from cable puller to Sales & Marketing Lead at Valley Tech Logic, Ashton had no sales training, no playbook, and no coach. Through trial and error, he built a prospecting system that now generates 50% of the company's new MRR through in-person canvassing - helping grow from two new clients a year to eight.

In this episode, we cover:

→ How Ashton targets businesses by industry and geographic radius → Why the front desk is your greatest ally, not your biggest obstacle → How AI maps and verifies prospects before you ever knock on the door → How a part-time research VA can dramatically increase qualified visits

Brian also puts Ashton in the hot seat for a live pipeline coaching session, showing how a few small adjustments could double his results.

If you've been wondering what comes after cold email and cold calling, this episode gives you a practical prospecting system you can start adapting today.

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Learn more about Ashton via his LinkedIn.

Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg .

. #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen