Episode 10  ·  March 13, 2025

Fixing MSP Sales: A Forensic Approach

With Brian Gillette and Jeffrey Newton

More reps, more tools, more activity - does that result in more sales? Not always. 
Your pipeline might even be full, but the deals just aren’t closing. In this episode, Brian Gillette sits down with Jeffrey Newton, former MSP sales leader turned co-founder at Cyft, to break down a forensivc approach to diagnose and fix sales inefficiencies. They discuss why process alone isn’t enough and how aligning human connection with sales strategy is what truly leads to growth.
They'll discuss;

  • Why tech-focused MSPs often struggle with sales
  • How to blend process, psychology, and strategy for better conversion
  • The difference between just selling and truly solving problems

What’s the biggest sales roadblock you’ve faced? Let us know in the comments and watch this episode now.

EPISODE HOSTS

Brian Gillette

Brian Gillette, the founder of Feel-Good MSP, stands out in the Channel with his unique, empathy-driven approach to sales and client relationships. Formerly a VP of Sales for an MSP, his expertise now shines as a consultant, where he transforms traditional sales tactics with a focus on understanding and meeting client needs. Renowned for his strategies in overcoming sales objections, Brian champions selling outcomes over technicalities, emphasizing value, trust, and the importance of peace of mind and productivity for clients. His dynamic, client-centered philosophy makes him an invaluable asset in the MSP landscape.

Jeffrey Newton

After 18 years in the trenches, Jeffrey has seen it all—timesheet black holes, clicking yourself into oblivion, and that dreaded “we’ve always done it this way.” That’s why he launched MSP Insider, a behind-the-scenes pass to the real stories, bold strategies, and unfiltered truths fueling the best MSPs out there. Think candid conversations, insider tips, and fresh tech insights—because “meh” simply doesn’t cut it anymore.