Harvest! The MSP Sales Show

Jul 7, 2026

#33 Donald C. Kelly: Why Cold Calling Still Works (When Everyone Says It's Dead)

"Cold calling is dead" is one of the most repeated lines in B2B sales.Donald C. Kelly, founder of The Sales Evangelist, disagrees, and during his conversation with James Steel, he explains why.It's not the phone that stopped working. It's calling someone who has no idea who you are.What you'll learn:→ Why cold calling isn't dead, it's just underprepared→ How to warm a prospect up on LinkedIn before you ever dial→ The AI-powered research workflow Donald uses to know exactly who to call and why→ The four-step sequence — attention, engagement, conversation, appointment — before the ask→ Why namin

Jun 9, 2026

#32 Laurent-David Hostyn: How to Build an MSP Pricing Model That Closes Prospects & Grows Customers

Laurent-David Hostyn didn’t come from sales or marketing. He’s an aerospace engineer who trained as a pilot, wanted to be an astronaut, and accidentally fell in love with pricing on his first consulting project. Now he’s one of the sharpest voices on MSP packaging and pricing strategy — and in this episode, he’s pulling apart the models most MSPs are running and showing what good actually looks like. What you’ll learn: Why the all-in model removes buyer choice and creates churn risk What Good, Better, Best looks like when the buyer journey is built properly How add-ons bridge the price gap and

May 12, 2026

#31 Rutger Katz: Why AI Won't Fix Your MSP

Most MSPs are being sold AI. Rutger Katz thinks they're being sold the wrong thing first.In this episode, James Steel talks to the RevOps consultant and former Capgemini data and AI specialist about what actually needs to be in place before AI delivers any value, and what the competitive landscape looks like for MSPs who skip the boring work.What you'll learn:→ Why AI makes bad data worse, not better (and what to fix first)→ How to document a sales process when none exists (the ride-along method) → Where revenue disappears in the sales-to-delivery handover, and how to stop it → How to apply th

Apr 15, 2026

#30 Peter Kujawa: Stop Losing Money on Your Oldest Clients

In this episode, we sit down with Peter Kujawa, VP of Service Leadership at ConnectWise, to explore why so many MSPs are unknowingly losing money on the clients they've had the longest, and what the data says about fixing it.Peter brings 21 years of MSP benchmarking experience through Service Leadership Inc., tracking financial and operational performance across hundreds of managed service providers worldwide every quarter.In this conversation, recorded live at IT Nation Connect Europe in London, he shares what separates the most profitable MSPs from the rest, and why the gap almost always com

Mar 17, 2026

#29 Dan Wensley on the Future of MSPs: Change Is the Only Constant

In this episode of Harvest, we sit down with Dan Wensley, CEO of the Global Technology Industry Association, to explore how MSPs can grow and stay relevant in an industry defined by constant change. Dan brings over 30 years of experience working at the forefront of major technology shifts, from the early days of the internet and RMM platforms to cloud computing and today’s AI revolution. In this conversation, he shares the lessons he’s learned from scaling technology companies and working alongside thousands of managed service providers around the world. Together, we discuss how MSP leaders ca

Feb 24, 2026

#28 Perry Ashby: Why Are You Still Chasing New Clients When Your Best Revenue is Already Here?

Perry Ashby from Urban Network has been running MSPs since 2003, and he's learned the hard way that the best growth doesn't come from chasing new logos—it comes from talking to the clients you already have. In this episode, Perry breaks down: • Why account management beats net-new sales every time • The two types of conversations every MSP should have with clients (and who should have them)• How to identify white space without drowning in spreadsheets • Project scoping mistakes that kill profitability (and how to fix them) • Why "super busy" doesn't mean profitable • When to fire a client (and

Jan 14, 2026

#27 Paul Lloyd: Why "I'm Not a Salesperson" Is Killing Your MSP Growth

In this episode Paul Lloyd from Sellerly challenges the biggest lie MSP owners tell themselves: "I don't want to be pushy." In this episode, we talk about why the "work on your business, not in it" advice doesn't work for UK MSPs, why constantly planning your exit stops you building anything worth selling, and why lead generation isn't nearly as complicated as the experts want you to believe. Paul spent 30 years in tech sales and management, working for a founder who built a £2.5 billion business. That founder had helicopters and yachts. What he didn't have was Friday afternoons off. If you're

Dec 4, 2025

#26 Why your first MSP sales hire fails (and how to measure what actually matters)

Most MSP owners get their first sales hire completely wrong. They focus on revenue from day one, measure the wrong things, and wonder why it falls apart.Alan Lloyd from Accelerate Consulting spent years building sales teams in the MSP space. In this episode, he explains why your instincts about sales hiring are probably backwards - and what actually works.We cover the real metrics that matter (hint: it's not dials or monthly revenue), why the first 90 days should never be about hitting targets, and how to spot whether someone's coachable before you hire them.If you're thinking about bringing o

Oct 29, 2025

#25 Jennifer Bleam: Partner for AI Don't Build - How MSPs Monetize Without Becoming Developers

Most MSPs don't know their clients' businesses. Jennifer Bleam reveals why 5 minutes with AI beats years of relationship building - and why you should partner for AI services, not build them.Jennifer's site: https://mspsalesrevolution.comTIMESTAMPS:00:00 - Introduction02:30 - The research gap killing credibility06:00 - AI prompts for industry expertise11:00 - Partner vs build for AI16:30 - Sales process that works21:00 - Never email proposals27:30 - Budget qualification32:00 - The easy button lieJennifer Bleam - Sales Sherpa, MSP Sales Revolution. Author of "Simplified Cybersecurity Sales For

Aug 19, 2025

#24 Harold Mann: Put Yourself First - The Counter-Intuitive MSP Growth Method

Are you burning out from trying to please everyone while your MSP slowly kills your personal life? What if putting yourself first actually made you better at serving clients? 00:00 Introduction and misconceptions about Harold 02:30 The lazy person's guide to MSP efficiency 06:00 Why fancy proposals kill your close rate 11:00 34 years without hiring a single salesperson 16:30 The 10% client rule that prevents business death 22:00 "I don't like this" - the 4 words that scale MSPs 27:30 Why selfishness is the key to MSP success 32:00 Building sustainable business through boundaries In this episod

Aug 5, 2025

#23 Barbara Paluszkiewicz: We Grow But We Don't Upsell: 30-Year MSP's Simple Success Strategy

Are you struggling to grow your MSP revenue without feeling like you're constantly selling to your existing clients? 00:00 The richest opportunities in your existing clients 05:30 Right-sizing clients from the start 11:00 The power of structured technology reviews 16:30 Avoiding costly accounting mistakes 22:00 Client communication strategies that work 27:30 Building sustainable client relationships In this episode, Barbara Paluszkiewicz, CEO of CDN Technologies, reveals how to grow revenue from existing clients without aggressive upselling tactics. With 30 years of MSP experience, Barbara sha

Jul 29, 2025

#22 Warwick Brown: Account Management Secrets for MSP Growth

Are your MSP account managers just maintaining clients instead of growing your most valuable revenue opportunities? 00:00 The overlooked value of account management 05:30 Setting up account managers for success 11:00 First steps for new account managers 16:30 Building strategic customer relationships 22:00 Creating account growth opportunities 27:30 Account management as a growth engine In this episode, Warwick Brown shares proven account management strategies that help MSPs grow profitable revenue from existing clients. Learn why client retention deserves as much celebration as new sales and

Jul 8, 2025

#21 Dave Sutton: Anti-Stack Approach Removes Vendor-Centric Selling

Are you afraid to proactively contact your existing clients because they might complain? You're missing out on your biggest revenue opportunities! 00:00 The confidence gap in client communication 05:30 Designing effective QBRs that clients want 11:00 Tracking client intent and engagement data 16:30 Anti-stack approach to selling solutions 22:00 False confidence from selling to referrals 27:30 Consistent communication drives more revenue In this episode, Dave Sutton from Wingman Agency reveals why most MSPs fail to extract value from existing customers and how to overcome the fear of client con

Jul 1, 2025

#20 Harrison Baron: Pay Exorbitant Money For Referrals

Are you offering pathetic $100 referral incentives and wondering why your clients never send you leads?In this episode, Harrison Baron reveals why most MSP referral programs fail and how to create offers so compelling your clients feel silly saying no. Learn how to leverage your existing client relationships to predictably generate high-quality leads.00:00 Introduction and misconceptions05:30 Why most MSP referral programs fail11:00 Creating irresistible referral offers16:30 Using LinkedIn for targeted lead generation22:00 Concrete strategies that convert connections27:30 Implementation and me

Jun 24, 2025

#19 Darren Strong: "Why Most MSPs Waste 60 Hours A Week Going Nowhere"

Are you spending 60+ hours every week trying to improve your MSP but seeing no real progress? Are you constantly buying new tools that never deliver the promised results? In this episode, Darren Strong, CEO of Scalable, reveals why most MSPs fail to grow despite working harder than ever. He shares insights on why systems - not shiny tools - are the key to sustainable growth. We cover: • Why MSPs need to focus on systems instead of constantly buying new tools • How to build frameworks specific to your MSP's size and goals • Why thinking your MSP is unique might be holding you back • The common

Jun 17, 2025

#18 Brian Doyle: Why Check-In Calls Are Killing Your MSP Profits

Are your account managers making pointless check-in calls that waste everyone's time and generate zero revenue?In this episode, Brian Doyle (from VCIO Toolbox and MSP Business School) discusses how MSPs are wasting their account managers and missing huge revenue opportunities with existing clients. He shares proven frameworks to transform account management from basic relationship maintenance into a powerful revenue generation engine.We cover:- Why it's easier to get revenue from existing customers than finding new ones- The dangerous 'check-in call' habit that wastes customer time and kills o

Jun 10, 2025

#17 Tim Thomson: Why a Million Dollar Company Isn't Built on $10 Tasks

Are you an MSP owner trapped in 70-80 hour work weeks with no way out? In this episode, Tim Thomson (MSP Advisor with 25 years of experience) discusses how MSP owners can buy back their time through effective delegation and prioritization. He shares practical strategies to break through revenue plateaus and focus on business growth. We cover: • How to conduct a time-energy audit to identify tasks you shouldn't be doing • Why MSP owners get stuck at the "pain line" ($750K-$1M revenue) • The mindset shift from working IN your business to ON your business • Why "a million dollar company isn't bui

Jun 3, 2025

#16 Mike Parfitt: Why Client Size Doesn't Matter (And What Actually Does)

Are you ignoring your biggest growth opportunity hiding in plain sight?In this episode, Mike Parfitt (Founder of Team MetaLogic) breaks down how he transformed his business by focusing on harvesting value from existing clients instead of constantly chasing new ones—and how you can do the same. Mike shares tactical approaches to identify your ideal clients and maximize their lifetime value.We cover:• How to define your perfect client (hint: it's not about their size or revenue)• Why operational dependence on technology is the key indicator for growth potential• The "cleaning house" strategy tha

May 27, 2025

#15 Joe Rojas: Double Your MRR Without a Single New Customer

Is your MSP leaving money on the table? In this episode, Joe Rojas (StartGrowManage) breaks down how one MSP added $30K in MRR without signing a single new client—and how you can do the same. From strategic business reviews to bold pricing moves and niche-driven growth, this is a tactical, no-fluff conversation built for MSP leaders ready to think and act like CEOs. We cover: How to right-size pricing with minimal client churn The game plan for powerful strategic business reviews Mapping your product matrix to unlock hidden revenue Why niching beats being a generalist, every time Smart ways to

May 20, 2025

#14 Graham Stead: The $18M Upsell Strategy for MSPs

You don’t need more leads—you need better habits. In this episode, Graham Stead shares how he helped grow CMI to £18M in revenue by building a repeatable sales engine focused on existing clients. From white space reviews to stakeholder mapping and sales rhythm, this is a tactical deep-dive for MSPs who want predictable growth without relying on marketing miracles. In this episode: • What “white space” really means for MSPs • How to audit your clients for upsell opportunities • Building sales time discipline • Mapping stakeholder influence to reduce churn • Why discounts are often lazy—and what