MSP Insider
MSP Insider is your backstage pass to everything Managed Service Providers really care about. Forget the fluff—this is where we tackle the real challenges, share unfiltered advice, and dive into the stories that make the MSP world tick.
From scaling your team to navigating the chaos of ticket management, we cut through the noise with insights that actually matter. Featuring industry leaders, battle-tested pros, and the occasional war story, every episode is packed with the strategies and tools you need to level up.
If you’re ready to ditch the status quo and build an MSP business that works smarter—not harder—this is your podcast.
MSP Insider
Stop Losing Prospects Mid-Pitch: Sales Recovery Tactics with Jonathan Schofield
In episode 13 of MSP Insider, host Jeffrey Newton sits down with Jonathan Schofield, a no-nonsense sales pro in the IT services space, who tells it like it is about those painful moments when your prospect's eyes glaze over. Jonathan cuts through the BS about why your monologuing is killing deals, how to spot the exact moment you've lost someone, and his battle-tested techniques to snap prospects back to attention.
Key Topics Covered:
• The telltale signs your prospect has mentally left the building mid-pitch
• Jonathan's "pattern interrupt" technique that forces re-engagement (even if they don't want to)
• The mutual expectations framework that prevents tune-out in the first place
• Why most MSPs waste thousands on marketing "silver bullets" that never hit the target
• How to get brutally honest about who your ideal customer actually is (hint: it's not "SMEs with 20+ employees")
Timestamps:
0:00 - Introduction to sales engagement disasters we've all experienced
3:57 - The exact moment you realize you've lost your prospect's attention
8:18 - The pattern interrupt technique that works every time
14:53 - Why "accidental entrepreneurs" struggle with sales ownership
22:31 - Getting real about your ideal customer profile
31:05 - "Where thy prospect is, there thou shalt also be"
If you're tired of watching opportunities slip away as prospects check email during your pitch, this episode delivers the uncomfortable truths about what it really takes to keep decision-makers locked in during sales conversations in 2025 and beyond.
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