Overcoming MSP Sales Avoidance: The Key to Growth Artwork

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.

All Episodes

MSP Insider

Overcoming MSP Sales Avoidance: The Key to Growth

August 11, 2025 • MSP Insider • Season 1 • Episode 35

Why do so many MSPs struggle with growth despite possessing the technical prowess to succeed? The answer lies in financial awareness and sales strategies.

Summary: Dive into this eye-opening episode with MSP Insider's Jeffrey Newton as he sits down with strategic coach Brian Hoppe. Discover why most MSPs unknowingly sabotage their financial performance and avoid sales efforts, preventing them from achieving their full potential. Learn how to transition from a tech-focused mindset to becoming a sales-driven leader with insights that could reshape your business's future.

🔍 Key Topics Covered:
• The hidden pitfalls of MSP financial blindness and how to overcome them
• The critical difference between margin and markup: What you need to know
• Why most MSPs avoid sales and how this prevents growth
• Understanding client concentration and its impact on valuation
• Building a successful sales-led MSP company
• How to calculate gross margins for each line of business
• Transitioning from a tech-first mentality to a sales-first strategy

⏱️ Timestamps:
1:12 – Brian Hoppe Introduction
5:15 – Why Coaching Unlocks MSP Potential
11:18 – The Reality of MSP Financial Awareness
17:31 – Avoiding Sales: The Hidden Obstacle
23:49 – From Technician to Sales Leader: Making the Shift 3
6:20 – How Client Selection Affects Your Business
41:50 – Preparing Your MSP for a Successful Exit

CTA Section: 📩 Download your free MSP growth workbook: https://mspinsider.beehiiv.com/insider-access