In this episode of WIN (What's Important Now), host Carrie Richardson talks with Doug about why referral-only growth is a ticking time bomb for MSP owners, why cold calling still works in the IT channel, and how stepping back from sales entirely helped Brightworks post its best year ever — up 50% — with a two-year internal exit plan already in motion.
What you'll learn:
- Why an MSP built entirely on referrals can't actually be sold
- Why owners can't just "teach" their personal sales playbook to a rep
- Why cold calling isn't dead for MSPs — and what makes it work
- How to build and support a top-performing MSP sales rep
- Red flags for disqualifying the wrong-fit client
- What to get in order (packaging, pricing, clean books) before you exit your MSP
Timestamps:
00:00 Introduction & Welcome
00:19 Life Before Fox & Crow
04:29 The Referral Problem
06:25 Why Owners Can't Teach Sales
08:23 Starting the Coaching Journey
10:41 Cold Calling Still Works
15:00 Building a Top-Performing Sales Rep
19:37 Stepping Back from Sales
22:35 Business Results & Growth
24:17 Identifying the Right Clients
26:23 The Exit Plan
30:15 Advice for MSP Owners
32:47 Closing Thoughts
WIN (What's Important Now) is hosted by Carrie Richardson, co-founder of Fox & Crow Group, covering what's actually working right now in MSP sales and marketing.
Learn more about MSP Sales Coaching and Doug's success at https://foxcrowgroup.com/insights/msp-leaders-success-with-fox-crow-group/
#MSPSales #ManagedServiceProvider #ITChannel