Why Your MSP Sales Rep Keeps Failing (It's Not Their Fault)
Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
Release Date: 04/28/2026
Why Your MSP Sales Rep Keeps Failing (It's Not Their Fault)
Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
Brian Strong scaled Ten Hats from $2M to $19M in five years. His team now closes over 50% of deals without him in the room. Here is what he changed. Your MSP sales rep is not the problem. Your process is. If you built your sales process around how you close deals as the founder, no rep will ever replicate it. This episode is the one to send your sales team. IN THIS EPISODE: Why MSP sales reps keep failing and who is actually to blame The one thing keeping MSPs stuck below $10M Why 10 qualified prospects beat 30 bad ones every time The KPIs every MSP sales leader needs to track How to build...
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How MSPs Can Scale Without the Founder Doing Everything (The Integrator Answer)
Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
If you're still the one holding everything together at your MSP, that's not a leadership problem. It's a structure problem. In this episode Laura introduces Lydia Walker, the new COO of The Business Growers, and they talk through what it actually takes to scale an MSP past the point where the founder is the glue. Lydia spent 20 years inside telecom and MSP operations, including scaling Altaworx from a three-person agency into a fully owned customer business. She's been in the seat your next hire needs to fill. This is also the first episode under the new name. Get More MSP Leads. Same...
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Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
Join us on this episode of Get More MSP Leads (formerly the Know, Grow, Scale podcast) as Laura Johns sits down with Aaron Garcia, former MSP COO turned EOS Implementer, to talk about what it really takes to scale an MSP without burning out. With over 17 years in the MSP space, Aaron has lived the late nights, the ticket overload, the people challenges, and the constant pressure that founders face. After helping grow his MSP from $2.5M to $11.5M in revenue and expanding the team to 55 employees, he made a bold move to help other MSPs break through the ceilings holding them back. In this...
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Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
In this episode of the Know Grow Scale podcast, Laura Johns, founder and CEO of the Business Growers, discusses the importance of MSPs mastering a vertical or niche to transform their pipeline and improve sales conversions. She touches on the common fears MSPs have about limiting themselves and provides practical steps for successfully specializing in a vertical. Laura explains key elements required for this strategy, such as niche-specific websites, case studies, video testimonials, email marketing, and more. By following these steps, MSPs can position themselves as experts, build trust,...
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Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
Join us in this episode of the Know, Grow, Scale podcast as Laura Johns sits down with Matt Layne, President of Managed Services at Scipio Technologies. Discover the journey behind their rebranding, the strategic mergers and acquisitions, and how they consolidated multiple entities under the new name Scipio Technologies. Learn about their approach to managed services, security, and the emerging role of AI in improving efficiency. Celebrate their recognition on the MSP 501 list and explore how their commitment to community and innovation has fueled their growth. Perfect insights for MSP leaders...
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Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
In this episode of the Know Grow Scale podcast, Laura Johns, founder and CEO of The Business Growers, interviews Matt Yesbeck of MSPX about innovative solutions for MSP growth. Matt introduces MSPX, the first unified marketplace for buying and selling managed services contracts, and shares the company's origin story and unique value propositions, including its Client Compass portfolio optimizer tool. The discussion also delves into the platform’s subscription model, the process of identifying contracts for divestiture, and the potential for accelerated revenue through their marketplace. Tune...
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Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
In this episode, Laura Johns sits down with Gadalia O’Bryan, founder and CEO of Dapple Security, an early-stage cybersecurity startup reshaping how businesses log in securely. With a bold mission to eliminate passwords and a channel-first model that empowers MSPs, Gadalia is leading the charge toward more human-centered digital security. Laura and Gadalia explore her unique journey from mathematician and NSA cryptographer to tech founder, sharing insights on what it takes to innovate in cybersecurity, lead authentically, and build strong networks of mentors and peers. Gadalia also opens up...
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The NCG Story: How to Scale Faster with the Right Telecom Partner
Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
In this episode, Laura Johns sits down with father and son team Sam and Mikey Levine from National Communications Group (NCG) to unpack how they’ve built one of the most trusted telecom solutions practices by staying ahead of technology shifts and forging strong partnerships, especially with AT&T. From the early days of frame relay to today’s SD-WAN, cloud voice, and 5G evolution, NCG’s story shows what it really takes to scale faster and smarter in telecom and IT. Sam and Mikey talk about vendor consolidation, master agreements, and vertical specialization (in...
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IParigon’s Approach: Reliable, Contract‑free VoIP & Leadership That Listens Featuring Jill Muensterman
Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
In this episode of the Know Grow Scale podcast, Laura Johns talks with Jill Munsterman, President of IParigon, a woman‑owned VoIP and Unified Communications provider that’s changing the rules in telecom. Jill has been in telecommunications for 20 years. She’s built IParigon around three pillars: reliability, clear support, and flexibility—no long‑term contracts. If you work in MSPs, telecom, or voice, or you’re leading a communications business, Jill brings real, usable advice on how to stay competitive and keep customers longer in this space. What You’ll Learn from...
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5 Takeaways from ScaleCon 2025: What MSPs Need to Know Right Now
Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs
Laura Johns attended ScaleCon 2025 in New Orleans, and it did not disappoint. Between the energy of the city and the insights from MSP sales and marketing leaders, she came away with five practical takeaways that every MSP can learn from. In this episode, Laura shares what stood out most from the event and how MSPs can apply these lessons to strengthen their marketing, improve client relationships, and grow with purpose. You’ll hear about: Why local search still matters most The importance of building and nurturing your own list How to align your message with each stage of the...
info_outlineBrian Strong scaled Ten Hats from $2M to $19M in five years. His team now closes over 50% of deals without him in the room. Here is what he changed.
Your MSP sales rep is not the problem. Your process is. If you built your sales process around how you close deals as the founder, no rep will ever replicate it. This episode is the one to send your sales team.
IN THIS EPISODE:
- Why MSP sales reps keep failing and who is actually to blame
- The one thing keeping MSPs stuck below $10M
- Why 10 qualified prospects beat 30 bad ones every time
- The KPIs every MSP sales leader needs to track
- How to build a sales process that works without the founder in the room
- Why going upmarket changes everything about how you sell
ABOUT BRIAN STRONG:
Brian Strong is the CEO of Ten Hats, an MSP based in Knoxville, Tennessee. He scaled Ten Hats from $2M to $19M in five years by building a repeatable sales process that works without him. Twenty years in MSP sales. Sandler trained. Connect with Brian: linkedin.com/in/brian-strong
ABOUT LAURA JOHNS:
Laura Johns is the CEO of The Business Growers. She spent nearly a decade as the marketing leader inside an MSP before founding TBG. Author of Know Grow Scale. Host of Get More MSP Leads podcast.
Book a free Growth Session at thebusinessgrowers.com.
Get the book at amazon.com/dp/B0DFW781ZT