The Game-Changing MSP Shift: Leveraging Your Tech Background to Lead Sales and Build a Pipeline

In this episode, Darren Strong, founder of Scalable and Mit Patel, founder, and former owner of London-based MSP, Netstar, sat down with Tim Barton-Wines, Chief Commercial Officer at Halo Service Solutions, to deep dive into the unique journey of transforming technical MSP founders into effective sales leaders. Many MSPs start as tech experts with a passion for IT solutions but lack the commercial drive to sell effectively. Our guests share insights on transitioning from a technical focus to a sales mindset, breaking down each step from finding prospects to securing loyal clients .

Drawing from years of experience, Mit, Darren and Tim discuss how MSPs can bridge the gap between technical knowledge and client communication, especially when sales doesn’t come naturally. They highlight the importance of intentional growth, understanding customer needs, and building rapport, likening successful sales to a doctor-patient relationship—where expertise fosters trust and confidence.

Learn how to implement a structured sales process, use effective follow-ups, and make use of data-driven tools to track leads and maintain momentum. Whether you're an MSP looking to grow or a technical founder navigating the challenges of sales, this episode offers practical advice and actionable tips for enhancing customer acquisition, driving revenue, and ensuring long-term success.

0:00 - Introduction to Sales for MSPs: The challenge of shifting a technical MSP toward a sales-focused approach. Common scaling hurdles for small MSPs. Moving from “break/fix” work to a standardised service model. 

06:00 - Sales Process & Lead Generation: Lead generation techniques, comparing effective and ineffective sales processes. Digital marketing and consistent follow-up are key themes, with persistence seen as essential for generating leads. 

30:00 - Structuring the Sales Cycle: Managing the sales cycle, from the first contact to closing. Using CRM systems, scheduling tools, and regular follow-ups help keep prospects engaged and moving forward. 

54:00 - Final Takeaways: The importance of refining current sales processes before adding new tactics and focussing on building strong sales foundations, gradually improving existing strategies. 

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Connect with us: 

Scalable

 • Find out more about Scalable: https://www.scalablemsp.co.uk/

• Connect with Darren on LinkedIn:https://www.linkedin.com/in/darren-strong/

• Follow Scalable on LinkedIn: https://www.linkedin.com/company/scalable-msp/

• Subscribe to Scalable’s YouTube channel:https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g

HaloPSA

• Find out more about HaloPSA: https://halopsa.com/  

• Connect with Tim Barton-Wines on LinkedIn: https://www.linkedin.com/in/tim-barton-wines

• Follow HaloPSA on LinkedIn: https://www.linkedin.com/showcase/halopsa/

• Subscribe to HaloPSA’s YouTube channel: https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w

Mit Patel

 • Connect with Mit on LinkedIn: https://www.linkedin.com/in/mit-patel-7334ba