Pax8 Results Selling Framework Podcast

The Art of Hiring Sales Hunters | Results Selling Framework Podcast Episode 27

In this episode, Keith Marchiano and Jeremy Nelson discuss the critical aspects of hiring salespeople. Learn how they handled their first sales hires - and why it's so important to have a solid sales process and understanding of your target market BEFORE bringing on a salesperson. 🔑 Key Topics Covered ✅ How to assess your onboarding capacity before hiring. ✅ Why sales skills can—and should—be developed with training. ✅ How sales admins can free up the owner’s time. ✅ Why hiring “experienced” salespeople isn’t always the best choice. ✅ Traits to look for: curiosity, communication, and coachability. ✅ Why a structured sales process is your foundation for success. ✅ How investing in training sets new hires up for long-term success. ✅ Planning and resources needed to build a strong sales department. Listen to this podcast episode to learn the difference between sales admins and hunters, discover what makes a candidate a strong fit, and get actionable advice for hiring effectively—so your sales team drives real results from day one.
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Jeremy Nelson | Sales Coaching Manager | Pax8 https://www.linkedin.com/in/jeremy-nelson-/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Your 2026 Action Plan | Results Selling Framework Podcast Episode 26

Ready to start 2026 with unstoppable momentum? Join Keith Marchiano and Jeff Weiss as they unpack what it really takes to drive sales success. In this episode, they dive into the metrics that matter, the power of accountability, and how to plan effectively for long-term growth.Learn how to overcome the biggest challenges of building a sales program and create proactive processes that generate consistent, high-quality revenue. Whether you’re leading a team or selling solo, this conversation will help you level up your sales strategy for the new year.📘 Want the powerful planner featured in this episode? Enroll in Pax8 Academy’s instructor-led course Jumpstart Your Owner-Led Sales for your copy and expert guidance:🔗 https://www.pax8nebula.com/m/1ebfab150404c738/original/Jumpstart-your-Owner-Led-Sales.pdf🤝 Need personalized support? Explore Pax8 Academy Sales Coaching for one-on-one help to refine your sales process and hit your goals:🔗 https://www.pax8nebula.com/m/b42aed7c257bbdd/original/Pax8-Academy-Sales-Coaching-1-Pager.pdf 
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Jeff Weiss | Executive Coach | Pax8https://www.linkedin.com/in/jeff-weiss1414/
 
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Small Business Security in the Age of AI | Results Selling Framework Podcast Episode 25

In this timely Cybersecurity Month episode of the RSF Podcast, host Keith Marchiano sits down with cybersecurity expert James LaVine to tackle one of the most pressing challenges facing managed service providers today: protecting small businesses in an AI-driven threat landscape.With his unique background spanning 25 years as an MSP owner and military intelligence expertise, LaVine brings a "head on a swivel" perspective to cybersecurity that every MSP needs to hear. The conversation explores how artificial intelligence is fundamentally changing the game—serving as both a powerful shield for defense and a sophisticated sword in the hands of cybercriminals.⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST James LaVine | Academy Senior Sales Specialist | Pax8https://www.linkedin.com/in/brianjweiss/
 
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Just Ask, Just Grow: Inside Ascentient’s Sales Process | Results Selling Framework Podcast Episode 24

In this episode, join Keith Marchiano for a conversation with Kevin Hughes, Strategic Advisor at Ascentient. They discuss the process of selling IT services, including asking for introductions, planning with the client, and getting decision-makers in the room to avoid stalled deals.
Kevin shares his journey from sales admin to revenue leader, emphasizing relationship-building and leveraging client success stories to drive sales.
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE GUEST Kevin Hughes | Strategic Advisor | Ascentient https://www.linkedin.com/in/kevin-hughes-94092b95/ 
 
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

How Sales, Community, and Reinvention Drove iTech’s Success | Results Selling Framework Podcast Episode 23

Dive into the latest episode featuring an insightful conversation with Brian Weiss, CEO of iTech, where we explore the entrepreneurial journey, the evolution from personalized tech services to embracing industry-wide frameworks, and the profound impact of community engagement. Tune in for a thought-provoking journey through pivotal milestones—like iTech's 20-year anniversary, the adoption of the Results Selling Framework, and the importance of continually reinventing business strategies - and delve into challenges of rural tech business growth, the significance of adopting off-the-shelf solutions, and the crucial transition from self-developed tools to process-driven workflows. ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Brian Weiss | CEO & Chief AI Officer | ITECH Solutions https://www.linkedin.com/in/brianjweiss/
 
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Improve Your Marketing & Sales by Talking to ALL the Right People | Results Selling Framework Podcast Episode 22

We all know the importance of speaking to the right contact when selling - but are you talking to ALL the right contacts? Join Keith Marchiano and Pete Busam as they explain how to connect with multiple buyer personas within your target client profile. Learn about the significance of brand recognition and how to complement your relationship-building sales skills with finely honed marketing strategies to propel your sales to the next level.⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Pete Busam | Chief Balancer | Equilibrium Consulting https://www.linkedin.com/in/petebusam/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Preparing for Beyond, Embracing AI, and Busting Through Your Next Plateau | Results Selling Framework Podcast Episode 21

In this episode, Keith Marchiano interviews Rex Frank, a visionary in the MSP space and VP of Academy at Pax8. They discuss the evolution of the IT services industry, the importance of attending industry events, and the future of AI in the MSP realm. Rex shares his journey from technician to service executive and the lessons learned along the way. Learn about the origins of Academy and how enablement is key to adapting in a rapidly changing technological landscape. ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Rex Frank | Vice President of Academy | Pax8 https://www.linkedin.com/in/rexfrank/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Selling AI Preparedness & Cybersecurity | Results Selling Framework Podcast Episode 20

In this episode of the Results Selling Framework podcast, Keith Marchiano and James LaVine explore how MSPs can effectively sell cybersecurity solutions, the importance of understanding AI integration, and the need for a solid security framework to protect clients from emerging threats in both spheres. AI readiness is critical for MSPs, and cybersecurity controls are the key tool to ensuring your clients are safe as they explore the new landscape. Learn how education is the solution to a significant vulnerability in cybersecurity - people - and how stories can be your secret weapon to landing the sale. ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST James LaVine | Senior Executive Coach | Pax8 https://www.linkedin.com/in/jameshlavine
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Balancing Automation & Trust: Implementing AI in Sales | Results Selling Framework Podcast Episode 19

Join Keith Marchiano and Jonathan Cox as they dig into the future of automation and AI in sales.
 
Learn why having a solid sales process before implementing tools is non-negotiable and how the balance between automation and the human touch in sales interactions can set you apart.
 
In the face of the golden opportunity of AI, it's pivotal that we understand the importance of building trust through meaningful conversations in sales, leveraging technology for efficiency, and the necessity of defining processes before automating tasks.
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Johnathan Cox | Manager of Operations Solutions | Pax8 https://www.linkedin.com/in/johnathancox 
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun 

Whitespace Analysis - Using Sales to Solve Client Problems | Results Selling Framework Podcast Episode 18

In this engaging podcast episode, Keith Marchiano and Maria Armstrong discuss the unique challenges and experiences of women in sales. Maria shares her journey into sales, the importance of empathy, and the generational shifts in perceptions of women in the industry. Discover strategies for MSPs to generate quick wins by analyzing client needs and engaging in effective communication. You will hear how to grow your business by having meaningful conversations with your clients and learn how you can start educating clients about security and discover the importance of regular check-ins to find that valuable whitespace and ensure you're building strong relationships.
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Senior Executive Coach | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Maria Armstrong | Manager of Academy | APAC Pax8 https://au.linkedin.com/in/maria-armstrong 
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/9oBr50OYkpi Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/YG9P50OYkun