Pax8 Results Selling Framework Podcast

The Hidden Revenue Killers in MSP Contracts You Can't Afford to Ignore | Results Selling Framework Podcast Episode 32

Unlock the secret to boosting MSP profits and safeguarding your revenue with smarter contracts—without the legal jargon. If you’re an MSP owner or sales leader, ignoring your contract strategy could be the biggest oversight costing you thousands.
This episode reveals the overlooked tools every MSP must harness—contracts that are clear, proactive, and built for growth—so you avoid revenue leakage, protect your margins, and turn your agreements into opportunities for upsell and cross-sell. Anne Hall, the “Agreement Lifeguard,” brings 25 years of legal expertise and a fresh perspective on how MSPs can craft practical, tailored contracts that are easy to understand and enforce.
Discover how a simple shift—treating contracts as living documents—can dramatically reduce disputes, clarify scope, and turn contractual conversations into revenue-building tools. You’ll learn:
✅ The critical clauses most MSPs are missing ✅ How to communicate service details clearly ✅ The optimal structure for managing multiple services ✅ Actionable tips for integrating price increases and onboarding protocols
In a competitive market, a professional, clear contract is your secret weapon—one that builds trust, streamlines operations, and unlocks new revenue streams. Don't let ambiguity or outdated documents hold your MSP back—listen now and turn your contracts into a growth engine.
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Anne Hall, Founder & CEO of IT Agree https://www.linkedin.com/in/annehall-itagree/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ 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 

Winning MSP Sales Today: Prospecting, AI & the Power of Trust | Results Selling Framework Podcast Episode 31

In this episode, Keith Marchiano chats with Max Barnhart about effective prospecting strategies, building trust with clients, and leveraging AI to supercharge sales efforts. Max shares practical insights drawn from his experience scaling MSP sales, focusing on relationship building, niche targeting, and process optimization.🔑 Key Topics Covered✅ The importance of building a referral circle and authentic relationships✅ How to identify and qualify the right prospects based on industry and company size✅ The role of trust, credibility, and understanding client needs beyond technical solutions✅ How AI tools can streamline research, content creation, and outreach while maintaining authenticity✅ Common pitfalls in sales processes, such as over-analysis and misusing AI✅ Strategies for consistent closing, early qualification, and setting clear next steps✅ The significance of outcome-based selling and storytelling with proof points✅ Tips for managing timing, acceptance, and onboarding to avoid deals falling throughThis episode is a must-listen for MSP salespeople aiming to improve prospecting, build meaningful client relationships, and leverage AI without losing their authenticity.
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Max Barnhart | Director of Growth | Integritekhttps://www.linkedin.com/in/max-barnhart-16861315a/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ 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 

Founder Chaos to Founder Clarity: MSP Sales Secrets with Amy Luby | Results Selling Framework Podcast Episode 30

In this episode of the RSF Podcast, we dive into building scalable growth systems, defining clarity around ideal client profiles, and shifting from founder chaos to founder clarity. Amy Luby, channel veteran and Pax8 Academy Executive Coach, shares her invaluable insights from decades of experience, emphasizing the importance of systems, processes, and strategic planning for long-term success.
 
🔑 Key Topics Covered✅ The significance of clarity in defining your ideal client profile (ICP) and messaging ✅ How to create a predictable growth engine by aligning sales, marketing, and client success ✅ Overcoming owner bottlenecks by building scalable systems and playbooks ✅ Strategies for MSPs at different growth stages to separate owner involvement from sales execution ✅ How to articulate your value clearly to differentiate in a competitive market ✅ Recognizing the signs of plateau and the critical need for a go-to-market framework 📝 Resources: 🔗 NEW! Results Selling Framework landing page: https://www.pax8.com/en-us/academy/rsf/ 🔗 Instructor-Led Training: Jumpstart Your Owner-Led Sales: https://www.pax8nebula.com/m/1ebfab150404c738/original/Jumpstart-your-Owner-Led-Sales.pdf 🔗 On-Demand Learning: MSP Go-To-Market (GTM) Progression Framework: From Founder-Led to Scalable Revenue Engine: https://academy.pax8.com/learn/courses/7151/msp-go-to-market-gtm-progression-framework-from-founder-led-to-scalable-revenue-engine
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Amy Luby | Executive Coach | Pax8 Academy https://www.linkedin.com/in/amycluby/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ 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 

Beyond Traditional Prospecting: AI Sales Strategies | Results Selling Framework Podcast Episode 29

Are you ready to revolutionize your sales game? In the latest episode of the Result Selling Framework podcast, we dive into how AI is reshaping the way MSPs identify prospects and set appointments. Join Keith Marchiano and Erick Simpson, CEO of Channel Mastered, to learn how MSPs can harness the power of AI for better lead generation and sales outcomes. Don't get left behind - find out how to unlock new revenue streams and enhance your client relationships! 
⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOST Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH GUEST Erick Simpson CEO, Chief Strategist, MSP Channel Expert, Influencer, and Thought Leader | Channel Mastered https://www.linkedin.com/in/ericksimpson/
⎯⎯⎯⎯⎯⎯⎯⎯ ☁ 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 

Building a Sales Army | Results Selling Framework Podcast Episode 28

In this insightful episode of the Results Selling Framework podcast, hosts Keith Marchiano and Dave Cava delve into the essentials of building a successful sales organization within the MSP industry. They discuss the critical importance of establishing a strong foundation before hiring salespeople, the significance of culture fit in recruitment, and the invaluable role of peer groups in continuous learning. Dave also shares personal stories from his career and life, including the challenges of authoring a book. Tune in for a blend of practical advice and heartfelt experiences that highlight the path to sales success. 📖 Check out Dave's Book: https://www.amazon.com/PUMPKIN-PLAN-MANAGED-SERVICE-PROVIDERS-ebook/dp/B0CVNQ4XLB
⎯⎯⎯⎯⎯⎯⎯⎯ 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 

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