In this podcast episode, host Daniel Welling catches up with former colleague Graham to discuss their shared history and Graham's career journey, from his early days at Solsis to his significant role at NewCMI and beyond. The conversation explores the evolution of Managed Service Providers (MSPs), touching upon Graham's transition from a techie at HP to a business owner, and eventually into a sales and marketing role. Key topics covered include the distinctions between selling to large versus small businesses, the importance of having a dedicated sales function, and strategies for nurturing customer relationships. Graham also shares insights into their successful sales methodologies and the significance of specialised roles within a sales team to drive growth. Listeners gain valuable perspectives on the intricate balance between technical expertise and sales acumen necessary for scaling an MSP business. 

00:00 Welcome and Introduction 

01:05 Early Career and First Customer 

02:26 Evolution of the MSP Business 

04:28 Challenges and Strategies in Sales 

10:40 Transition to Sales and Marketing 

14:50 Selling to Larger vs. Smaller Customers 

17:55 Pivot to SMB Market 

19:29 NewCMI Sales Journey 

19:45 Transition to Sales and Marketing 

21:03 Focusing on Existing Customers 

22:24 Acquisition and Team Expansion 

22:42 Investing in Marketing 

24:15 Sales Team Structure and Roles 

29:58 Outbound Calling and SDR Role 

35:40 Final Thoughts and Shameless Plug 

Connect with Graham Stead on LinkedIn by clicking here – https://www.linkedin.com/in/grahamstead 

Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/ 

Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ 

Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   

MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team 

We look forward to catching up with you on the next one. Stay tuned!