Author name: Petals

In the Managed Service Provider (MSP) world, it seems like acquiring other MSPs is the fast track to growth and wealth. Large MSPs and IT giants are snapping up smaller providers to expand their services and boost market share (MSPinfluencer, 2025). But is this the only way to succeed? Take the recent example of Network Essentials, which grew from $1.3 million to $4.1 million in just 3 years without any acquisitions. Their success shows that organic growth is still possible for smaller MSPs.  There’re tons of examples in the UK & the USA.  By focusing on niche services and providing personalised customer experiences, smaller MSPs can thrive without being swallowed up by larger competitors. To differentiate your MSP business: Identify a niche and create a strong value proposition Invest in technology and offer customisable solutions Provide exceptional customer service and build long-term relationships Strengthen your online presence and brand identity Leverage client success stories and monitor competitors Needing hands-on or coaching help with this?  Get in touch!  Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Most MSPs have the right tools in place (PSA,RMM, CRMs,etc…) to keep operations running smoothly. But when it comes to sales, manual follow-ups, slow proposals, and missed opportunities are still somoewhat common. AI sales powered tools change the game, automating lead generation, personalising outreach, and speeding up deals. Nowadays, the most successful MSPs will integrate AI seamlessly, helping them win more business and grow recurring revenue faster. AI-driven CRM tool A smart, AI-powered CRM is the engine behind scalable MSP sales, making lead tracking, forecasting, and follow-ups seamless. With the right tools, MSPs can prioritise the best opportunities and stay ahead of client needs. With the right tools, MSPs can prioritise the best opportunities and stay ahead of client needs. For instance, ✅ HubSpot Sales Hub (integrates with ConnectWise Manage, Datto Autotask, Kaseya BMS) – Automates pipeline management, lead scoring, and follow-ups, ensuring no revenue opportunity slips through the cracks. ✅ Salesforce Einstein (integrates with ConnectWise, SyncroMSP, Atera) and predicts deal success, delivers real-time customer insights, and prioritises high-value prospects, helping MSPs close more business, faster. AI-Driven Sales Engagement & Coaching tools There are AI-powered tools automate outreach and provide real-time coaching, helping MSPs convert more leads into long-term clients. ✅ Outreach.io (integrates with HubSpot, Salesforce, Pipedrive) and helps automate email sequences, track LinkedIn engagement, and analyse sales calls, making prospecting more effective. ✅ Gong.io (integrates with Salesforce, HubSpot, Pipedrive) – Records and analyses sales conversations, tracking objections and providing real-time coaching to help MSPs refine their pitch and close deals faster. More and more AI sales tools  will predict buying signals, recommend the best follow-ups, and coach MSPs in real time, ensuring they stay ahead of client expectations and competition. Stay up to date with AI sales technologies for MSPs! Get in touch for a R.O.I assessment and an AI sales tool usage recommendation brief to complement your tech stack  Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

.For Managed Service Providers (MSPs), upselling and cross-selling to existing clients is a cost-effective way to grow revenue. Here’s how to capitalise on these opportunities:  Prioritise Satisfaction To Maximise Your Revenue Satisfied clients are more likely to purchase additional services. By meeting SLAs, proactively addressing issues, and regularly checking in, you build trust. This makes clients more open to upselling opportunities like enhanced security or extra cloud storage as their needs evolve. Open Communication   Use plenty of time ahead of the renewal to assess their current needs and satisfaction levels. Understand what’s working well and where improvements can be made. By focusing on their immediate needs and how satisfied they are with your services, you create a more natural opportunity to introduce additional offerings that will truly add value.  Mitigate Additional Risks  To increase the likelihood of renewals and upsells, focus on 3 key steps: 1- Showcase achievements – Review the goals accomplished and metrics used to measure progress. 2- Revisit the Initial Decision – Reinforce why your client chose you and how that decision has delivered results. 3- Highlight the Risks of Change – Point out the potential setbacks of losing the progress they’ve made, emphasising the value of continuity. By focusing on customer satisfaction, maintaining clear communication, and planning ahead, you can increase retention and successfully upsell and cross-sell, all while building long-lasting, mutually beneficial client relationships. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Selling services like cybersecurity, vCisos, and compliance can be a challenge for many MSPs. Clients often don’t realise the importance of these services until it’s too late. To be successful, MSPs need to position themselves as trusted advisors, offering solutions, not just products, while avoiding a hard-sell approach:  3 QUICK FIXES Zero Bullsh*t Education  Rather than delivering a long, overwhelming webinar, offer a short 10 minute review of their IT risks, highlighting the most urgent issues and suggesting practical solutions. This approach keeps the conversation focused and relevant to the client’s business. No Industry Use Cases, No Problems  This approach keeps the conversation focused and relevant to the client’s business. You don’t need specific case studies to make a sale. Focus on building rapport and engaging in a real conversation about the prospect’s challenges. By listening closely to their pain points (whether it’s reducing costs or managing risk), you can show how your solution fits. When you connect personally and address their needs, the value of your offering becomes clear, even without an exact case study. Take a Consultative Approach for Cybersecurity Instead of selling a generic cybersecurity package, perform a phishing test on the client’s employees. When they see how easily staff can fall for scams, it demonstrates the need for stronger security measures, turning an abstract concept into something tangible. Many MSPs focus on selling the feature of their services but what clients care about is the business impact. Sales teams need to shift their approach, focusing on how these services reduce risks and ensure compliance. With the right sales traning, MSPs can build stronger relationships, address client concerns and secure long term contracts. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Outsourcing sales can be a smart move for cybersecurity businesses looking to grow efficiently. Here are three key reasons to consider it:  Lower Costs Building and maintaining an in-house sales team requires a high upfront cost. Recruitment, training, and employee benefits add up quickly. Add to that the fact that the average tenure for salespeople is just 1.5 years, and the cycle of rehiring and retraining becomes a recurring burden.      By outsourcing to a team already knowledgeable in cybersecurity, you eliminate these costs and significantly reduce the need for extensive training. Scalability Cybersecurity demands can shift rapidly. Outsourcing let’s you adapt to these changes by scaling your sales efforts up or down without the challenges of hiring, onboarding, and managing full-time staff. This flexibility ensures your team size always matches your business needs. Focus on Core Business With sales handled by experts, your internal team can dedicate their time and energy to refining cybersecurity solutions, improving services, and delivering exceptional client support. Outsourcing ensures that your resources are spent on what you do best, while sales professionals drive growth. By outsourcing your sales, you not only gain flexibility and expertise but also save on the time and effort required to train new hires, allowing your business to focus fully on innovation and success in the cybersecurity market. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Some Managing Directors are offloading business growth to AI and automation. While this offer significant efficiencies, the human cost is often overlooked, as every transaction involves people with emotions and needs. Shift in purchasing decisions AI-driven tools like “automated demo rooms” or “AI buyer tools” simplify decision-making by breaking down pros and cons tailored to specific needs. However, purchasing decisions in enterprises are still primarily made by humans, typically by C-suite teams of 7 to 8. This suggests that human-led business growth is here to stay in a complex sales. Finding Balance in the Age of Automation Tools like content marketing and email automation can enhance efficiency but should not replace human connection. Managing Directors who value human insight & critical thinking will hire people whose skillset go beyond just selling services to grow. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Managing directors & Ceos sometimes regret investing in sales because the ROI is non-existent.  Yet, they cannot tolerate the status quo, as they frequently need more customers. This a recent Linkedin DM that has actually required zero investment in SEO, paid ads, salespeople and marketing spend: It is clear that the message ticks many of the qualification criteria. The prospect is ready to buy, has the budget, there is a pain point, and a timeline exists. At NO STAGE was there a discovery call, endless follow-ups, or a lead magnet, etc. This is the power of an optimised LinkedIn profile that speaks directly to your Ideal Client. clear to see that the message ticks a lot of the qualification criteria.The prospect is ready to buy, he has got budget, there is a pain and there’s a timeline. Topsalesdev encourage tech companies, MSPs & IT support services to take Linkedin seriously and focus on a few aspects: 1️⃣ Have a professional and compelling banner 2️⃣ Have an optimised title for your job role 3️⃣ Direct people visiting your profile to a relevant landing page via your Feature Section. 4️⃣ Have a few Linkedin recommendations about people talking about how great you are to work it. You will quickly see and feel the difference. If you need someone that sources and closes deals or trains your sales teams, get in touch ! Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Here is a short article on how MSPs & tech companies can grow their pipeline and find new clients organically using some of the most inexpensive ways. Sometimes what may happen is that MSPs & tech companies tend to indulge in paying upfront agencies on 3-6 month retainers without seeing significant returns or envelopes of money ranging from £100k to 500K involving Business Development Manager & Directors without seeing enough Return On Investment. Here are a few suggestions you may wish to consider BEFORE making major investments.                                                                      1️⃣ LINKEDIN This one platform is mysterious to some but vetted by most. There are 1 billion people on this international directory. I would advise founders to all look at the following aspects in order to grow their pipeline and close deals: Is your overall profile optimised and speak to your Ideal Client? How frequently do you add new prospects to your network? Do you attempt to do a hard sale or are you providing incessant value? It’s important to put yourself in the customer’s or buyer’s shoes and make the process simple for people I’m breaking down a simple process on the following video.                                                                   2️⃣ OTHER MSPS: Some customers may not be the right fit for you which may mean that you need to offboard them. They do not spend a lot, they are money pinchers, they keep on complaining,etc.. This may also mean that they could be suited for other MSPs who are used to those types of customers and can better cope with them ( through rigorous SLAs,etc..)                                                            3️⃣ STRATEGIC PARTNERSHIPS: I have had the chance to talk to MSPs that had influx of qualified leads thanks to key relationships with resellers aware of neglected clients that pay IT retainers without getting the support they deserve. For some of them, up to 95% of their business is coming from it. This IS an opportunity worth looking into. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Today, we are going to explore another principle that can help MSPs sell more of their cybersecurity offerings.   Clients and prospects often show sales resistance because they believe they will be offered a bunch of tools they do not need.   As a result, MSPs struggle to sell cybersecurity products alongside their core services, leaving them caught in a crossfire, forced to deal with tighter margins and dissatisfied customers. Here are a few suggestions you may wish to consider to help upsell without friction as an MSP/tech company:   1️⃣ Spot the best Account Manager on your team. It might be you if you’re a one-person operation, but if you have a larger team, leverage your talent. Here’s why: The person with the best relationships is likely in the best position to spot buying triggers, such as fears of breaches or concerns about the ever-evolving and stringent standards surrounding cyber insurance, etc. By identifying these triggers, it becomes easier to map your customers’ needs and suggest the right solutions.   2️⃣ Use good old SEO! It’s crucial to have backlinks, optimized keywords, plenty of customer testimonials, and more. This serves as your passive, 24-hour publicity, speaking on your behalf. To understand where you stand with your SEO, you can use free tools like Buddler, which provide a snapshot of what could be improved.   3️⃣ You may want to look for more visibility in places where there is a high concentration of businesses that could potentially need your services. Consider connecting with local Chambers of Commerce, the Confederation of British Industry, etc.   The suggestions mentioned can help you avoid coming across as pushy and guide buyers along the journey you want them to take. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Founders wanting to increase their conversion rates when selling cyber can discuss their clients’ needs by focusing on their buying triggers.   End users do not care about the technology that protects them; they just want to avoid any breaches. Here are a few buying triggers I believe MSPs should consider: 1️⃣ Customers want to be trusted by you. A small project or short-term job can pave the way for longer-term contract. 2️⃣ Customers fear being the next company in the news for a breach. 3️⃣ Customers know that their insurance may not be valid if they do not meet basic security requirements. 4️⃣ Regulations, laws, and frameworks are constantly changing, leaving customers with little time to stay updated. There’s no need to add complexity to the conversations. Just address the right topics with the right stakeholders to have meaningful conversations. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now