Episode 20 · August 04, 2025
Episode 20 - The Sales Fixation That’s Failing
With Wes Spencer and Brian Gillette
What if the real sales differentiator isn’t what you say, but how human you are when you say it?
In Episode 20 of The MSP Sales Podcast, Brian Gillette sits down with Wes Spencer, co-founder of Empath MSP and one of the most respected voices in the industry. This isn’t your typical sales talk.
Instead, Wes and Brian explore what it really takes to connect in today’s MSP landscape:
emotional intelligence, human-first leadership, and the courage to ditch old playbooks.
They unpack why so many IT providers struggle with growth, not because they lack tools or tactics, but because they’ve never been taught how to sell as themselves. Wes shares candid stories from his own journey as a founder and leader, and lays out a better path for MSPs who want more than temporary gains.
If you’ve ever felt uncomfortable in sales, struggled to connect with prospects, or just want to build a business that feels good and grows sustainably, this one’s for you.
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Turn your MSP growth efforts into a sales machine!
Learn more about the end-to-end sales training and development program from the experts at Feel-Good MSP.
EPISODE HOSTS
Wes Spencer
Wes Spencer is a nationally recognized cybersecurity leader, multi-time founder, and CEO of Empath, a platform focused on helping MSPs grow their teams and future-proof their operations.
He’s advised organizations from startups to Fortune 500s, and was named Cybersecurity Educator of the Year in 2020. A frequent speaker and contributor to industry conversations, Wes is known for combining technical depth with practical leadership insights.
Wes is a frequent keynote speaker, panelist, and contributor to leading industry conversations, with features in outlets such as The Wall Street Journal, ProPublica, and Dark Reading.
Brian Gillette
Brian Gillette, the founder of Feel-Good MSP, stands out in the Channel with his unique, empathy-driven approach to sales and client relationships.
Formerly a VP of Sales for an MSP, his expertise now shines as a consultant, where he transforms traditional sales tactics with a focus on understanding and meeting client needs.
Renowned for his strategies in overcoming sales objections, Brian champions selling outcomes over technicalities, emphasizing value, trust, and the importance of peace of mind and productivity for clients. His dynamic, client-centered philosophy makes him an invaluable asset in the MSP landscape.