Episode 23  ·  September 15, 2025

Episode 23 - How One MSP Owner’s Sales Shift Grew $70K in MRR

With Brian Gillette and Craig Bell

What happens when an MSP owner stops chasing leads and starts shifting how they sell?

In Episode 23 of The MSP Sales Podcast, Craig Bell joins Brian Gillette to share the sales shift that added $70K in monthly recurring revenue. This isn’t theory - it’s a real-world story about overcoming stalled deals, reframing the sales process, and finally gaining traction.

Together, Brian and Craig unpack:
 ✅ Why more leads don’t always mean more sales
 ✅ The mindset shifts MSP owners need to close with confidence
 ✅ How training, coaching, and process changes can accelerate growth
 ✅ The practical steps that turned sales from stressful to sustainable

If you’ve ever felt stuck chasing the wrong leads, struggling to move deals forward, or doubting your ability to sell, this conversation is for you.

Tune in and learn how to rebuild your MSP sales process from the ground up. 

EPISODE HOSTS

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.

Craig Bell

Craig Bell is the Founder and CEO of Onit, a Canadian-based Managed Service Provider delivering IT support, cloud services, and technology consulting to businesses across Toronto, Ottawa, Kingston, Peterborough, and beyond. With decades of experience in technology leadership, Craig has guided Onit's evolution from a regional office technology supplier into a full-service MSP known for its focus on client relationships, process improvement, and sustainable growth. Passionate about helping organizations modernize their IT operations, Craig brings a unique perspective to discussions about MSP sales, service delivery, and building high-performing teams.