19. Sales people are coin operated


Harriet Mellor runs Your Sales Co, a sales training company that works extensively in the tech sector. This week she joined Brendan to talk all things related to sales success, both for individuals and organisations.

Topics include team structure, the importance of personal branding and aligning it with your company positioning, what metrics to look for when using Social Media, vendor management, and more.


  • 0:00 What’s this episode about
  • 0:25 Sales coach, Harriet Mellor’s background
  • 3:30 Common sales mistakes MSPs make
  • 4:50 Sales strategy 101 for MSPs
  • 6:40 How MSP sales strategies evolve
  • 10:19 Tools that set your MSP sales apart
  • 14:20 Role of marketing in MSPs from a sales perspective
  • 22:30 Personal branding for sales success in IT
  • 32:00 Vanity metrics and brand for sales
  • 37:15 Best sales team structure for MSPs
  • 46:15 Sales and marketing opportunities to get ahead
  • 54:00 What’s #1 thing that drives profitable growth for MSPs

Listen to more episodes

MSPs need to think differently about legal

43. MSPs need to think differently about legal

MSPs that get their legal frameworks right minimise risk, drive profitability, and drive Enterprise value. Do you have the right agreements in place? How often

Start up done differently | Insights as a Service

42. A start-up done different

About 90% of start-ups fail, but what sets apart that successful 10%? Adam Ross co-founder of CloudOlive spills the beans on what it takes to

Compliment your msp service offering

Lightwire's non-compete partner programs enable you to offer data, voice, and WAN solutions without the risk of your Telco stealing your clients.

Lightwire Business - The Partner Focused Telco