Josh Peterson sits down with Mitz Giannakos, Co-Founder of Next Step Technology Solutions, to unpack what makes an MSP sales machine truly scalable. From early prospecting challenges to the art of sales leadership, Mitz shares how to transform sales chaos into a repeatable, data-driven system that drives real growth.
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In this episode of the BMK Vision Podcast, Josh Peterson and Mitz Giannakos dive deep into the mindset, methods, and mechanics of MSP sales success. With over a decade in telecom and enterprise sales, Mitz brings a refreshingly practical look at what it takes to grow an MSP from startup to scalable business — starting with building your sales system from day one.
👉 Key insights include:
The gap between MSP founders and true sales maturity — and why most owners still “play checkers.”
How integrating CRMs like HubSpot or Dynamics with ConnectWise changes the sales game.
Mitz’s “Discover–Stabilize–Optimize–Innovate” framework for building customer trust and ROI.
Why sales operations and data tracking—not just closing—are the future of MSP growth.
How to turn your mission, vision, and why into a brand story that attracts both clients and talent.
From controlling “the geography of the sale” like Muhammad Ali to designing repeatable sales SOPs that scale with your company, this conversation is a masterclass in modern MSP leadership.
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links
• Mitz Giannakos at Next Step Technology Solutions: https://www.nextsteptsp.com/
• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters
00:00 – Introduction
01:04 – MSP Sales Maturity Today
05:18 – The Muhammad Ali Method of Sales Control
08:37 – Turning Tech into Revenue
13:18 – Communication, Love Languages & Sales Languages
15:58 – Prospecting in 2025: Outbound vs Inbound
23:25 – Why Outsourced Cold Calling Fails
26:39 – Mission, Vision, and Authentic Culture
33:02 – Building a Brand Story That Sells
38:42 – Owner vs Sales Leader Dilemma
52:14 – Documenting the Sales Process & CRM Setup
1:04:01 – Building for Scale from Day One
1:09:04 – Final Thoughts & Closing
🔍 Primary Keywords
MSP sales strategy, sales system, MSP prospecting, sales operations, ConnectWise CRM integration, MSP growth, sales SOP
🔍 Secondary Keywords
HubSpot integration, B2B sales, MSP marketing, Next Step Technology Solutions, lead generation, sales leadership, business scaling
#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #mspgrowth #mspsales #salesleadership #connectwise #hubspot #salesstrategy #mspbusiness #salestraining #leadgeneration #entrepreneurship #scalingyourmsp #b2bsales #salesoperations #mspcommunity #businessgrowth #fromthetrenches
