Uncle Marv’s IT Business Podcast: Practical Business Advice for MSPs and IT Professionals
Uncle Marv’s IT Business Podcast: Practical Business Advice…
Running a managed service provider (MSP) or IT services business takes more than technical expertise. You need to win customers, grow revenue, protect profitability, manage vendors, deliver great service, and keep up with a changing IT industry. That’s where Uncle Marv comes in.

Hosted by longtime IT business owner Marvin Bee, aka Uncle Marv, the IT Business Podcast delivers practical business advice, real-world lessons, candid conversations, and industry insights to help MSP owners, IT service providers, IT consultants, system administrators, and technology professionals run their businesses better, smarter, and faster.

Topics include MSP business growth, pricing and profitability, sales and marketing, managed services operations, cybersecurity, compliance, Microsoft 365, cloud services, automation, service desk efficiency, vendor management, technology stack decisions, and customer relationships.

Hear from experienced MSP owners, IT business leaders, industry experts, and technology vendors about what works, what doesn’t, and what it takes to build a stronger IT business. Get an honest look at industry trends, vendor claims, emerging technologies, and the decisions that affect your customers, your team, and your bottom line.

Whether you’re starting an MSP, growing an established IT services company, managing client networks, or looking for better tools and smarter ways to work, Uncle Marv brings the conversation back to what matters: practical knowledge you can put to work.

Run your business better, smarter, and faster.
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May 26, 2026

Seamless Sales Delivery For MSPs (EP 1012)

Seamless Sales Delivery For MSPs (EP 1012)
Uncle Marv’s IT Business Podcast: Practical Business Advice for MSPs and IT Professionals
Seamless Sales Delivery For MSPs (EP 1012)

I sit down with Dori Spade from Call to Action LLC to break down how she helped MSPs jump their close rates from the industry‑standard 25 percent to a consistent 70 percent by closing the “trust gap” between prospects and providers. We dig into her Seamless Sales Delivery Model, how to align sales, service, and client success, and why you should fix your sales process before you throw more money at marketing.

Money, Marketing & Growth 2026

I brought back my friend Dori Spade, founder of Call to Action, to talk about something most MSPs quietly struggle with: you spend money on marketing, hire a sales rep or two, and still only close a few deals a year. Dori walks me through how she has helped MSPs move from the industry standard 25 percent close rate up to 70 percent by closing what she calls the “trust gap” that prospects feel when every provider sounds the same. We talk about turning around a struggling acquisition region that was losing clients and staff, why proposals should read like they were written for one specific business, and how bringing in technical and client success folks during the sales process actually pays for itself when you win just a couple more 5K MRR deals.

We also get into real world scenarios: a 10 person MSP with only 10 good leads all year, big shops averaging just 2 to 3 solid leads a month, and the friction owners feel about “pulling” techs into sales meetings. Dori explains her Seamless Sales Delivery Model in plain English, shows how the same framework powers both retention and expansion, and shares why MSPs should use it to operationalize AI offerings the same way they did with cybersecurity. If you are a one person shop wearing every hat or a multi region MSP trying to get your team rowing in the same direction, this episode will give you a practical blueprint to turn the pipeline you already have into real, predictable revenue.

Chapters

  • 00:34 May Money Marketing Growth Series
  • 02:54 Military to Tech Journey
  • 04:37 Boosting MSP Close Rates
  • 06:49 Turning Retention Into Sales
  • 12:32 Closing the Trust Gap
  • 15:15 The Seamless Sales Model
  • 20:35 Why Better Conversion Pays
  • 25:38 Simplifying Roles and Handoffs
  • 30:34 AI and MSP Alignment
  • 33:33 Preparing MSPs for AI

=== Guest: Dori Spade, Call To Action LLC

  • Website: https://calltoactionllc.com
  • LinkedIn: https://www.linkedin.com/in/dspade

=== SPONSORS:

=== SHOW MUSIC:

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Dori Spade Profile Photo
Dori Spade

Founder/President

As a veteran of the managed services industry, I empower business leaders with a collaborative and hands-on approach to accelerate their success. With a focus on revenue growth, team building, business process improvement, go-to-market strategies, leadership development, and sales optimization, I partner closely with executives and their teams to understand their unique challenges and opportunities. I also leverage my extensive experience and proven best practices to deliver actionable results, enhance client retention, and foster a thriving team culture. Passionate about helping others in the MSP and Channel partner industry, I am dedicated to driving faster and more efficient outcomes, ensuring businesses find their competitive edge and achieve their goals.

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