Selling MSP Services Without “Selling” (983)
I’m joined by sales leader Laura Jeter from Vector Security Networks to unpack how a “big” MSP thinks about co‑managed IT, service desk vs. help desk, and working alongside smaller providers instead of competing with them. We walk through how her team uses tools like LinkedIn Sales Navigator and deep account research to find the right IT decision‑makers and build trust in high‑stakes cybersecurity and network projects. If you’re trying to grow your managed services practice, this conversation will help you rethink lead generation, vendor relationships, and your overall MSP growth strategy.
Most MSPs say they’re “relationship‑driven,” but Laura Jeter has turned that into a repeatable sales engine inside a large national managed services organization. In our conversation, she shares real‑world stories from enterprise deals, lessons from working with global vendors, and the exact research‑first habits she expects from her sales team before they ever book a meeting. If you’re tired of being seen as a cost center instead of a strategic IT partner, you’ll want to steal a few pages from her playbook.
=== Time Stamps
- 00:24 Meet Laura Jeter from Vector Security Networks
- 03:10 What Vector Security Networks Does Nationally
- 06:45 Co‑Managed IT and Partnering with Other MSPs
- 10:03 Laura’s Journey from Mainframes to MSP Sales
- 14:40 Why Most MSPs Struggle with Sales
- 18:00 Selling Outcomes, Not Line‑Item IT Services
- 21:14 Better Discovery: Questions That Actually Land Deals
- 24:05 Finding the Right Prospects and Ideal Clients
- 29:48 Using LinkedIn Sales Navigator and Research in Sales
- 36:24 Following Clients When They Change Jobs
- 40:01 Building a Strong Sales Engine Inside an MSP
== Guest
- Laura Jeter, Vector Security Networks (Director of Sales, Managed Network Services): https://www.vectorsecuritynetworks.com
=== Shout-outs
- MSP Association of America: https://www.mspassociation.com/
=== Companies / Vendors / Products Mentioned
- LinkedIn Sales Navigator: https://www.linkedin.com/sales
- ZoomInfo: https://www.zoominfo.com
- IT Expo: https://www.itexpo.com
- MSP Expo: https://www.mspexpo.com
=== SPONSORS:
- Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker
- Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/
- Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip
- Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid
- Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready
=== SHOW MUSIC:
- Item Title: Upbeat & Fun Sports Rock Logo
- Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET
- Author Username: AlexanderRufire
- Item License Code: 7X9F52DNML
=== 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.
Director of Sales
I live and grew up in Northeast Ohio just outside of Akron. I started in IT at the young age of 17 as a computer operator for mainframe computers. From there I moved into telecommunications as a telecom manager for a consumer technology company with a 200 seat call center managing complex voice systems. I’ve been in the MSP/VAR space for over 20 years doing everything from Project Management, Client Success, Sales and Sales leadership working with upper mid- market and enterprise level clients. Most of my time has been spent in IT Infrastructure, but I also have experience in software services and support.
I have two grown children and a small dog named Peanut. In my spare time I love hiking, boating and traveling.
