Pax8 Results Selling Framework Podcast

In this episode of the RSF Podcast, we dive into building scalable growth systems, defining clarity around ideal client profiles, and shifting from founder chaos to founder clarity. Amy Luby, channel veteran and Pax8 Academy Executive Coach, shares her invaluable insights from decades of experience, emphasizing the importance of systems, processes, and strategic planning for long-term success.

 

🔑 Key Topics Covered

✅ The significance of clarity in defining your ideal client profile (ICP) and messaging
✅ How to create a predictable growth engine by aligning sales, marketing, and client success
✅ Overcoming owner bottlenecks by building scalable systems and playbooks
✅ Strategies for MSPs at different growth stages to separate owner involvement from sales execution
✅ How to articulate your value clearly to differentiate in a competitive market
✅ Recognizing the signs of plateau and the critical need for a go-to-market framework

📝 Resources:
🔗 NEW! Results Selling Framework landing page: https://www.pax8.com/en-us/academy/rsf/
🔗 Instructor-Led Training: Jumpstart Your Owner-Led Sales: https://www.pax8nebula.com/m/1ebfab150404c738/original/Jumpstart-your-Owner-Led-Sales.pdf
🔗 On-Demand Learning: MSP Go-To-Market (GTM) Progression Framework: From Founder-Led to Scalable Revenue Engine: https://academy.pax8.com/learn/courses/7151/msp-go-to-market-gtm-progression-framework-from-founder-led-to-scalable-revenue-engine

⎯⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH THE HOST

Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8
https://www.linkedin.com/in/keithmarchiano

⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH GUEST

Amy Luby | Executive Coach | Pax8 Academy
https://www.linkedin.com/in/amycluby/

⎯⎯⎯⎯⎯⎯⎯⎯

☁ Learn More About Pax8 ☁
Why Pax8? - http://pax8.io/9oBr50OYkpi
Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1

☁ Follow Us ☁
LinkedIn - http://pax8.io/1jFu50JJ423
Twitter - http://pax8.io/AAth50JJ42u
Facebook - http://pax8.io/A4gR50JJ43f

☁ Shop Pax8 Club ☁
See our collection of softwear - http://pax8.io/YG9P50OYkun

Are you ready to revolutionize your sales game? In the latest episode of the Result Selling Framework podcast, we dive into how AI is reshaping the way MSPs identify prospects and set appointments. Join Keith Marchiano and Erick Simpson, CEO of Channel Mastered, to learn how MSPs can harness the power of AI for better lead generation and sales outcomes. Don't get left behind - find out how to unlock new revenue streams and enhance your client relationships! 

⎯⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH THE HOST

Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8
https://www.linkedin.com/in/keithmarchiano

⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH GUEST

Erick Simpson CEO, Chief Strategist, MSP Channel Expert, Influencer, and Thought Leader | Channel Mastered https://www.linkedin.com/in/ericksimpson/

⎯⎯⎯⎯⎯⎯⎯⎯

☁ Learn More About Pax8 ☁
Why Pax8? - http://pax8.io/9oBr50OYkpi
Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1

☁ Follow Us ☁
LinkedIn - http://pax8.io/1jFu50JJ423
Twitter - http://pax8.io/AAth50JJ42u
Facebook - http://pax8.io/A4gR50JJ43f

☁ Shop Pax8 Club ☁
See our collection of softwear - http://pax8.io/YG9P50OYkun

In this insightful episode of the Results Selling Framework podcast, hosts Keith Marchiano and Dave Cava delve into the essentials of building a successful sales organization within the MSP industry.

They discuss the critical importance of establishing a strong foundation before hiring salespeople, the significance of culture fit in recruitment, and the invaluable role of peer groups in continuous learning. Dave also shares personal stories from his career and life, including the challenges of authoring a book.

Tune in for a blend of practical advice and heartfelt experiences that highlight the path to sales success.

📖 Check out Dave's Book: https://www.amazon.com/PUMPKIN-PLAN-MANAGED-SERVICE-PROVIDERS-ebook/dp/B0CVNQ4XLB

⎯⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH THE HOST

Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8
https://www.linkedin.com/in/keithmarchiano

⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH GUEST

Jeremy Nelson | Sales Coaching Manager | Pax8
https://www.linkedin.com/in/jeremy-nelson-/

⎯⎯⎯⎯⎯⎯⎯⎯

☁ Learn More About Pax8 ☁
Why Pax8? - http://pax8.io/9oBr50OYkpi
Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1

☁ Follow Us ☁
LinkedIn - http://pax8.io/1jFu50JJ423
Twitter - http://pax8.io/AAth50JJ42u
Facebook - http://pax8.io/A4gR50JJ43f

☁ Shop Pax8 Club ☁
See our collection of softwear - http://pax8.io/YG9P50OYkun

In this episode, Keith Marchiano and Jeremy Nelson discuss the critical aspects of hiring salespeople. Learn how they handled their first sales hires - and why it's so important to have a solid sales process and understanding of your target market BEFORE bringing on a salesperson.

🔑 Key Topics Covered
✅ How to assess your onboarding capacity before hiring.
✅ Why sales skills can—and should—be developed with training.
✅ How sales admins can free up the owner’s time.
✅ Why hiring “experienced” salespeople isn’t always the best choice.
✅ Traits to look for: curiosity, communication, and coachability.
✅ Why a structured sales process is your foundation for success.
✅ How investing in training sets new hires up for long-term success.
✅ Planning and resources needed to build a strong sales department.

Listen to this podcast episode to learn the difference between sales admins and hunters, discover what makes a candidate a strong fit, and get actionable advice for hiring effectively—so your sales team drives real results from day one.

⎯⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH THE HOST

Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8
https://www.linkedin.com/in/keithmarchiano

⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH GUEST

Jeremy Nelson | Sales Coaching Manager | Pax8
https://www.linkedin.com/in/jeremy-nelson-/

⎯⎯⎯⎯⎯⎯⎯⎯

☁ Learn More About Pax8 ☁
Why Pax8? - http://pax8.io/9oBr50OYkpi
Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1

☁ Follow Us ☁
LinkedIn - http://pax8.io/1jFu50JJ423
Twitter - http://pax8.io/AAth50JJ42u
Facebook - http://pax8.io/A4gR50JJ43f

☁ Shop Pax8 Club ☁
See our collection of softwear - http://pax8.io/YG9P50OYkun

Ready to start 2026 with unstoppable momentum? Join Keith Marchiano and Jeff Weiss as they unpack what it really takes to drive sales success. In this episode, they dive into the metrics that matter, the power of accountability, and how to plan effectively for long-term growth.

Learn how to overcome the biggest challenges of building a sales program and create proactive processes that generate consistent, high-quality revenue. Whether you’re leading a team or selling solo, this conversation will help you level up your sales strategy for the new year.

📘 Want the powerful planner featured in this episode? Enroll in Pax8 Academy’s instructor-led course Jumpstart Your Owner-Led Sales for your copy and expert guidance:
🔗 https://www.pax8nebula.com/m/1ebfab150404c738/original/Jumpstart-your-Owner-Led-Sales.pdf

🤝 Need personalized support? Explore Pax8 Academy Sales Coaching for one-on-one help to refine your sales process and hit your goals:
🔗 https://www.pax8nebula.com/m/b42aed7c257bbdd/original/Pax8-Academy-Sales-Coaching-1-Pager.pdf 

⎯⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH THE HOST

Keith Marchiano | Program Manager - Academy Sales Enablement | Pax8
https://www.linkedin.com/in/keithmarchiano

⎯⎯⎯⎯⎯⎯⎯

CONNECT WITH GUEST

Jeff Weiss | Executive Coach | Pax8
https://www.linkedin.com/in/jeff-weiss1414/

 

⎯⎯⎯⎯⎯⎯⎯⎯

☁ Learn More About Pax8 ☁
Why Pax8? - http://pax8.io/9oBr50OYkpi
Explore our cloud marketplace - http://pax8.io/Pfoh50OYks1

☁ Follow Us ☁
LinkedIn - http://pax8.io/1jFu50JJ423
Twitter - http://pax8.io/AAth50JJ42u
Facebook - http://pax8.io/A4gR50JJ43f

☁ Shop Pax8 Club ☁
See our collection of softwear - http://pax8.io/YG9P50OYkun