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.

In this timely Cybersecurity Month episode of the RSF Podcast, host Keith Marchiano sits down with cybersecurity expert James LaVine to tackle one of the most pressing challenges facing managed service providers today: protecting small businesses in an AI-driven threat landscape. With his unique background spanning 25 years as an MSP owner and military intelligence expertise, LaVine brings a ”head on a swivel” perspective to cybersecurity that every MSP needs to hear. The conversation explores how artificial intelligence is fundamentally changing the game—serving as both a powerful shield for defense and a sophisticated sword in the hands of cybercriminals.

In this episode, join Keith Marchiano for a conversation with Kevin Hughes, Strategic Advisor at Ascentient. They discuss the process of selling IT services, including asking for introductions, planning with the client, and getting decision-makers in the room to avoid stalled deals. Kevin shares his journey from sales admin to revenue leader, emphasizing relationship-building and leveraging client success stories to drive sales.

Dive into the latest episode featuring an insightful conversation with Brian Weiss, CEO of iTech, where we explore the entrepreneurial journey, the evolution from personalized tech services to embracing industry-wide frameworks, and the profound impact of community engagement. Tune in for a thought-provoking journey through pivotal milestones—like iTech’s 20-year anniversary, the adoption of the Results Selling Framework, and the importance of continually reinventing business strategies - and delve into challenges of rural tech business growth, the significance of adopting off-the-shelf solutions, and the crucial transition from self-developed tools to process-driven workflows.

We all know the importance of speaking to the right contact when selling - but are you talking to ALL the right contacts? Join Keith Marchiano and Pete Busam as they explain how to connect with multiple buyer personas within your target client profile. Learn about the significance of brand recognition and how to complement your relationship-building sales skills with finely honed marketing strategies to propel your sales to the next level.

In this episode, Keith Marchiano interviews Rex Frank, a visionary in the MSP space and VP of Academy at Pax8. They discuss the evolution of the IT services industry, the importance of attending industry events, and the future of AI in the MSP realm. Rex shares his journey from technician to service executive and the lessons learned along the way. Learn about the origins of Academy and how enablement is key to adapting in a rapidly changing technological landscape.

In this episode of the Results Selling Framework podcast, Keith Marchiano and James LaVine explore how MSPs can effectively sell cybersecurity solutions, the importance of understanding AI integration, and the need for a solid security framework to protect clients from emerging threats in both spheres. AI readiness is critical for MSPs, and cybersecurity controls are the key tool to ensuring your clients are safe as they explore the new landscape. Learn how education is the solution to a significant vulnerability in cybersecurity - people - and how stories can be your secret weapon to landing the sale.

Join Keith Marchiano and Jonathan Cox as they dig into the future of automation and AI in sales. Learn why having a solid sales process before implementing tools is non-negotiable and how the balance between automation and the human touch in sales interactions can set you apart. In the face of the golden opportunity of AI, it’s pivotal that we understand the importance of building trust through meaningful conversations in sales, leveraging technology for efficiency, and the necessity of defining processes before automating tasks.

In this engaging podcast episode, Keith Marchiano and Maria Armstrong discuss the unique challenges and experiences of women in sales. Maria shares her journey into sales, the importance of empathy, and the generational shifts in perceptions of women in the industry. Discover strategies for MSPs to generate quick wins by analyzing client needs and engaging in effective communication. You will hear how to grow your business by having meaningful conversations with your clients and learn how you can start educating clients about security and discover the importance of regular check-ins to find that valuable whitespace and ensure you’re building strong relationships.

It’s Women’s History Month! Keith Marciano and Jennifer Evans, Operations Solutions Consultant 4 at Pax8 are here discuss the ongoing challenges women face in the sales industry. Join them as they explore the advantages and disadvantages women encounter in sales roles and share personal stories of overcoming obstacles - all while maintaining that important work-life balance needed to thrive in the sales profession. Learn about the importance of active listening and empathy in building client relationships, and how continuous learning can be the key to growing your own career.

In this episode of the Results Selling Framework podcast, Keith Marciano and Chris McDonell discuss the essential skills needed for sales success - active listening, effective communication, and a structured onboarding process as well as the significance of emotional intelligence and genuine communication in building relationships with prospects. They explore the role of sales leaders in coaching and developing their teams, the impact of post-COVID dynamics on sales strategies, and the necessity for continuous improvement and adaptability in using technology for sales interactions.

In this episode, Keith Marchiano and Jake Gipson discuss the importance of setting clear and attainable sales goals for the new year, emphasizing the need for consistency, accountability, and strategic planning for driving growth in sales. Jacob Gipson is the Manager of Enablement Programs at Pax8, where he leads initiatives that empower sales teams and partners to achieve their goals through tailored enablement strategies. With a strong background in sales methodologies like Command of the Message and a proven track record in driving programs like Good2Gr8, Jacob focuses on simplifying processes, fostering collaboration, and delivering measurable results for Pax8 and its partners. With the help of Jake and Keith’s insights, learn how to reset after a challenging 2024 - break down your larger goals into smaller, achievable milestones to maintain focus and motivation throughout the new year!

Join Keith Marciano, Senior Executive Coach at Pax8 Academy, and Jeremy Nelson, Sales Coaching Manager at Pax8, as they dive into the crucial steps for planning new managed recurring revenue in the upcoming year. With Jeremy’s extensive experience in running MSPs and sales, this episode is packed with valuable insights on setting clear goals and key performance indicators (KPIs) to achieve an impressive 20% annual growth in managed services. Get ready for an engaging and informative conversation that will leave you inspired and motivated to reach new heights of success in 2025. Whether you’re a seasoned professional or just starting out, this episode offers practical advice and strategies to help you excel in the world of managed services. Tune in for an insightful and fun discussion that will equip you with the tools and knowledge you need to thrive in the coming year!

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. In this episode, we delve into the world of sales and leadership. Sara Ehrich shares her incredible journey from office manager to Chief Operations Officer of an MSP. She and Keith discuss the importance of a sales playbook, role-playing scenarios, and key metrics for sales success. Learn about the significance of celebrating sales wins as a team and gain valuable tips for leading and developing salespeople!

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. This week, Michael L. Giuffrida, the President at Kyber Security teams up with Keith to discuss his journey from IT engineer to business development expert, offering insights into building a positive sales mindset and the importance of reducing risk through cybersecurity. They discuss strategies for qualifying prospects, uncovering buyer needs, and overcoming obstacles in selling security solutions. Tune in for practical tips, engaging role-plays, and expert advice on protecting businesses from cyber threats.

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. In this episode Matt Lee, the Security & Compliance - Senior Director at Pax8, joins Keith to explore the art of selling cybersecurity services by positioning yourself as the expert. Learn how to build lasting client relationships by focusing on frameworks and strategies rather than just showcasing tools. Discover the key to becoming a trusted prescriber and elevating your sales approach.

Join us in this insightful episode as Keith Marchiano sits down with Conor Geiger, Sales Manager at Creative Computer Solutions, an MSP based in Vancouver, Washington. Together, they dive deep into the art of prospecting and share actionable tips to help you create familiarity and spark curiosity with potential clients. Understanding the challenges that come with prospecting, Keith and Conor discuss proven strategies to establish a connection with prospects, even before the first conversation. They explore techniques that go beyond the basics, helping you to stand out in a crowded market and turn cold leads into warm opportunities. Whether you’re a seasoned sales professional or just starting, this episode is packed with valuable insights to refine your approach and drive results. Tune in to discover how to elevate your prospecting game and set the stage for successful client relationships.

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. In this episode, James Lavine joins Ketih to dive deep into the nuanced world of attracting clients. The two will explore the strategic approaches that separate marketing from prospecting, yet show how they can complement each other to create a powerful client acquisition strategy. Whether you’re a seasoned professional or just starting, this episode is packed with actionable insights and expert advice to help you master the art of attraction.

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. This episode will show you how to use our Discovery Guide template to collect all the data you have gathered up to this point into an organized form to help make your sales process clear and concise. The last thing you want is for all your valuable information to be scattered to the wind - you wouldn’t want to lose some critical piece of information that could be the missing key to what the buyer is truly looking for... Let’s make sure you make the most of all your hard work!

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast. In this episode, we delve into the art of leveraging proof points to not only support your sales narrative but also to convincingly demonstrate your ability to meet and exceed client expectations. You will learn to craft compelling proof points that resonate with prospects and provide verifiable evidence of your past successes.