Jennifer Bleam – Simplified Cybersecurity Sales for MSPs
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Jennifer Bleam – Simplified Cybersecurity Sales for MSPs

Host Karl talked to author and entrepreneur Jennifer Bleam about her new book: Simplified Cybersecurity Sales for MSPs. By now, the majority of your listeners have accepted the mission to protect their clients. If they don’t learn to sell cybersecurity effectively, countless small and medium sized businesses will be financially and personally affected. The future…

Cam Roberson: Choose Your Security Solutions Based on Actual Threats, Not the Acronym-du-Jour
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Cam Roberson: Choose Your Security Solutions Based on Actual Threats, Not the Acronym-du-Jour

Host Karl talked to Cam Roberson, Vice President of Beachhead Solutions about choosing the right security tools.  BeachheadSecure for MSPs provides a PC and device security platform for businesses and MSPs to encrypt data and automate threat responses.  Earlier in his career, he was a product manager at Apple and ran an advertising agency in…

MJ Shoer on CompTIA Community, CCF, and More
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MJ Shoer on CompTIA Community, CCF, and More

Host Karl caught up with MJ Shoer, the Chief Community Officer at CompTIA. MJ is responsible for leading a team of passionate leaders who deliver programs and benefits to CompTIA’s global community of members.  MJ is a 25+ year MSP veteran, having owned his MSP for nearly 20 years before merging into a friendly regional…

Aaron Asher on Sales Development and Appointment Setting
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Aaron Asher on Sales Development and Appointment Setting

Host James caught up with founder of Arsenal, Aaron Asher, to talk Sales Development and Appointment Setting. Since its inception in early 2019, Aaron and his team at Arsenal have worked with 100s of MSPs to provide transparent, no frill lists of services and resources. Link: www.arsenalbg.com — — — Sponsor Memo: Cisco  Did you…

Karl Palachuk on Setting Requirements for Your Clients
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Karl Palachuk on Setting Requirements for Your Clients

In this special edition, I lay out some information on choosing clients, setting expectations, and getting clients to play their role in your company. This is absolutely essential to building a successful business model. When you look at your ideal client, you need to know what they care about and what they don’t care about….

Ron Pelletier on Cyber Incident Response
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Ron Pelletier on Cyber Incident Response

Cyber Incidents, Cybersecurity Insurance, and SMBs. Host Karl interviewed Ron Pelletier from Pondurance. Pondurance is a cybersecurity incident response organization. Ron is the original Founder of Pondurance, having started the company from his basement in 2008. Ron has over 25 years of cyber security advisory experience. He started his career as an officer in the…

Field Effect on Changing Security Requirements for MSPs
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Field Effect on Changing Security Requirements for MSPs

This is the first in a series of interviews we’ll be doing with Field Effect in 2022. Host Karl talked to Toby Nangle, Global Channel and Partnerships Lead for Field Effect.  We start out by agreeing that it’s going to be another tough year on the cybersecurity front. Toby has worked extensively in the Education…

Vince Gerasolo – Working on a Four-Day Work Week for IT
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Vince Gerasolo – Working on a Four-Day Work Week for IT

Host Karl caught up with Vince Gerasolo of DaVinci Network Solutions of Toronto, Canada. In April of 2020, Vince started an experiment with a four-day work week for his business. Now it’s been almost a year , so we checked in to see how things are doing. On top of everything else involved in managing…

Gil Cargill – How to Sell So The Client Never Asks about The Price
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Gil Cargill – How to Sell So The Client Never Asks about The Price

Host Karl caught up sales trainer and coach Gil Cargill to talk about the importance of business-focused communication during sales calls. You hear it all the time: Don’t talk about what you sell; talk about the client’s needs. But how do you actually do that? How do you guide the conversation away from the price…