Episode 11 - SaaS vs. MSP Sales: What Works and What Doesn’t (w/ Guest: Tanner Cookson)

Why might SaaS sales reps struggle in MSP sales? On the surface, selling software and selling managed services may seem similar - but the reality is, they require very different approaches.

In this episode of The MSP Sales Podcast, we sit down with Tanner Cookson (@ Alternative Payments) to break down the fundamental differences between SaaS sales and MSP sales. We discuss why many SaaS-trained reps struggle in MSP roles, and what MSP owners need to know before making their next sales hire. From the importance of relationship-driven selling to the challenges of longer sales cycles, we explore what it really takes to succeed in MSP sales.

If you’re an MSP looking to build the right sales team, don’t miss this conversation! We’ll help you understand what skills to prioritize, how to onboard sales reps effectively, and why a strong sales process is just as important as hiring the right person.

🔹 What’s the biggest challenge you’ve faced in hiring MSP sales reps? Let us know in the comments!

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(Today's guest, Tanner Cookson can be reached on LinkedIn. )
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