Is Your MSP Avoiding the Real Work?
You've blamed leads, markets, and competition—but the uncomfortable truth is that growth stalls because MSP owners avoid the emotional discomfort of sales.
Brian Gillette of Feel Good MSP calls this emotional avoidance your MSP’s invisible "cardio"—something you simply cannot outsource.
What’s Inside?
Why Most MSPs Avoid the Real Work of Sales
Identifying Your Emotional Sales Roadblocks
Breaking Down the Invisible Wall of Fear and Excuses
Cultivating True Sales Resilience
How to Make Sales Your Identity, Not Just a Task
Let’s unpack exactly how you can overcome avoidance, build resilience, and transform your MSP’s growth trajectory.
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The Sales Truth MSPs Ignore
Most MSP owners started as technicians—comfortable solving problems, uncomfortable with visibility and rejection.
Sales is avoided because it’s emotionally challenging, not because it's complicated.
Your excuses aren't strategic—they're emotional armor preventing growth.
Wake-Up Call: Facing Your Invisible Wall
Brian Gillette calls it the “Invisible Wall”—the painful gap between knowing what you should do and actually doing it.
Every brick in this wall is an excuse: fear of rejection, insecurity about pricing, shame around sales.
Every day you avoid sales follow-ups, quoting, and prospecting, you reinforce this wall, effectively blocking your path to growth.
The good news? This wall isn't permanent—but dismantling it requires brutal honesty and courageous action.
How to Demolish Your Invisible Wall
Step 1: Own Your Excuses 🔍
List every sales-related task you avoid and the emotional reasons behind each avoidance (fear, shame, insecurity).
Step 2: Challenge Your Comfort Zone 📆
Take one uncomfortable sales action today (make a follow-up call, deliver that overdue quote, or schedule a new prospecting session).
Step 3: Build Your Emotional Fitness ⚡
Schedule daily activities that push your comfort boundaries. Consistently face rejection until resilience becomes your new normal.
👇 Download Your Free Workbook 👇
Dive Deeper with Video
Whiteboard Breakdown: Watch the breakdown Brian’s insights into a detailed, actionable framework you can implement immediately [Watch Here]
Full Brian Gillette Interview: Discover Brian’s full story of moving from emotional avoidance to sales mastery. [Watch Here]
Final Thought: The Real Barrier to MSP Growth? Industry Norms.
Brian makes it clear:
"Sales is cardio—no one else can run for you."
Stop hiding from the discomfort. Embrace resilience, transform your sales approach, and grow beyond your current limitations.
👉 Ask Yourself: If nothing changes today, where will your MSP be one year from now.
Talk soon,
Jeffrey Newton
MSP INSIDER