The $18M Upsell Strategy for MSPs
You don’t need more leads. You need more sales discipline. In this episode, former MSP owner and Sales Director Graham Stead breaks down the exact rhythms that helped CMI scale to £18M in revenue, by focusing on the customers they already had.
What You’ll Learn From This Episode
- What “white space” really means in MSP sales
- How to map your client base to uncover new revenue
- Stakeholder strategies that reduce churn and increase influence
- Sales time audits: stop wasting expensive talent
- Why most discounts are just a lazy sales move
In His Own Words
“White space needs cadence, or it won’t happen.”
Graham Stead“Every seller should know their target per hour.”
Graham Stead“Discounting is lazy, trade it for value.”
Graham SteadGraham Stead
Graham Stead
Sales Coach & former Sales Director at CMI
Graham Stead is a seasoned MSP sales strategist who helped grow CMI to £18M in revenue, largely by embedding white space discipline and sales team habits that scale. Former MSP founder, now advising MSPs on how to build sales engines that last.
Connect with Graham on LinkedIn →Ready to Unlock Revenue From Your Existing Clients?
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