Harvest! The MSP Sales Show
Generate more business from your existing clients. Proven strategies to unlock hidden revenue, field-tested approaches from successful MSPs, and actionable frameworks for immediate results.
Harvest is a podcast about growing revenue from the clients you already have. Each episode is a conversation with an MSP owner, sales leader or channel expert on topics like whitespace analysis, pricing, renewals and account management. The show is hosted by James Steel and produced by Salesbuildr.
What the show covers
Practical strategies for upselling and cross-selling. Whitespace analysis and how to find the gaps in every account. Pricing conversations and how to raise rates without losing clients. Sales processes that work in MSPs running Autotask, ConnectWise or Halo.
Who should listen
MSP owners who want more revenue from their existing client base. Sales managers building repeatable account growth processes. Account managers looking for frameworks they can apply this quarter.
Related resources
Read the blog for written takes on MSP sales. Download our guides and ebooks. Watch Salesbuildr TV for video interviews. See how MSPs like IMS and Nostra use whitespace in the case studies.
Interviews With MSP Leaders on Growth & Revenue
Every episode digs into how experienced MSP owners and sales experts turn existing clients into predictable, growing revenue.
Stop Buying AI Tools. Fix Your Processes First.
Most MSPs are being sold AI as the answer. Rutger Katz says the question is wrong, what actually has to be in place before AI delivers anything.
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Why ‘I’m Not a Salesperson’ is Killing Your Growth
Paul Lloyd from Sellerly on why that mindset holds MSPs back, and how whitespace analysis can unlock 25–30% growth from existing clients.
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Put Yourself First · The Counter-Intuitive MSP Growth Method
CEO Harold Mann on how his self-proclaimed “laziness” became a strategic advantage, and why your existing client base beats endless new-logo chasing.
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We Grow But We Don’t Upsell · A 30-Year MSP’s Simple Success Strategy
The CEO of CDN Technologies on her “grow but don’t upsell” philosophy and how empathetic leadership creates lasting client relationships.
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Account Management Secrets for MSP Growth
Warwick Brown challenges the notion that customer retention is boring, and explains how account management becomes your true profit engine.
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Pay Exorbitant Money for Referrals That Convert
Harrison Baron from Growth Generators on building irresistible referral offers and turning business reviews into revenue.
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Why Check-In Calls Are Killing Your MSP Profits
Brian Doyle from VCIO Toolbox on turning routine customer check-ins into strategic revenue touchpoints using the thirds rule and gap analysis.
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Why a Million Dollar Company Isn’t Built on $10 Tasks
Tim Thomson on reclaiming your time as an overwhelmed MSP owner, identifying low-value tasks and focusing on what actually drives profit.
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Why Client Size Doesn’t Matter (And What Actually Does)
How focusing on existing clients transformed Team MetaLogic’s growth strategy, identifying ideal customers by technology dependence, not size.
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Double Your MRR Without a Single New Customer
Most MSPs chase new business. Joe Rojas thinks they’re starting in the wrong place, how one MSP added $30K MRR in four months with zero new clients.
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The $18M Upsell Strategy for MSPs
Graham Stead on the structure and sales rhythms that helped CMI grow from acquisition to £18M: “You don’t need more leads. You need to mine your customer base better.”
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The Most Successful MSPs Always Have a Plan
Dan Scott, Director of the IT Nation Community in Europe, on price increases, unlocking hidden revenue, and empowering your whole team to spot opportunities.
Listen nowReady to Unlock Revenue From Your Existing Clients?
See how Salesbuildr’s whitespace analysis turns the strategies from Harvest into a repeatable, automated process.
Book a demoPrefer to read first? Download our free guide, The MSP Sales Training Guide.