# Josh Smith | Stop Selling and Start Educating Your Prospects

Page: https://stenobird.com/podcast/msp-business-school-755986/josh-smith-stop-selling-and-start-educating-your-prospects
Text version: https://stenobird.com/podcast/msp-business-school-755986/josh-smith-stop-selling-and-start-educating-your-prospects.md
Podcast: [MSP Business School](https://stenobird.com/podcast/msp-business-school-755986)
Published: 2026-08-05T00:52:00+00:00
Episode link: https://mspbusinessschool.libsyn.com/josh-smith-stop-selling-and-start-educating-your-prospects
Audio file: https://traffic.libsyn.com/secure/mspbusinessschool/Smith.mp3?dest-id=802386
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JSON: https://stenobird.com/v1/public/podcasts/msp-business-school-755986/episodes/josh-smith-stop-selling-and-start-educating-your-prospects
Duration seconds: 1461

## Resource

In this episode of MSP Business School, host Brian Doyle engages with Josh Smith from Wingman MSP Marketing to explore the dynamic landscape of marketing for MSPs. Josh shares his unique journey from accounting to marketing and the insights he brings to the MSP sector. With discussions ranging from effective marketing strategies to the evolving role of AI in business, the episode offers a wealth of practical advice for MSPs looking to optimize their marketing efforts and embrace new technologies. The conversation delves into the challenges and opportunities in MSP marketing, emphasizing the value of niche targeting and personal engagement. Josh discusses how Wingman helps MSPs navigate these waters, moving beyond traditional lead generation to include comprehensive marketing services like event planning and SEO adaptations to AI advancements. The discussion highlights the importance of understanding your client's pain points and leveraging events, such as educational AI seminars, to create meaningful connections and establish trust in the market. Key Takeaways: Strategic Niching: Identifying and focusing on a specific industry or vertical can significantly enhance marketing effectiveness and client acquisition for MSPs. AI as a Catalyst: Hosting educational events on AI can attract prospects by addressing common business challenges and demonstrating expertise in emerging technologies. Comprehensive Marketing: A full-service marketing approach, including SEO, event planning, and lead generation, is essential to meet the diverse needs of MSPs today. Personality Over Skills: In sales and customer service, hiring for personality is often more successful than focusing solely on technical skills. Adaptation to Change: Both marketing agencies and MSPs must continually pivot a…

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## Transcript

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