{"podcast":{"title":"The MSP Sales Podcast","slug":"the-msp-sales-podcast-7028645","podcast_index_feed_id":7028645,"rss_url":"https://feed.podbean.com/mspsalespodcast/feed.xml","website_url":"https://mspsalespodcast.podbean.com","image_url":"https://pbcdn1.podbean.com/imglogo/image-logo/18817570/PodcastCover_Front_1400pxSM_b82i6v.png","author":"Brian Gillette","episode_count":48,"summary":"The MSP Sales Podcast digs into the philosophy, strategy, sales training, and techniques that allow a managed service provider to meet their maximum sales potential. For managed service providers who want to scale, we’ll discuss the critical systems that must be in place for every MSP to succeed. We’ll be joined by industry specialists in the IT industry to offer their expert insights. Hosted by Brian Gillette, his own unique and proven empathy-driven sales philosophy has helped generate millions of dollars in revenue for IT providers who deliver managed services including network security, backup, monitoring, compliance, and more.","last_synced_at":"2026-06-23T02:19:05.586393+00:00","page_url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645"},"episode":{"title":"Episode 46 - Why Most MSPs Don't Know If They're Profitable (Guest: John Risko)","slug":"episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko","published_at":"2026-06-15T15:00:00+00:00","page_url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645/episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko","show_page_url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645","url":"https://mspsalespodcast.podbean.com/e/episode-46-why-most-msps-dont-know-if-theyre-profitable/","audio_url":"https://mcdn.podbean.com/mf/web/764k5pereyjtnf6g/Episode_46_-_John_Riskobg11c.mp3","summary":"Most MSP owners think they know their numbers.The problem is... most don't.If you look under the hood of a stagnant MSP, the problem usually isn't sales.It's visibility. You can't improve profitability if you don't know where it's actually coming from. Many MSPs chase growth without understanding which customers, agreements, or services are making money. The result is more complexity, more work, and often very little improvement to the bottom line. In this episode, Brian Gillette sits down with John Risko of MSP CFO & Accounting to unpack the connection between strategy, operations, and profitability. They discuss why specialization creates leverage, why many MSPs don't actually know their numbers, and how better visibility leads to better business decisions.We cover: → Why strategic focus matters more than adding revenue→ How saying \"no\" improves profitability→ The hidden cost of custom solutions→ Why many MSPs struggle to measure profit→ Ways to identify unprofitable customers…and more. If you're trying to build a more profitable MSP, this conversation will challenge how you think about growth, metrics, and what it actually takes to scale. Get in touch with today's guest, John Risko, at www.MSPCFOandAccounting.com Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian's book \"How To Sell a Sh*tload of Managed Services (without selling your soul)\", is now available in both hard-copy and audiobook format!It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.Get it now at Amazon.com https://a.co/d/hJKoFxg. .#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices…","meta_description":"Most MSP owners think they know their numbers.The problem is... most don't.If you look under the hood of a stagnant MSP, the problem usually isn't sales.I…","key_points":[],"chapters":[],"topics":[],"duration_seconds":3492,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/the-msp-sales-podcast-7028645/episodes/episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645/episode-46-why-most-msps-don-t-know-if-they-re-profitable-guest-john-risko.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}