[186] Better MSP Sales: No Hard Sell, Just More Confidence

TubbTalk: The Podcast for Managed Service Providers

In this interview, Richard Tubb talks to Kristian Walker. He’s an Account Executive - New Business at Huntress. Huntress are one of the world’s leading cybersecurity organisations. Kristian has been making waves sharing some great advice on MSP sales through his online videos.

Kristian talks about his journey in the IT sector and what a typical day looks like for him. Richard asks him to share why many MSPs struggle with sales and his view on sales.

Kristian talks through how to demonstrate the real value in MSP services, why your approach to client sales has to change and the biggest mistake he sees MSPs make with sales, as well as why engineers should get involved in sales chats.

Richard asks Kristian for his top tips for better sales conversations, as well as the single thing you can do to have more sales in the rest of 2025. Kristian also explains the Neighbourhood Watch solution from Huntress, what MSPs want (and don’t want) from vendors and what to look for in partner relationships.

Richard asks Kristian how he started making videos for LinkedIn and how it feels to put yourself out there. He shares why a mindset shift will give you more confidence to do video, why you don’t need fancy kit to get started, and the responses he’s had to what he puts out.

Finally, Richard asks what’s the best part of Kristian’s job, what the job has taught him about himself and who he is outside of work. He also shares who inspires him in and out of the MSP world.

Mentioned in This Episode

• Huntress
• IT solutions: Datto
• Author and speaker: Karl Palachuk
• MSP community: GTIA
• Sales development leader at Huntress: Tracie Orisko
• VP Ecosystem Evangelism at ConnectWise: Arlin Sorensen
• Sales engineer at Huntress: Sasha Roshan
• MSP community: The Tech Tribe
• Video platform: Bonjoro