Скачать или смотреть Selling Like a Lion: A Guide for MSPs to Master the Sales Jungle with Matthew Koenig at Nodeware

In this episode of M&A Insights, I sit down with Matt Koenig, VP of Channel at NodeWare, to tackle one of the biggest challenges MSP founders face: selling with confidence and clarity.

Matt explains why sales success starts with your mindset — the “lion mentality.” The lion rules the jungle not because it’s the biggest or smartest, but because it knows what it wants and goes after it with focus and determination. MSP founders, too, need to shed fear and take control of the sales conversation.

We also walk through a step-by-step sales process MSPs can use to win better clients, earn fair pricing, and grow sustainably:

• Discovery — Understand the client’s business, uncover pain points, and get decision-makers in the room.
• Assessment — Audit both the technical and people environments and relate findings to business outcomes.
• Proposal — Present your solution live, clearly tied to the client’s priorities, and framed in terms of business impact.
• Project Plan — Show a clear, actionable path forward with realistic timelines and milestones.
• Pricing — Position your pricing as a reflection of your value, not just a number, and handle objections confidently.

We discuss how to ask the right questions at each stage, how to overcome objections (especially about price), when and how to hire your first salesperson, and why it’s crucial to make room operationally before taking on new clients.

Matt also shares his dos and don’ts for MSP sales — from building trust and presenting proposals live, to avoiding the trap of competing only on price or hiring salespeople on straight commission.

If you’re ready to stop fearing sales and start approaching it like a lion, this episode is packed with real-world advice and actionable strategies.

Madhur Duggar is a Senior M&A Advisor at Excendio Advisors and focuses on IT Services

Reach out to Madhur at [email protected] or 212.731.4230

Book an Appointment with him on LinkedIn at   / madhur-duggar  

Check out Excendio Advisors and our amazing content at www.excendio.com

Reach out to Matt Koenig on his LinkedIn at
  / mkkoenig