Episode 186

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Published on:

16th Sep 2025

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

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.

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About the Podcast

TubbTalk: The Podcast for Managed Service Providers
Putting Managed Service Providers back in control!
Richard Tubb has been a leader and keynote speaker in the MSP community for the last two decades. At the helm of media company and MSP advisory business Tubblog, Richard loves to showcase tech companies disrupting the industry, as well as shining a light on new tools you might not be aware of.

His long-running and successful interview-style show, TubbTalk, features fireside style chats with the CEOs and CTOs of these businesses, to dig deep into how they got started in the industry, what inspired them to start something new and what their advice would be to anyone who wants to do the same.

But it's not all tech focused! As a former MSP owner himself, Richard knows that there are many facets to being a business owner, which is why his guests reflect that too.

Previous topics include mental health, sales, marketing, business growth, productivity, customer service and more. Wondering why you should listen? Well, as one fan put it: "It's like eavesdropping on a conversation between two friends, who are sharing their knowledge and wisdom with each other. You learn while you're being entertained."

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Richard Tubb

Richard Tubb is one of the best-known experts within the global IT Managed Service Provider (MSP) community. He launched and sold his own MSP business before creating a leading MSP media and consultancy practice. Richard helps IT business owner’s take back control by freeing up their time and building a business that can run without them. He’s the author of the book “The IT Business Owner’s Survival Guide” and writer of the award-winning blog www.tubblog.co.uk