#29 - From The Trenches - Mastering MSP Sales Systems - (Mitz Giannakos)

In this From the Trenches episode, Josh Peterson sits down with Mitz Giannakos, Co-Founder of Next Step Technology Solutions, to unpack what it really takes to build a scalable, repeatable MSP sales machine. Drawing on more than a decade in telecom and enterprise sales, Mitz walks through his journey from early prospecting struggles to designing sales systems that turn chaos into a disciplined, data-driven engine for growth.

Josh and Mitz explore how integrating CRMs like HubSpot or Dynamics with tools such as ConnectWise can change the sales game, why sales operations and process documentation matter as much as closing skills, and how the Discover–Stabilize–Optimize–Innovate framework helps MSPs link technology investments to real business outcomes. They also dig into prospecting in 2025, the limits of outsourced cold calling, and how a clear mission, vision, and “why” can become a brand story that attracts both ideal clients and top talent. For more MSP tools and resources, visit BMK Vision →.

For MSPs working on sales process, leadership, and profitability, explore these related BMK resources: the role of MSP sales consulting in revenue growth, proven recurring revenue sales strategies for MSPs, and an IT firm checklist for MSP sales leaders. To see how BMK supports growth across the whole business, visit Who We Work With or dive deeper into BMK Sales Consulting.

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Episode Highlights

• 00:01:04 – MSP sales maturity today and why so many founders still “play checkers, not chess.”
• 00:05:18 – The Muhammad Ali method of controlling the “geography” of the sale.
• 00:08:37 – Turning technology conversations into revenue, profit, and measurable ROI.
• 00:13:18 – Communication styles, love languages, and “sales languages” in MSP deals.
• 00:15:58 – Prospecting in 2025: balancing outbound grind with smarter, intent-driven inbound.
• 00:23:25 – Why most outsourced cold-calling programs fail MSPs and what to do instead.
• 00:52:14 – Documenting the sales process, CRM setup, and building for scale from day one.

About the Guest

Mitz Giannakos is the Co-Founder of Next Step Technology Solutions, an MSP and telecom hybrid helping small and mid-sized businesses get enterprise-grade connectivity, security, and support without the headaches of dealing with traditional carriers. With more than a decade in telecom and enterprise B2B sales, Mitz specializes in building scalable, data-driven sales systems that align technology solutions with real business outcomes.

From integrating CRMs with ConnectWise to documenting sales SOPs and maturing sales operations, Mitz focuses on transforming founder-led sales into a repeatable, measurable engine for growth and long-term valuation.

🌐 Company Website: nextstepts.com →
🔗 Company LinkedIn: Next Step Technology Solutions →
👤 Connect with Mitz: LinkedIn Profile →

About the Host

Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. Through the From the Trenches series, Josh highlights MSP leaders who redefine growth through creativity, operational maturity, and genuine client connection.

👤 Connect with Josh: LinkedIn Profile →
📺 Subscribe on YouTube: BMK Vision →