#109 - Owner-Led Sales: Why MSP Owners Can't Let Go | FROM THE TRENCHES

Owner-led sales: a necessary stage, a deliberate strategy, or a cop-out? Josh Peterson and Trevor Dierdorff, Founder & CEO of Amnet, take the question head-on and land somewhere more useful than either extreme. Trevor Dierdorff is the Founder & CEO of Amnet, a Colorado MSP he's run for 26+ years, and in this conversation we explore why sales and sales management are different professions, why his salesperson hires failed, and how an intentional culture became his real competitive edge. ---------------------------------------- What We Cover in This Episode - Why owner-led sales frustrates Josh - and where it's genuinely justified - Sales vs. sales management: two skills owners keep conflating - The owner's halo and why teaching a rep your pitch backfires - Managing activities, not people, to hold sellers accountable - Culture by design: "Good morning, superheroes" - Hiring for fit: don't put chocolate chips in the beef stew - Marketing air cover: a prospect-driven podcast and an executive forum ---------------------------------------- Guest Links Guest LinkedIn: https://www.linkedin.com/in/trevordierdorff/ Company Website: https://amnet.net ---------------------------------------- Subscribe & Follow BMK Vision YouTube (Video Podcast): https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Learn More About the Vision Platform: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog#speaker-form ---------------------------------------- SEO Keywords: Owner-led sales, MSP sales management, Hiring a sales manager, MSP company culture, Hiring for culture fit, Managed service providers, MSP marketing, BMK Vision Podcast ---------------------------------------- Credits Host: Josh Peterson Producer: Bering McKinley Episode: #109 - Owner-Led Sales: Why MSP Owners Can't Let Go | FROM THE TRENCHES