The Three Sales Mistakes MSPs Make and How to Fix It | Pax8 - Academy Live Podcast Episode 41

In this episode of Academy Live, Amy Luby, Executive Coach with Pax8 Academy, joins the conversation to break down why so many MSPs struggle when they try to move beyond founder led sales. Amy walks through the three most common mistakes MSPs and founders make when scaling sales, clarifies the difference between marketing and go to market, and explains why truly knowing your clients and verticals is more important than simply automating a CRM. 🔑 Key Topics Covered ✅ The three biggest mistakes MSPs make when moving beyond founder led sales ✅ Why sales fails without a true go to market system ✅ The difference between marketing tactics and go to market strategy ✅ How ICP discipline impacts sales, marketing, and scalability ✅ What MSPs should focus on as sales becomes more AI enabled ✅ Why knowing your clients and verticals drives better growth than CRM automation ✅ How discovery needs to evolve to support modern sales conversations ✅ How the Results Selling Framework supports scalable, system driven sales 📌 Check out the MSP Go-To-Market (GTM) Progression Framework: https://academy.pax8.com/learn/courses/7151/msp-go-to-market-gtm-progression-framework-from-founder-led-to-scalable-revenue-engine The conversation closes with a look at how the Results Selling Framework continues to evolve to support this new reality. Check it out here: https://www.pax8.com/en-us/academy/rsf/#4resource Don't Miss Amy's Session's at Beyond 2026: ✅ PRE BEYOND WORKSHOP: Everyone Says You Need GTM. What Is It, Really? ✅ How to Stop Losing Deals You Should’ve Won: A Go-To-Market Framework ✅ Between Two Agents: An Awkwardly Honest Conversation Link to agenda: https://www.pax8beyond.com/pax8beyond-agenda/ 👍Like and 🔔Subscribe to stay up to date on our latest episodes. Remember, we post NEW episodes every other Tuesday at 1 PM MT.   🗓️ This episode was previously streamed on Youtube on 01/13/2026   ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE HOSTS Rex Frank | Vice President of Academy | Pax8 https://www.linkedin.com/in/rexfrank/ Chris Kaiser | Director of Peer Initiatives | Pax8 https://www.linkedin.com/in/ckaisercsquared/ Amanda Glidden | Director of Academy Content | Pax8 https://www.linkedin.com/in/amandafglidden/ ⎯⎯⎯⎯⎯⎯⎯⎯ CONNECT WITH THE GUEST Amy Luby | Executive Coach | Pax8 Academy https://www.linkedin.com/in/amycluby/   ⎯⎯⎯⎯⎯⎯⎯⎯ LINKS Pax8 Academy Homepage https://tinyurl.com/y4m8d3cd Become a Partner with Pax8 Academy https://signup.pax8.com/?lang=EN_US ⎯⎯⎯⎯⎯⎯⎯⎯ ☁ Pax8 Beyond 2026 ☁ Learn more about our partner event: https://www.pax8beyond.com/ ☁ Learn More About Pax8 ☁ Why Pax8? - http://pax8.io/H1MI50NFhHl Explore our cloud marketplace - http://pax8.io/Ix0450NFhI9 ☁ Subscribe To Our Channel ☁ Never miss an episode of Academy Live - http://pax8.io/5yxJ50JJ3Z3 ☁ Follow Us ☁ LinkedIn - http://pax8.io/1jFu50JJ423 Twitter - http://pax8.io/AAth50JJ42u Facebook - http://pax8.io/A4gR50JJ43f ☁ Shop Pax8 Club ☁ See our collection of softwear - http://pax8.io/5xUR50NFhJb