Why Better Questions Close More Business: Strategies from the Results Selling Framework | Pax8 - Academy Live Podcast Episode 42

Great sales isn't about pitching harder. It is about asking smarter questions that create curiosity and move buyers toward action. In this episode of Academy Live, Keith Marchiano, Senior Executive Coach and Program Manager for Sales Enablement at Pax8, breaks down how MSPs can use the Results Selling Framework to sell more, prospect more effectively, and strengthen their marketing message. Keith explains why most prospects already know “you’re an IT provider,” but rarely understand the full business impact you can make. The key is learning how to ask questions that shift the conversation from “fix my computer” to “help me grow, protect, and streamline my business.” 🔑 Key Topics Covered ✅ How better questions create curiosity in every sales conversation ✅ Applying RSF to marketing, prospecting, and buyer meetings ✅ What to say when you secure a 5-minute intro call ✅ How to guide buyers toward growth, efficiency, and risk reduction ✅ Practical tips for MSPs to ditch ineffective sales habits ✅ Where RSF fits into modern sales, marketing, and client engagement Looking to go deeper? Explore the Results Selling Framework Hub in Pax8 Academy for on-demand courses, new prospecting microlearnings, and expert-led education. 🔗 RSF Hub https://academy.pax8.com/pages/193/re...  🔗 RSF Instructor Led Training: https://www.pax8nebula.com/m/10412bf7... 🔗 Sales Coaching: https://www.pax8nebula.com/m/b42aed7c... 🔗 MicroLearning: AI Prompts for Sales & CRM – Smart Prospecting for MSPs https://academy.pax8.com/learn/course...  🔗 Pax8 Academy https://www.pax8.com/en-us/academy/  👍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 01/27/2026   ⎯⎯⎯⎯⎯⎯⎯⎯ 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 Keith Marchiano | Senior Executive Coach & Program Manager for Sales Enablement | Pax8 https://www.linkedin.com/in/keithmarchiano/ ⎯⎯⎯⎯⎯⎯⎯⎯ 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