Know, Grow and Scale with Laura Johns

About Know, Grow and Scale with Laura Johns

Get More MSP Leads is the podcast for MSP owners who want consistent opportunities, stronger positioning, and predictable revenue. Hosted by Laura Johns, founder and CEO of The Business Growers, this show is built specifically for managed service providers who are ready to stop relying on referrals and start building a scalable lead generation engine. Each episode delivers practical strategies MSPs can use to attract qualified prospects, build trust before the sales conversation, and convert attention into long term client relationships. You will hear real growth strategies, marketing frameworks, sales insights, and operator level thinking designed to help MSP owners increase demand and scale with structure. Whether you are refining your positioning, improving your pipeline, strengthening your authority in the market, or preparing your business for the next level of growth, this podcast gives you the clarity and execution path to move forward with confidence. While earlier episodes explored broader B2B and tech leadership topics, all current and future content is focused on helping MSPs generate leads and grow predictable revenue. To learn more, visit www.thebusinessgrowers.com.

Publisher

Laura Johns

Category

business

Language

en

Explicit

No

First episode

20 Jul 2021

Latest episode

7 Oct 2026

Latest episodes

80 episodes in the feed.

1. 

   7 Oct 2026

   Your Tech Stack is Not a Differentiator

   Your MSP doesn't need a new tool to win more deals. It needs a message prospects can repeat back. In this episode of the Get More MSP Leads podcast, Laura Johns explains why having the same tech stack as the MSP down the street isn't the problem it's made out to be, and what actually gets a buyer to pick you over a cheaper option. Laura opens with a stat that's been getting a lot of attention: 92% of MSPs run basically the same tech stack. Same tools, same vendors, same certifications. Her take? Your stack was never the differentiator. A dental office owner can't tell one firewall from another. A CFO comparing EDR vendors is really asking one question: do I trust these people? The real risk comes when buyers can't tell you apart. Same stack plus same messaging usually ends in a price war, and you'll lose that to someone hungrier and cheaper three states away. "Fast, responsive, great people" won't fix it either. If someone has to become your client to feel your differentiator, it won't bring new clients in. What you'll learn: ✅ Why your tech stack is table stakes, not a selling point ✅ The 4 parts of a real MSP differentiator ✅ Why specific messaging matters even more now that buyers use AI search to find MSPs ✅ How TBG found its own edge (turnkey MDF expertise) ✅ A 3-step homework assignment to find the gap on your own website Want help finding what makes your MSP different and building a system around it? Get a free Growth Gap assessment from The Business Growers at the link below. Chapters 0:00 Intro: 92% of MSPs run the same tech stack 1:14 Why your stack was never the differentiator 2:07 The real risk: same stack + same messaging = price war 2:22 Why "fast, responsive, great people" doesn't win new clients 2:54 What a real differentiator looks like 4:13 How AI search changes the way buyers find you 4:27 What TBG found researching 9 competitors 5:34 The one thing no tool can copy 6:00 Your homework: the one-sentence test 6:50 Get your free Growth Gap assessment 🌱 Hi, I'm Laura Johns, founder of The Business Growers and host of the Get More MSP Leads podcast. I help MSPs and IT companies build the marketing foundation, pipeline, and sales infrastructure to grow past the plateau and scale with the right clients. 🔗 Find your Growth Gap: https://go.thebusinessgrowers.com/growth-gap?utm_source=youtube&utm_medium=video&utm_campaign=description (https://go.thebusinessgrowers.com/growth-gap?utm_source=youtube&utm_medium=video&utm_campaign=description) 📖 Get my book - Know Grow Scale: https://www.amazon.com/dp/B0DFW781ZT (https://www.amazon.com/dp/B0DFW781ZT) Connect with me on LinkedIn: https://www.linkedin.com/in/laurapickardjohns (https://www.linkedin.com/in/laurapickardjohns) Subscribe and watch more MSP growth videos on this channel. ✉️ hello@thebusinessgrowers.com (mailto:hello@thebusinessgrowers.com) #MSPMarketing #MSPGrowth #ManagedServices #GetMoreMSPLeads

2. 

   30 Sept 2026

   How to Get More MSP Clients Without Spamming Your Market

   How do you get more MSP clients without burning your market? You stop counting outbound touches and start counting the conversations where you knew something true about the buyer. One marketing company in our space is now promising MSPs 4,000 automated outbound touches a week. No SDR required. On paper, that sounds like the answer to everything. Most MSP owners I talk to would be thrilled with 40 touches a week done consistently. So I did the math. 4,000 touches a week is 208,000 touches a year. If your real target market is 2,000 businesses in your region, every one of them hears from you twice a week, all year, sounding exactly like the last 40 vendors who bought the same tool. And your market is finite. Once a business owner marks you as spam in March, they still remember your name in October. In this episode of Get More MSP Leads, I walk through why high-volume AI outbound can hurt MSPs more than it helps: 📊 Why 4,000 touches a week burns a regional market fast 🎯 Why the 10th touch has to show the buyer something the first nine didn't 🔐 Why a machine pretending to be a person is a risky first impression when you sell security 👂 What you lose when you automate the SDR seat (the feedback loop that sharpens your messaging) 🧱 Foundation before fuel: why more outbound won't fix messaging that sounds like every other MSP 🤖 Where AI actually helps: research, trigger events, and making touch 10 smarter 🚗 The best outbound I ever did: 8 years, 4 rejections, and one drive to Dallas that turned into an AT&T partnership I'm not anti-AI. I use it every day. But motion isn't momentum. If you're running outbound right now, your homework is at the end of the episode: pull your last 30 days, count the conversations where something specific and true came up, and pick 10 accounts from your Dream 100 to reach out to with one message built on a real detail. If you want help building outbound that earns trust instead of burning your market, start with the free Growth Gap Assessment below. CHAPTERS 0:00 Intro 0:20 The 4,000 touches a week pitch 1:41 Do the math on your market 2:30 Why you can't burn your list twice 3:03 The 10th touch has to know something 3:49 You sell security 4:11 Motion vs. momentum 4:38 What you lose when you automate the SDR seat 5:17 Foundation before fuel 5:40 How MSPs should actually use AI for outbound 6:18 The AT&T story: why I drove to Dallas 7:07 Your outbound homework this week 8:09 Free Growth Gap Assessment 🌱 Hi, I'm Laura Johns, founder of The Business Growers and host of the Get More MSP Leads podcast. I help MSPs and IT companies build the marketing foundation, pipeline, and sales infrastructure to grow past the plateau and scale with the right clients. 🔗 Find your Growth Gap: https://go.thebusinessgrowers.com/growth-gap?utm_source=youtube&utm_medium=video&utm_campaign=description 📖 Get my book - Know Grow Scale: https://www.amazon.com/dp/B0DFW781ZT This episode is taken from the Get More MSP Leads podcast. Audio link: 🎧 https://open.spotify.com/show/1Awr19JiyZz3UBJxXlPNg7 Connect with me on LinkedIn: https://www.linkedin.com/in/laurapickardjohns Subscribe and watch more MSP growth videos on this channel. ✉️ hello@thebusinessgrowers.com #MSPMarketing #MSPSales #OutboundSales #GetMoreMSPLeads #ManagedServices

3. 

   16 Sept 2026

   Why more leads won't fix your MSP's sales problem

   More leads will not fix a sales pipeline nobody is working. That is the lesson from a recent client visit where Laura Johns and her COO, Lydia Walker, found hundreds of open quotes sitting untouched inside a multi million dollar MSP. Active revenue nobody on the sales team was following up on. In this episode of Get More MSP Leads, Laura explains why the request she hears most, "we need more leads," is rarely the right diagnosis. Most MSPs asking for more leads already have plenty sitting in their pipeline. What they lack is a system for following up on what they already have. Before Laura touches a client's marketing strategy, she looks at three numbers: 1) How many quotes are currently open 2) How many proposals went out in the last ninety days 3) How many conversations have gone quiet Those three numbers show whether the issue sits in lead generation or in the sales process itself. Laura also breaks down the buyer cycle every MSP sale runs through, thirteen to twenty touches before a prospect decides, and the close rate a healthy MSP pipeline should hit, 25% to 35%. Pull up your pipeline this week, count every quote that has gone cold, and call each one instead of emailing. Fix the pipeline first, then spend on generating new leads. The Business Growers helps MSP and IT company owners build the marketing foundation, sales pipeline, and follow up systems that let them grow past a plateau. Find your Growth Gap below to see exactly where yours sits. 0:00 – Hundreds of open quotes nobody's working 2:11 – Why more leads won't fix a broken sales process 4:03 – Foundation before fuel: the 13 to 20 touch buyer cycle 6:02 – Why you can't measure what you don't track 8:04 – What a healthy pipeline looks like and the close rate benchmark 10:17 – This week's homework: call, don't email 🌱 Hi, I'm Laura Johns, founder of The Business Growers and host of the Get More MSP Leads podcast. I help MSPs and IT companies build the marketing foundation, pipeline, and sales infrastructure to grow past the plateau and scale with the right clients. 🔗 Find your Growth Gap: https://go.thebusinessgrowers.com/growth-gap?utm_source=youtube&utm_medium=video&utm_campaign=description 📖 Get my book - Know Grow Scale: https://www.amazon.com/dp/B0DFW781ZT Connect with me on LinkedIn: https://www.linkedin.com/in/laurapickardjohns Subscribe and watch more MSP growth content on this channel. ✉️ hello@thebusinessgrowers.com #MSPSales #SalesPipeline #ManagedServices

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

YouTube views

31,317

Score snapshot 15 Sept 2025

Apple Podcasts (US)

4.8 / 5

16 ratings

Spotify

5.0 / 5

3 ratings

Podcast Authority Score: 72 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

86

Social presence

0

YouTube

76

Engagement

71

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Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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