#13 Graham Stead: The $18M Upsell Strategy for MSPs
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#13 Graham Stead: The $18M Upsell Strategy for MSPs
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Graham Stead reveals how he helped grow CMI to £18M by mastering white space reviews, stakeholder mapping, and sales team habits that stick.
Episode highlights:
00:00 – Intro: Scaling from £0 to £18M
03:41 – What Is White Space (Really)?
10:25 – Stakeholder Mapping That Reduces Churn
17:58 – Stop Wasting Sales Time
25:03 – Build a Rhythmic Sales Culture
32:40 – The Discipline Behind Referrals and Value Trading
Learn how:
• Uncover untapped revenue from your existing clients
• Build stakeholder maps that reduce churn
• Audit your team’s sales time to drive growth
• Replace lazy discounts with true value
• Run sales rhythms that actually get followed
Don’t miss this one — it’s packed with practical strategies to help you reposition how you show up for your clients.
🎧 Full episode + extras:
https://www.salesbuildr.com/harvest-msp-sales-show
👤 Connect with Graham Stead:
https://www.linkedin.com/in/grahamstead/
🐦 Follow Harvest on LinkedIn:
https://www.linkedin.com/company/harvest-the-msp-sales-show
If this conversation gave you an idea, challenged a belief, or even just made you nod once — like, subscribe, and hit the bell for more.
Thanks for watching — and happy harvesting!
#MSP #SalesEnablement #Profitability #SalesStrategy #CustomerSuccess
#Salesbuildr #HarvestPodcast #ProposalTools #TechSales #BusinessGrowth