Episode Details

Most MSPs say they’re “relationship‑driven,” but Laura Jeter has turned that into a repeatable sales engine inside a large national managed services organization. In our conversation, she shares real‑world stories from enterprise deals, lessons from working with global vendors, and the exact research‑first habits she expects from her sales team before they ever book a meeting. If you’re tired of being seen as a cost center instead of a strategic IT partner, you’ll want to steal a few pages from her playbook.

=== Time Stamps

• 00:24 Meet Laura Jeter from Vector Security Networks
• 03:10 What Vector Security Networks Does Nationally
• 06:45 Co‑Managed IT and Partnering with Other MSPs
• 10:03 Laura’s Journey from Mainframes to MSP Sales
• 14:40 Why Most MSPs Struggle with Sales
• 18:00 Selling Outcomes, Not Line‑Item IT Services
• 21:14 Better Discovery: Questions That Actually Land Deals
• 24:05 Finding the Right Prospects and Ideal Clients
• 29:48 Using LinkedIn Sales Navigator and Research in Sales
• 36:24 Following Clients When They Change Jobs
• 40:01 Building a Strong Sales Engine Inside an MSP

== Guest

• Laura Jeter, Vector Security Networks (Director of Sales, Managed Network Services): https://www.vectorsecuritynetworks.com

=== Shout-outs

• MSP Association of America: https://www.mspassociation.com/

=== Companies / Vendors / Products Mentioned

• LinkedIn Sales Navigator: https://www.linkedin.com/sales
• ZoomInfo: https://www.zoominfo.com
• IT Expo: https://www.itexpo.com
• MSP Expo: https://www.mspexpo.com

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