Skip to content In Filling the Pipeline Pt. 2, Chris Smith and Mark Slotnik take on the outdated lead generation habits still holding MSPs back. As AI reshapes buyer behavior, inbound alone isn’t enough. MSPs need to get proactive.
This session explores the modern outbound mindset—covering lead scoring, segmentation, and smarter resource prioritization. You’ll learn how top MSPs fill their pipeline with leads that actually convert, triage smarter, measure earlier, and align their process with how customers really buy.
In this bold reality check, Chris Smith breaks down how AI is reshaping the buyer’s journey. Also, why traditional inbound just isn’t enough anymore. Still relying on your website to deliver qualified leads? You’re already behind.
This clip reveals how AI captures buying intent before a prospect ever visits your site. That means outbound needs to take center stage again. This moment is just the spark. Watch the full session to see what a modern outbound engine really looks like—and how top MSPs are building one from the ground up.
You can’t chase every lead—and you shouldn’t. In this clip, you’ll hear how even a simple scoring model can give your team clarity on where to focus. A directionally accurate system can dramatically improve prioritization, especially when your pipeline is healthy. But that’s just the starting point.
In the full session, we break down how to build scoring criteria aligned with your ICP, segment types, and real buying behavior. You’ll also learn how to apply it in your CRM to make smarter, faster decisions.
In this thoughtful segment, Mark Slotnik points out a common issue: sales and marketing teams are often left to figure out where to focus without clear direction. The result?
Wasted energy on bad-fit opportunities. This clip introduces a crucial mindset shift—allocation over assumption. But there’s more to the story. The full session dives deep into frameworks for lead quality evaluation, smart team deployment, and how the best MSPs ensure their highest-potential prospects get the attention they deserve.
Most MSPs treat quarterly business reviews as backward-looking reports. Chris flips the script in this clip, challenging you to transform QBRs into proactive growth conversations that surface real opportunities.
It’s a subtle but critical shift—from service scorecard to strategic dialogue. This moment is a preview of a powerful lesson in the full session. Where you’ll learn how to turn account management into a pipeline engine.
Not all leads are created equal—and not all deserve your sales team’s time. In this clip, Chris introduces the concept of lead triage: using lower-cost resources to filter and verify leads before handing them to sales.
It’s a simple shift that protects your team’s focus and boosts conversion. But this is just a glimpse. In the full session, you’ll see how triage fits into a repeatable, efficient revenue process.
Chris delivers a powerful critique of a common mistake: skipping the lead stage in CRM and logging only qualified opportunities. This creates a massive blind spot in your sales data, from marketing effectiveness to rep productivity. If your CRM process starts at “opportunity,” you’re missing the story of how that deal came to be—and whether it should have been there at all. This clip is a wake-up call, and the full session shows you how to fix it with a structured lead management framework that gives you control and insight from first touch to closed deal.
These clips are just a preview—submit the form below to access the full session and learn how modern MSPs are filling their pipeline with purpose, prioritizing with precision, and aligning their teams to convert the right leads into real growth.
Time is running out for MSPs who fail to innovate and differentiate. Commoditization is coming, and those who don’t adapt will be left behind. With Empellor CRM, you’ll have the tools you need to dominate your market and create lasting, profitable relationships with your clients.
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