Skip to content In Part 1 of Filling the Pipeline, Chris Smith and Mark Slotnik take aim at the false confidence too many MSPs place in inflated pipeline metrics. They break down why most sales pipelines are bloated with unqualified leads, how antiquated CRM systems and poor segmentation distort visibility. Also what needs to change to consistently generate qualified opportunities that convert. From redefining your Ideal Customer Profile (ICP) to implementing smarter qualification criteria and ditching outdated probability models, this session gives MSPs the strategic tools to build a truly healthy, high-performing pipeline.
In this blunt and eye-opening moment, Chris Smith calls out one of the most flawed practices still baked into many MSP sales processes. Which is assigning deal probabilities based solely on pipeline stage. He explains why this approach creates a false sense of precision—and hides weak qualification. This clip offers a sharp reality check. But it’s just the beginning. In the full session, Chris breaks down a smarter way to assess deals with confidence. He also shows how better qualification can transform your forecasting and boost close rates.
Before a lead becomes an opportunity, it should pass through three critical questions. In this clip, Chris shares a simple yet powerful framework that helps MSPs avoid bloated, unqualified pipelines. Just because someone expresses interest doesn’t mean they belong in your pipeline. This is one of the most practical takeaways from the session. So, in the full version, you’ll also get the tools to implement this approach across your team and systems so everyone qualifies deals the same way, every time.
In this candid segment, Chris pulls no punches as he explains why many MSPs are relying on outdated CRM systems. Which are masquerading as modern tools. If your CRM can’t support automation, advanced analytics, and integrated communication, you’re not enabling your sales team. You’re just slowing them down. This clip is a must-watch warning. But the full session goes even further. It reveals what today’s top MSPs are doing differently to align their tech stack with real pipeline growth.
Building pipeline momentum doesn’t start with marketing campaigns—it starts with clarity. In this clip, Chris unpacks how to define and leverage your Ideal Customer Profile (ICP) so you’re not just generating leads, but attracting the right ones. He touches on how top customers often reveal patterns you didn’t know existed. The full session expands on how to use that data to refine your targeting. So that, you can improve your win rates, and focus your resources where they’ll drive the most revenue.
“Wow, this pipeline is huge”—until you look closer and realize it’s all noise. In this clip, Chris explains how impressive-looking pipelines often mask serious sales execution issues. MSPs that aren’t actively pruning, scoring, and vetting their pipeline are likely chasing fiction. It’s a reality check for any sales leader—but the full session goes deeper, giving you the blueprint to clean out the fluff and build a pipeline that reflects real opportunities, not wishful thinking.
Mark Slotnik knocks it out of the park with a clear, concise definition of a healthy pipeline. It’s not about having the most leads—it’s about having the right ones. In this clip, he explains why hope is not a strategy and how your pipeline should reflect the buyer’s journey, not just your sales team’s preferences. It’s a brilliant moment—but in the full session, Mark and Chris show you exactly how to structure and manage a pipeline that consistently produces results.
These clips are just a preview—submit the form below to unlock the full session and learn how top-performing MSPs are building pipelinesThese clips are just a preview—submit the form below to unlock the full session and learn how top-performing MSPs are building pipelines grounded in strategy, clarity, and conversion—not bloated with noise and hope. grounded in strategy, clarity, and conversion—not bloated with noise and hope.
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.
Copyright MSP Microsite | Design & Developed by Getlevrg.com
Optimized by Seraphinite Accelerator
