In the current IT landscape, Managed service providers (MSPs) face a tough challenge that is how to grow consistently in a market that’s increasingly competitive, commoditised and AI-driven.

That’s exactly what we tackled in our latest webinar, “AI Powered Lead Generation Sales and Tactics” featuring industry experts Rahil Shah CEO, Zomentum | Nancy Henriquez CEO, Sibyl Consulting Group | Shane Gibson, Keynote Speaker on B2B Sales.

Whether you missed the session or want a quick recap, here are the most impactful insights from the discussion.

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MSPs Aren’t Selling IT, They’re Selling Trust

Nancy Henriquez kicked things off by highlighting a critical truth: MSPs don’t sell a tangible product, they sell trust. As a result, traditional sale tactics often fall short because buyers are no longer looking for a list of technical specs; they are seeking a partner they can rely on.

Nancy Said “ Your sale cycle starts before a prospect even knows they need you” “You need to build trust before you ever talk to them”

Her Advice on breaking the traditional sales mold:

• Stop relying solely on referrals: Build a multi-channel proactive lead engine.
• Resonate with Modern buyers: Shift from tech speak to business outcomes
• Avoid wasting time on unqualified leads: Get crystal clear on your ideal customer profile.
• Early Rejections: Focus on accelerating your path to real opportunities.

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AI Reshaping Sales Roles

Shane Gibson offered a data - driven look at how AI fundamentally changed the nature of sales. According to recent study by Allego:

• 41% companies expect 5-12% of sales roles to be replaced by AI within 2 years.
• 54% expect that 26-75% of their sales process will be automated.

Shane emphasised that AI isn’t eliminating sales, it is upgrading it. Sales professionals now need to become “agent managers”, overseeing multiple AI tools that do the heavy lifting of research, lead scoring, and proposal generation.

Key takeaways from Shane’s segment:

• Sales Playbook + AI = rocket fuel : AI only works when it’s fed specific value props, objections handling and sales approach
• Use AI to operationalise the 80/20 rule: Focus on A-level prospects, use AI like perplexity or custom Chat GPT to research, score and qualify leads at scale.
• Turn every call into a coaching opportunity: Shane shared how he uses AI to analyse DISC personality profiles from transcripts to tailor follow-up communication.
• Build a second brain: Create AI tools trained on your own voice, content, and sales style to accelerate content creation and scale thought leadership.

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How Zomentum is building the AI-First Revenue Platform for MSPs

Zomentum CEO Rahil Shah, introduced the company’s exciting roadmap for becoming a AI-native platform.

Here’s what’s coming:

• AI-generated quotes and proposals: Based on historical deals, pricing rules and product info delivered in seconds.
• Procurement agents : Automatically suggests the best SKU’s, vendors and pricing to maximize margins.
• QBR Automation: Generate beautiful quarterly business reviews with zero manual effort by pulling in data from tickets, contracts and past QBRs.
• Contract mining agents: Identify upsell-cross-sell opportunities and unprofitable customers hidden in your PSA.
• Follow up Nudge: AI will prevent deals from rotting by promoting reps and prospects when deals go cold.
• Conversation intelligence: Aggregate calls, emails and deal data into concise summaries with a future goal of enabling natural language querying.

Rahil summed it up perfectly

“You either adopt AI and thrive or ignore it and die. There is no middle ground anymore.”

Human + AI > Either Alone

While the webinar was all about AI, the speakers agreed on one essential truth: AI doesn't replace the human touch, it amplifies it.

Whether it’s asking smarter questions, following up more effectively or delivering value proactively, AI frees MSPs from busywork and lets them focus on what really matters, building trust and solving problems for clients.

If you want to dive deeper, you can watch the full recording of the session on

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Ready to Put These Tactics Into Action?

👉 Book a demo to see how Zomentum can transform your sales process from lead to closed deal.