Love Sales or Lose Deals: The MSP Sales Mindset with Michael Bakaic
- S1E7
- 36:32
- August 13th 2025
Welcome back to the MSP Security Playbook, brought to you by Heimdal Security, the unified, AI-powered cybersecurity solutions provider helping MSPs streamline operations and grow stronger security businesses.
In this episode, host Jacob Hazelbaker is joined by Michael Bakaic, founder of Iceberg Cyber, to tackle one of the most dreaded yet most critical parts of running a successful MSP: sales.
Michael shares how he went from hating sales to building an entire business around helping MSPs fall in love with it. You’ll hear a proven playbook for generating leads from scratch, warming up cold outreach, and getting your sales message to land, all while staying true to your founder-led brand.
If sales has ever felt like guesswork, rejection, or a necessary evil, this episode is your reset.
As always, we kick things off with the latest Threat Briefing from Heimdal’s cyber advisor and former cyber detective, Adam Pilton, who breaks down the evolution of ransomware into full-blown quadruple extortion attacks and how to protect your MSP from becoming the next headline.
If you enjoy the show, be sure to follow MSP Security Playbook on your favorite podcast platform, leave us a review, and share this episode with a fellow MSP who’s ready to close more deals.
Got a question for the MSP Hot Seat or a topic you’d like covered? Drop us a line; we’d love to hear from you.
Chapter Markers:
(02:08) Threat Briefing: Ransomware’s quadruple extortion playbook
(08:48) Why MSPs need to love sales
(11:35) Michael’s 3 lead magnet types for converting cold leads
(15:53) Scaling sales without losing your founder touch
(23:47) Why cold emails fail
(24:11) How to leverage LinkedIn to build lukewarm leads
(26:57) MSP Hot Seat: Breaking through outbound fatigue
(33:05) Play-by-Play: Jacob reflects on the big takeaways from Michael’s approach
Useful Links:
Connect with Michael Bakaic on LinkedIn
Visit the Iceberg Cyber Website
Explore Heimdal’s platform at heimdalsecurity.com
Follow Jacob for more cybersecurity insights on LinkedIn
For more from Adam connect via LinkedIn
The MSP Security Playbook | A Podcast from Heimdal
The MSP Security Playbook is the go-to podcast for managed service providers ready to scale smarter, boost profitability, and lead with next-gen cybersecurity solutions.
Brought to you by Heimdal Security, each episode delivers practical strategies, expert interviews, and real-world examples to help MSPs cut through the noise, eliminate inefficiencies, and future-proof their business.
Tune in for industry insights, interviews with top MSP mentors and consultants and tactical frameworks you can apply today.
Whether you're evolving from reactive support to strategic advisory or navigating the latest in AI and automation, this is your playbook for MSP success.
Subscribe now and stay ahead of the curve.
Learn more about Heimdal at https://heimdalsecurity.com