The Sales Program
Built for MSP Growth
Your clients don’t want jargon. They look for clarity and confidence. Since 2006, our CEO has guided thousands of MSP sales professionals in turning technical knowledge into consultative conversations that win trust. With proven frameworks that have supported more than 10,000 Break-Fix VARs in moving toward MSP models, this course gives you practical tools to strengthen your sales approach for cybersecurity services.
Before training begins, we take time to understand your starting point. Through our MSSP Skills Assessment Tool, we review your capabilities across 87 metrics and create a personalized development plan. These metrics are grouped into six key areas, helping you focus on real-world application and progress at every stage of the MSP sales process.
See What You’ll Learn
Take a quick look at our courses.
Sales Skills Benchmarking & Core Methodologies
Every top-performing MSP sales pro starts with a solid foundation: the skills and frameworks that set them apart from the competition. This section is all about building that base. You’ll benchmark your abilities using the MSSP Skills Assessment Tool, then dive into proven sales methodologies like QBS, Challenger, and Gap Selling.
MSSP Skills Assessment Tool
Identify your sales strengths and growth opportunities with a deep-dive evaluation across 87 key metrics in six core areas, from IT solution stack knowledge to CRM skills and leadership.
Sales Skills Index (SSI) and 7-Step Sales Process Training
Master the complete sales journey from first contact to close with a personalized skills evaluation that identifies strengths and growth areas. You will get tailored coaching to sharpen each stage of the process.
DISC Assessment Training for Sales Professionals
Learn how to identify and adapt to different personality styles to boost sales success. You will uncover your own strengths and weaknesses and tailor your approach to match prospects’ behavior for stronger connections.
Implementing Question-Based Selling (QBS) Methodologies
Qualifying questions open the door to more managed services wins. Through role play and real-world objection handling, you’ll sharpen your skill to guide prospects toward confident decisions.
Challenger Sales:
Close 100+ Seat MSAs
Use your deep understanding of client challenges to shift their perspective and uncover opportunities they did not see coming. Take control of the sales conversation to drive high-value agreements.
Gap Selling:
Close 200+ Seat MSAs
Pinpoint the gap between where your prospect is now and where they want to be, then guide them there with precision. Learn to lead collaborative conversations that position you as the trusted expert.
Managed Services Sales Cycle Mastery
Turning a first conversation into a lasting client relationship takes more than charm. Here, you will sharpen your ability to uncover real business needs, prepare with precision, and qualify the right prospects. From warm-up techniques to running a flawless first meeting, you will gain the confidence and structure to turn every interaction into a strong step toward closing.
Develop Business Needs Analysis for Managed Services
Pinpointing a buyer’s true needs starts with the right questions. Through hands-on role play, you will practice qualifying buyers during an FME and learn how to turn insights into steps that move the deal forward.
How to Properly Prepare for a Managed Services FME
Preparation is everything when it comes to making an FME count. You will learn how to research buyers and influencers, uncover pain points, and set clear expectations before the meeting even starts.
Qualify Prospects for Managed Services FME
You will sharpen your ability to identify prospects who are not only interested but ready to act. Learn to confirm budget availability, assess contract status, and map out decision-making timelines.
How to Conduct a Managed Services FME
Start your first meeting with confidence and guide the conversation toward clear next steps. Practice warm-up and discovery techniques that link a buyer’s current state to a future vision, creating momentum to close.
How to Conduct a Warm-Up During a Prospect Visit – FME
You will apply seven proven steps to make a strong first impression, ask purposeful warm-up questions, and smoothly guide the discussion toward uncovering business needs.
Persuasive Presentations & Closing
The best deals are won when your message resonates and your close is confident. Here, you’ll sharpen your ability to deliver compelling presentations, present proposals with clarity, and handle objections without losing momentum. From the first slide to the final signature, you’ll gain the strategies and presence to win trust, inspire action, and lock in long-term commitments.
Conduct Managed Services PowerPoint Meeting
Learn to deliver presentations that connect instantly with your audience. You’ll tailor slides to address real pain points, open with confidence, and guide prospects toward their ideal future state.
Conduct Managed Services Proposal Meeting
Present pricing with confidence and walk prospects through key details, from SLAs to onboarding. Practice overcoming objections, explaining value, and using a proposal template to build trust and close faster.
Training: Overcome, Close, Follow-Up on MSAs
Learn to ask the right questions, handle objections with ease and position value so clearly that closing becomes the natural next step. You’ll practice proven approaches like Challenger, Gap Selling and QBS.
Value Positioning, Pricing & Sales Tools
Strong sales strategies start with clear goals and a deep understanding of your audience. Here, you’ll learn how to set achievable quotas, target high-potential industries, and build detailed plans that keep you on track. With a focused approach, you can hit targets consistently and grow revenue faster.
Implement Value Pricing with ROI for Managed Services
Learn how to price managed services based on real value, not just headcount. You will role-play using an ROI calculator to show prospects exactly how your solution addresses pain points and drives cost savings.
Implement Managed Services Sales Process with CRM
Master the full sales journey from first contact to post-deal follow-up. You will learn how to track leads, manage meetings, and move opportunities through each CRM stage with precision.
Training on Sales Professional’s KPI Dashboards
Track the metrics that truly drive results. You will gain clarity on your numbers so you can hit targets with confidence and learn to identify how many actions may lead to consistent wins.
Sales Planning, Quotas & Vertical Targeting
Great value is more than a number on a proposal. It is the proof that your solution is worth the investment. This section dives into strategies for positioning ROI with confidence, using CRM to streamline the sales process, and tracking metrics that fuel growth. You will leave ready to show measurable results that inspire decisions.
Sales Quota Development and Management Training
Learn how to set realistic, achievable quotas using the GP quota calculator. You’ll assess marketing-qualified contacts, closing ratios, and average deal sizes to align targets with real opportunities.
Training on Managed Services Vertical Personas
Identify the most profitable verticals by evaluating referenceable accounts and technical capabilities. You’ll pinpoint ideal decision-makers, define the perfect prospect size, and assess list counts.
Sales Professional’s PMP Training
You’ll set MQC targets, map the activities needed to hit FME and sales goals, and manage it all through a shared, trackable plan for full visibility and accountability.
"The sales system program transformed our approach to client engagement, leading to a significant increase in our conversion rates."
John Doe
CEO, Tech Solutions
