The Skills
You Need
to Win in
Cybersecurity Sales
We’ve spent years fine-tuning exactly what it takes to land high-value managed cybersecurity agreements, and now we’re giving you the playbook. You’ll get a clear, step-by-step approach to finding the right prospects, qualifying real opportunities, presenting solutions that tackle real security gaps, and closing deals that last.
Along the way, you’ll strengthen your consultative selling skills and position your MSP as a trusted cybersecurity partner while gaining the confidence to lead conversations with senior decision-makers. Every strategy is built for modern cybersecurity sales environment, where timing matters and trust wins deals.
See What You’ll Learn
Take a quick look at our courses.
Foundations of Cybersecurity Sales
Mastering cybersecurity sales starts with understanding what really drives trust and results. Here, you’ll learn how to identify high-value opportunities, match solutions to real client needs, and communicate with authority. Every skill you gain moves you closer to consistent, confident wins.
Benefits of SOC 2 Type 2 for MSP Practice
Stand out in a market where only 4% of MSPs are SOC 2 certified. Learn how this credential can open doors to compliance-driven clients, boost per-seat revenue, and protect against losing business to certified competitors.
Assist MSP Clients With Microsoft's Advanced Security
Show clients the true value of upgrading from Microsoft E3 to E5. Explore advanced security, identity protection, compliance tools, and analytics that help safeguard data and unlock more productivity.
Sales Training for SMLA-FME Security Needs Analysis
Learn how to ask the right questions in a first meeting for a Security Maturity Level Assessment. Practice real scenarios, uncover true security needs, and qualify opportunities with confidence.
Training on Understanding the SMLA Scores from 0-5
Learn how to clearly explain security maturity scores so clients understand where they stand and what’s needed to improve. You’ll be able to show progress, set realistic goals, and guide them toward stronger cybersecurity.
The SMLA Sales Process
Turn first meetings into real opportunities with the right preparation and strategy. Here, you’ll learn how to plan for impactful conversations, ask questions that uncover real needs, and guide prospects toward clear next steps. Every skill helps you build trust and move deals forward with confidence.
How To Properly Prepare for an SMLA FME
Kick off your first meeting fully prepared to deliver value. This session shows you how to research prospects and engage every influencer in the room, and set an agenda that keeps the conversation focused.
Qualify Prospects for SMLA-FME
Spot the prospects who are worth your time. This session walks you through reading the right signals and confirming budget and urgency, so you can focus on deals that are most likely to close.
Conduct a Security Maturity Level Assessment (SMLA) FME
Guide first meetings that uncover real security needs and open the door to next steps. You’ll learn how to set the right tone, ask the most revealing questions, and show prospects the value of moving forward.
How To Conduct an SMLA PowerPoint Presentation
Deliver presentations that speak to a prospect’s pain points and vision. Craft strong openings, prove value with examples, confirm understanding, and secure next steps with confidence.
Value Price and Conduct an SMLA Proposal Closing Meeting
Confidently guide prospects to a signed agreement by presenting value-driven pricing and tailored solutions. You’ll learn to address objections, showcase detailed SOWs, and lead a conversation that moves forward.
Implement the SMLA 35 Steps Sales and Marketing Process
This session walks you through the 35-step process, blending sales and marketing tactics that keep prospects engaged and moving toward a confident “yes.”
How To Present the SMLA and Scope of Work (SOW)
You’ll cover which details matter most, who needs to be in the room, and how to present a redacted SOW so buyers see the value and understand exactly what’s included before moving forward.
Risk Assessment & Technical Solution Selling
Boosting your ability to sell technical solutions starts with knowing how to uncover the real risks and performance gaps your clients face. Here, you’ll practice turning assessments into clear, actionable insights that lead to tailored security strategies. The result is stronger trust and more closed deals.
Training on Value of a Risk Assessment During the SMLA
Gain insight into why a risk assessment is vital during the Security Maturity Level Assessment. You’ll see how it helps prioritize critical systems, guide budget planning, and shape remediation timelines.
Training on MSP Health Check and Quality Management
Learn how to assess an MSP’s security role and responsibilities. This process helps identify gaps and determine if a SOC 2 compliant provider may better meet the prospect’s security needs.
Train on M365/Google Workspace Risk Assessment
Explore how to evaluate a prospect’s Microsoft Secure Score. This session highlights potential vulnerabilities and guides you through performing a focused risk assessment for productivity suite security.
Training on Intrusion Detection Check
Learn how to review logs from Microsoft 365, Google Workspace, and VPN systems to spot unusual access activity. This session explains how SIEM-SOC teams and CISSPs help identify potential intrusions quickly.
Training on Ransomware Defense Check
Get practical guidance on evaluating ransomware defenses by reviewing control environments, Microsoft 365, endpoint vulnerabilities, and MSP security practices.
Training on Incident Response Plans and Tabletop Test
Watch a real tabletop test in action, break down the results, and explore how to guide the follow-up process to uncover gaps and open the door to future security discussions.
Advanced Cybersecurity Service Presentations
Turning advanced cybersecurity solutions into conversations that win trust takes the right approach. In this section, you’ll discover how to present technical tools, policies, and frameworks so they connect with real business priorities. Gain the confidence to deliver every presentation with authority and precision.
Sales Training: Presenting 3 Pen Test SOWs
Walk prospects through three levels of penetration testing. Show the scope of each option, explain the value in clear terms, and help them choose the right fit for their security needs and budget.
Sales Training: Presenting SIEM/SOC Tools and SOW
Show prospects how next-gen SIEM works with real-time monitoring, deep packet inspection, vulnerability scanning, and 24/7 SOC oversight. Guide prospects toward solutions that fit their goals and budget.
Presenting 26 InfoSec Policies
Guide prospects through 26 essential InfoSec policies, from incident response to access control, by delivering industry-specific presentations that connect these policies to the client’s operational needs and priorities.
Training on Top 20 CIS Controls v8
Walk through the Top 20 CIS Critical Security Controls v8 and see how they fit into a prospect’s security posture. Review assessment tools and practice explaining their practical value in reducing cyber risk.
CISSP vCISO Services Training
Get a clear picture of how a CISSP-certified vCISO operates within a client’s security framework. Explore how they build and adapt policies, lead strategic initiatives, and coordinate with security teams.
CISSP vISM Services Training
Understand the responsibilities of a CISSP-certified vISM. Learn how they guide operational security improvements that align with both regulatory needs and business objectives.
Sales Training: Presenting MSA for Managed Security
Guide prospects through the Managed Security Services Agreement with clarity and confidence. Explore each section then practice delivering it through role-play to ensure smooth conversations that build trust.
Strategic Sales & Objection Handling
Turning challenging conversations into opportunities starts with the right approach. Here, you’ll explore strategies to address concerns, navigate complex discussions, and guide prospects toward confident decisions. Walk away ready to handle objections with poise and close deals effectively.
Overcome Objections, Close, Follow-up for MSAs
Gain practical skills to address concerns, highlight value, and guide prospects toward confident decisions. This session explores QBS questioning, Challenger sales techniques, and Gap Selling strategies.
Sales Training: Cyber Insurance for SMBs
This session guides participants through evaluating a buyer’s cyber insurance policy with a clear approach. Explore ways to educate clients on selecting strong carriers while avoiding overreliance on insurance.
Red-Blue Team Role Training at MSSP
See how offensive and defensive teams unite to protect organizations. Explore red team tactics for testing defenses and blue team methods for detecting and stopping threats.
Sales Performance & Persona Targeting
Pinpointing the right audience and tracking what matters most can make all the difference in sales success. In this section, you’ll explore how to define target personas, measure performance with meaningful KPIs, and apply proven sales frameworks. Walk away with clear strategies to connect and close more effectively.
Training on Managed Services Vertical Personas
This session covers how to match verticals to your strengths and pinpoint ideal buyer personas for accurate revenue forecasting. You’ll leave ready to focus efforts where they’ll have the most impact.
Training on Sales Professionals KPI Dashboards
Use KPI dashboards to track activity, monitor pipeline health, and set benchmarks you can act on. Gain clarity on where to focus your energy so every step pushes deals closer to a signed agreement.
SSI and 7-Step Sales Process Training
You’ll assess your skills with the SSI test, get targeted coaching on each step from prospecting to closing, and retest to measure progress. Walk away with sharper strategies and higher confidence in every sales stage.
DISC Assessment Training for Sales Professionals
Understand your communication style and connect with clients more effectively. In this session, you’ll complete a DISC profile, interpret your results, and learn how to spot customer styles.
High-Value Deal Closing Methodologies
Closing large, complex deals takes insight, preparation, and the ability to guide conversations with purpose. In this section, you’ll explore proven approaches, refine your sales tactics, and practice techniques designed to win over high-value prospects. Leave ready to drive outcomes that matter.
Implementing QBS Methodologies
Learn how to guide conversations with the right questions to qualify and close managed services opportunities. You’ll practice solution-based questions to uncover the best path to agreement.
Challenger Sales: Closing 100+ Seat MSAs
Use your insight into a customer’s business to spark fresh thinking and uncover hidden opportunities. This session builds skills in teaching, tailoring, and taking control of the sales process.
Gap Selling: Close 200+ Seat MSAs
This session builds skills in diagnosing challenges, creating clear problem identification charts, and guiding collaborative conversations that position you as a trusted advisor.
"The sales system program transformed our approach to client engagement, leading to a significant increase in our conversion rates."
John Doe
CEO, Tech Solutions
