B2B Sales Training for MSP Sellers and vCIOs

B2B sales training for your MSP's sales reps, account managers and vCIOs, from the sales process to QBRs, with AI roleplays. Every Empath Learn seat includes it, with Empath, Microsoft Learn and Curated Collection courses.

Get the Full Course List

Book a Demo

450+

Sales and Service Courses and Lessons

20+

Empath Sales, QBR and vCIO Courses

150+

Selling Skills Courses and Lessons

20+

Courses and Lessons with AI Roleplays

Start Here: A New MSP Sales Rep's First Three Courses

Keep a new rep on discovery and objections before moving into account-management work.

The MSP Sales Process That Works Empath, 96 min Learn the full sales conversation.
Sales Essentials for Success: Using Sales Discovery to Build Trust Curated Collection, 5 min Practice questions that reveal client needs.
Overcoming Objections Curated Collection, 35 min Respond to concerns without skipping discovery.

Move to QBR and vCIO training in the sales catalog when the rep takes on accounts.

“As a former CRO with 25 years of experience, I thought I knew how to train salespeople. I was wrong. Implementing Empath was the shift we needed, and it’s helped us scale past $20M in revenue.
So most people hire a direct business person but don't train him/her on the "art of the MSP deal". Take it from an old sales guy, learning from Wes, Kyle & Alex will be inspiring to the people you place in those positions. I cannot recommend the platform enough.”

Patrick Hannon

CEO of CloudScale365

What Training Does an MSP Sales Team Need?

For account managers and customer success, Empath's courses are Advanced QBR Strategy, Creating Raving Fans and The MSP Referral Engine, plus Curated Collection customer service courses with AI roleplays. Sellers start MSP sales training with The MSP Sales Process That Works.

Your sales reps, account managers and vCIOs need:

A sales process from first touch to closed recurring revenue
Objection handling, closing and negotiation, with AI roleplays for practice
QBRs as strategy sessions, with client budgets
Roadmaps and budgets for vCIOs, plus the move into vCISO work
Selling cybersecurity, and selling AI as a managed service
Client experience and a repeatable referral system

To write your process down first, read how to build an MSP sales process and use the MSP sales process builder. For practice on sales conversations, see how AI roleplays work. Empath adds new courses every week.

Sales and vCIO Courses by Skill

A sample of the skill areas in the full list. All are included in every Empath Learn seat.

Skill	Courses and Lessons	Example
MSP sales and account management	20+ by Empath	The MSP Sales Process That Works
QBRs and SBRs	3 by Empath	Advanced QBR Strategy
The vCIO role	6 by Empath	vCIO Rewired
Selling skills	150+	Closing Sales with Confidence
Customer service	100+	Customer Service 101
Selling at a distance	20+	Selling at a Distance: Prospecting by Phone
AI roleplays for sales and service	20+	Expert Insights: Sales Essentials for Success with Dean Karrel

A course can count in more than one row.

Empath Courses for Your Sales Team

Courses written for MSPs on the sales call, QBRs and the vCIO role. Empath has more than 20 in sales and account management.

The MSP Sales Process That Works, Empath. Booking the right appointments, running discovery and writing proposals tied to the client's goals. 96 minutes.
Building an MSP Revenue Engine, Empath. Choosing a sales model for your MSP's size: lead sales yourself or hire a team. 25 minutes.
Introduction to MSP Revenue Lifecycle, Empath. Upselling, cross-selling and retention, before the sale and through onboarding. 47 minutes.
The MSP Referral Engine, Empath. A repeatable referral system built on your clients, vendors and peers. 41 minutes.
Top 10 Reasons Your Cyber Sales Fail, Empath. Why security is hard to sell when the seller and the client are not security experts. 135 minutes.
Selling AI Transformation as a Service, Empath. Turning AI demand in client accounts into a recurring managed service. 41 minutes.
Advanced QBR Strategy, Empath. From routine check-ins to strategy conversations with client leaders. 96 minutes.
Advanced QBR Strategy: Client Budgeting, Empath. IT budget templates, project roadmaps and tech stack reviews for the budget talk. 19 minutes.
vCIO Rewired, Empath. Translating technology into business outcomes, with living roadmaps and budgets. 38 minutes.
vCIO Survival Guide: Everything You Need to Get Started, Empath. The strategic side of the role, for first-time vCIOs. 27 minutes.
vCIO Superpower: Negotiation, Empath. Preparing for tough negotiations and finding the win-win. 25 minutes.
Going from vCIO to vCISO, Empath. Moving an experienced vCIO into the security advisor role. 26 minutes.
Creating Raving Fans, Empath. How trust and consistency turn regular clients into enthusiastic supporters. 34 minutes.

Microsoft Learn for Copilot for Sales and Dynamics 365

Microsoft's own training, in the same seat, for sellers who use Dynamics 365 and Copilot for Sales.

Explore the fundamentals of Microsoft Dynamics 365 Sales, Microsoft. A learning path on the core sales tools in Dynamics 365, Copilot among them. 63 minutes.
Use Dynamics 365 Copilot for Sales, Microsoft. A learning path on what Copilot for Sales does and how to set it up. 104 minutes.

Curated Collection Sales Courses and AI Roleplays

From the Collection's 14,000+ courses: consultative selling training, from prospecting to becoming a trusted advisor, plus customer service. Some below have AI roleplays with instant, personal feedback (what went well and what to change).

Understanding the Sales Process, The Jeff Havens Company. The process successful salespeople follow to find leads and close sales. 28 minutes.
Expert Insights: Sales Essentials for Success with Dean Karrel, BizLibrary Productions. Earning a buyer's trust and becoming a trusted advisor, with an AI roleplay. 52 minutes.
Expert Insights: Professional Selling with Jim Cathcart, BizLibrary Productions. Handling common customer concerns and building relationships. 282 minutes.
Overcoming Objections, The Jeff Havens Company. The five objections salespeople hear most, turned into openings to solve problems. 35 minutes.
Closing Sales with Confidence, BizLibrary Productions. Closing techniques, follow-up after the sale and collaborative negotiation. 44 minutes.
Selling at a Distance: Prospecting by Phone, BizLibrary Productions. Cold calling and leaving an effective voicemail or email. 47 minutes.
AI-enhanced Sales Strategies, Skillsoft. Using AI tools in a sales team's daily work, ethics included. 24 minutes.
Account Management: Establishing Lasting Partnerships, BizLibrary Productions. Account relationship levels and how to build loyal accounts. 42 minutes.
Customer Service 101, BizLibrary Productions. How to connect with customers and handle upset ones, with an AI roleplay to practice on. 45 minutes.
Expert Insights: Creating an Amazing Customer Experience with Shep Hyken, BizLibrary Productions. Customer experience for staff and managers alike. 69 minutes.
Expert Insights: Effectively Negotiate with Barbara Bruno, BizLibrary Productions. Negotiation principles, opposition research and proposals, with an AI roleplay. 78 minutes.

Illustration of a video course and course progress in Empath

Is There a Pathway Template for Account Managers?

Yes. Empath has an Account Manager Pathway Template, and an Express Edition of it, in your Empath account. There is no template for sales reps or vCIOs, so build theirs from the courses on this page.

The template's placeholder blocks cover your client market and role, revenue life cycle and internal operations. Fill them with your own courses in Empath, then read the Account Manager pathway templates article for the steps.

New-Hire Basics Everyone at Your MSP Takes

Before their first client call, new hires can take these four courses.

New MSP Employee 101: The Essentials for Everyone, Empath. How the MSP business model works, and the terms MSP staff use. 87 minutes.
Time Tracking: What Every MSP Employee Needs to Know, Empath. Why accurate time entries matter for profit and client satisfaction. 31 minutes.
Introduction to Security Awareness, Empath. Why people are the weak link in security, and how MSPs run security awareness training. 58 minutes.
AI Fluency, Empath. How to work with AI in everyday tasks, with videos from Anthropic. 69 minutes.

For more onboarding courses, see new-hire training for MSPs.

Questions About B2B Sales Training for MSPs

Short answers for MSP owners and the sellers they train.

How do you train MSP salespeople?

Empath Learn starts MSP salespeople with The MSP Sales Process That Works, covering appointments, qualifying, discovery and proposals. Give reps the written process first, then add Curated Collection courses on objections, closing and negotiation. AI roleplays let a rep practice a sales conversation and get personal feedback. Assign the courses as a pathway so the manager can see progress.

What does a vCIO need to learn?

A vCIO needs to turn technology into business outcomes for each client, with roadmaps, budgets and QBRs run as strategy sessions. Empath's vCIO training starts with vCIO Survival Guide: Everything You Need to Get Started, written for first-time vCIOs. Next come vCIO Rewired and vCIO Superpower: Negotiation. Going from vCIO to vCISO covers the move into security advisory work.

What training does an account manager need?

Account manager training at an MSP covers two jobs: keeping clients and running the quarterly business review. In Empath, Account Management: Establishing Lasting Partnerships covers account relationships, Advanced QBR Strategy covers the review and Creating Raving Fans covers client experience. The Account Manager Pathway Template gives the training a ready-made structure.

Is sales training included in Empath Learn?

Yes, MSP sales, account manager and vCIO training is included in every Empath Learn seat, on every plan. It covers Empath's own courses, Microsoft Learn and the Curated Collection with its AI roleplays. Live streams and the tools to build your own courses come too. For plan costs, see empathmsp.com/pricing.

How do I set up the Account Manager pathway?

In Empath, go to Learning Pathways, then Pathway Templates. Pick the Account Manager Template or its Express Edition. Use it as a template to make your own copy, then fill in the "Replace Me" blocks with your client market and role, revenue life cycle and internal operations. Publish the pathway and assign it.

What are the top MSP training courses for customer success?

Empath Learn includes Advanced QBR Strategy, Creating Raving Fans and Account Management: Establishing Lasting Partnerships for MSP client-success work. The Account Manager Pathway Template gives a manager a starting structure for assignments and follow-up. Pick a course for relationship management, one for the quarterly review and one for client experience, then practice the work with real account situations.

Want to See It for Your Sales Team?

Book a demo and we will show you the sales, QBR and vCIO courses and the Account Manager pathway in Empath Learn. Bring your sales process and ask how it would look as a pathway.