Sales Training Courses, From Cold Calls to QBRs
Sales training courses for your team: prospecting, account management and customer service. Every Empath Learn seat includes more than 450 sales courses and lessons. For clients, the Curated Collection is premium in Empath Grow.
6 Areas
From Sales and Customer Service to Hospitality and Food Service
20+
Empath Courses for MSPs
20+
Lessons and Courses with AI Roleplays
400+
Curated Collection Courses and Lessons
Start Here: Start Sales Training by MSP Role
The sales process, account renewal and referrals serve different jobs, so choose a first assignment by responsibility.
- For a new sales rep The MSP Sales Process That Works Empath, 96 min Learn the full sales conversation.
- For an account manager vCIO Superpower: Negotiation Empath, 25 min Prepare for client budget discussions.
- For an owner The MSP Referral Engine Empath, 41 min Build introductions from existing relationships.
The MSP Sales pathway adds discovery, objections and QBR practice for each role.
“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.”
What Does Sales Training Cover?
Sales training teaches the skills that win customers and keep them: prospecting, handling objections, closing and managing accounts. In the Empath catalog, customer service training sits in the same category.
The Sales & Account Management list in the Empath course catalog has more than 450 courses and lessons, about 111 hours of training. They sit in six areas:
- 150+ in Sales: prospecting, objections, closing and account management
- 20+ in Distance Selling: remote selling and prospecting by phone
- 100+ in Customer Service: upset customers and call centers
- 60+ in Multifamily Housing, for clients' property staff: leasing and fair housing
- 20+ in Hospitality, for clients' hotel staff: front office and housekeeping
- 16 in Food Service, for clients' restaurant staff: guest service, de-escalation and attendance
A closer look at these 450+ courses:
- 70 whole courses and more than 350 single lessons, many of them parts of a series
- 20+ courses from Empath for MSPs, on the MSP sales process, referrals, QBRs and the vCIO role
- Over 20 lessons and courses with an AI roleplay
- 16 that list continuing-education credit, such as PMI or SHRM
For presentation and communication skills, see the business skills courses. For managing and coaching a team, see the leadership and management courses.
Courses Included in Every Empath Learn Seat
Every seat on every plan includes them. Titles appear exactly as they do in Empath.
Built for MSPs by Empath
More than 20 courses in this category come from Empath's own catalog for MSPs, most of them led by an Empath Navigator. Five of the 20+:
- The MSP Sales Process That Works, Empath. An MSP sales process from the first call to closed recurring revenue. 96 minutes.
- The MSP Referral Engine, Empath. A repeatable way to get introductions from clients, vendors and peers. 41 minutes.
- Advanced QBR Strategy, Empath. Turning quarterly business reviews into strategic conversations with clients. 96 minutes.
- vCIO Superpower: Negotiation, Empath. Preparing for tough negotiations and closing the deal. 25 minutes.
- Creating Raving Fans, Empath. How MSP staff turn regular clients into supporters. 34 minutes.
The Curated Collection
More than 400 Curated Collection courses and lessons in this category, from publishers such as Bigger Brains, The Jeff Havens Company and SoftSkillsU. Five on selling:
- Selling at a Distance: Prospecting by Phone, BizLibrary Productions. Cold calling, in nine short parts. 47 minutes.
- Overcoming Objections, The Jeff Havens Company. How to answer a buyer's objections. 35 minutes.
- Expert Insights: Sales Essentials for Success with Dean Karrel, BizLibrary Productions. Sales basics, from discovery to objections, in 12 lessons, with AI roleplays. 52 minutes.
- Account Management: Establishing Lasting Partnerships, BizLibrary Productions. Building loyal accounts, in six lessons. 42 minutes.
- Competitive Selling, Bigger Brains. Proactive calling in a competitive market. 109 minutes.
Two of its customer service training courses, both with an AI roleplay:
- Customer Service 101, BizLibrary Productions. Knowing your customers and serving them well, in seven lessons. 45 minutes.
- Expert Insights: Creating an Amazing Customer Experience with Shep Hyken, BizLibrary Productions. Customer experience for staff and managers. 69 minutes.
Plus courses on closing, negotiation and virtual selling. Another 90+ are for property, hotel and restaurant staff. See the full course list.
AI Roleplays for Sales and Service
The roleplays come with the Curated Collection, which has hundreds of them. It is in every Empath Learn seat, and in Empath Grow for every client you add it for.
Practice the Conversation
Your rep steps into a realistic scenario and answers by typing or speaking, then gets instant, personal feedback (what went well and what to change).
Sales and Service Roleplays
Reps practice sales discovery, the presentation and objections. Service staff help an upset customer. 5 on sales, 18 on service.
Is Sales Training Included or Premium?
Included for your team in Empath Learn. Premium for your clients in Empath Grow.
Empath Learn
Included with every seat on every plan: Empath's MSP sales courses and the Curated Collection's courses, AI roleplays included.
Empath Grow
The Curated Collection is the premium catalog for sales and service. In Empath Grow, each client has the Curated Collection or Bigger Brains, not both.
Bigger Brains, the other Grow choice, also carries three of this category's sales courses, Competitive Selling among them. It is for Grow only, because the Curated Collection in Learn already includes Bigger Brains courses.
Premium catalogs work the same on Grow and Grow Lite. For costs, see plans and pricing.
Who Is Sales Training For?
Your own team first, then your clients' staff.
- Your sales reps, account managers and vCIOs, with account management training and QBR courses
- Your help desk and technicians, for the customer service side of support
- Your clients' customer-facing staff, through the Curated Collection in Empath Grow
For account managers, Empath also has an Account Manager pathway template you can assign in your Empath tenant.
Questions About Sales Training
Short answers for MSP owners choosing sales training for their team or their clients.
What does sales training cover?
Empath Learn sales training covers finding prospects, handling objections, closing and managing accounts. Its Sales & Account Management list has more than 450 courses and lessons on those skills and customer service. Empath's own courses add MSP topics: the MSP sales process, referrals, quarterly business reviews and the vCIO role. Managers can choose courses for each seller's job.
Are there courses for account managers and customer service?
Yes. Account managers get Advanced QBR Strategy from Empath and Account Management: Establishing Lasting Partnerships from the Curated Collection. Empath also has an Account Manager pathway template. Empath's Sales & Account Management list has more than 100 customer service courses and lessons, among them Customer Service 101, which has an AI roleplay.
Can my sales reps practice with AI roleplays?
Yes. In the Curated Collection, Expert Insights: Sales Essentials for Success with Dean Karrel has AI roleplays on sales discovery, the presentation and objections. More than 20 lessons and courses in Empath's Sales & Account Management list have an AI roleplay, 18 of them on customer service. The rep answers by typing or speaking and gets instant, personal feedback (what went well and what to change).
How long are the sales courses?
Most single lessons run under 10 minutes, and the longest course in Empath's Sales & Account Management list runs 282 minutes. More than 350 of its 450+ courses and lessons are single lessons, and the whole list adds up to about 111 hours. The MSP Sales Process That Works, from Empath, runs 96 minutes in seven lessons.
Are sales training courses included in Empath Learn?
Yes. Every Empath Learn seat includes the sales training courses from Empath and the Curated Collection, on every plan. That is more than 450 courses and lessons in the Sales & Account Management list, AI roleplays included. New courses are added every week.
Which sales catalog can my clients get in Empath Grow?
In Empath Grow, the Curated Collection is the premium catalog for sales and customer service, AI roleplays included. Bigger Brains, the other choice, has three of the same sales courses. In Empath Grow, each client has the Curated Collection or Bigger Brains, not both. Both work the same on Grow Lite.