Live Sales Coaching Built for MSPs, MSSPs, and IT Service Providers
Direct, 1-on-1 coaching with Chris Duncan — applied to your pipeline, your prospects, and your market. Every session is live. Every strategy is specific to managed services.
Most MSP Owners Are Selling Without a System
You close deals on instinct, relationships, and referrals. It works — until it doesn’t. Pipeline dries up, proposals stall, and hiring a rep means handing them a phone with no playbook. Generic sales training doesn’t address managed services buyer psychology, MRR economics, or the compliance conversations your prospects need to hear.
Chris Duncan’s Fieldwork Method was built for this exact problem — a three-system sales framework developed specifically for MSPs, MSSPs, VARs, CSPs, and IT services companies.
Three Systems. One Framework. Built for Technology Service Providers.
System 0: Performance Readiness
Mindset, positioning, and the behavioral standards that make pipeline strategies work. Learn more
System 1: Pipeline Ignition
Prospecting, outreach sequencing, and a 7-step discovery call process that qualifies and advances simultaneously. Learn more
System 2: Momentum Blueprint
Proposals, objection handling, closing, and the QBR framework for expanding existing accounts. Learn more
Chris Duncan
The Sales Scientist
Chris developed the Fieldwork Method after years embedded in MSP sales organizations — diagnosing why pipelines stall, why reps underperform, and why owners stay trapped as the sole revenue generator. Every coaching session applies this framework directly to your deals, your market, and your team.
This is direct, hands-on coaching. There is no pre-recorded curriculum, no self-serve platform, and no group calls with 50 strangers. What you are buying is Chris’s time, applied to your specific business.
Hands-On Sales Coaching Applied to Your Real Business
Live 1-on-1 Coaching
Private sessions with Chris focused on your pipeline, your deals, and your challenges. Tactical preparation before major meetings. Review of your actual prospect conversations.
Recorded Call Reviews
Submit recordings of real discovery calls and presentations. Chris provides written and verbal feedback on specific moments — identifying the patterns holding back your close rates.
Role-Play and Drill Sessions
Chris plays the prospect using realistic scenarios drawn from your actual target accounts. Practice objection handling, discovery, and proposal presentations in a safe environment.
Pipeline Reviews
Structured review of all active opportunities — stage, next step, probability, and blockers. Bi-weekly for individual coaching, weekly for fractional VP engagements.
Custom Sales Playbook
Built over your first 90 days — ICP definition, talk tracks, discovery questions, objection responses, and proposal templates. A living document updated as you learn what works.
Sales Process Audit
Full review of what is working and what is breaking in your sales system. Quarterly for individual coaching, continuous for fractional VP engagements.
Two Ways to Work with Chris
Each tier is a standalone monthly retainer. What you see is exactly what you receive — live coaching, real deal reviews, and embedded leadership applied to your business.
Individual Sales Coaching
1-on-1 coaching for the owner or a key rep — direct, specific, applied to your real deals.
Who This Serves
- MSP owner who is the primary seller
- Owner training a first rep
- Individual rep or BDR
What You Get
- 2 private 1-on-1 coaching calls/month (60 min each)
- 2 recorded sales call reviews/month
- 2 role-play and drill sessions/month
- Bi-weekly pipeline review
- Personal sales playbook (built over 90 days)
- Quarterly sales process audit
- 3-month minimum, then month-to-month
Fractional VP of Sales
Embedded sales leadership — Chris runs your sales function so you don’t have to.
Who This Serves
- Owner training or managing a sales team (2–5 reps)
- Building a sales organization from zero
- Replacing a VP of Sales without the $200K+ hire
What You Get
- Everything in Individual Coaching, plus:
- 4 weekly strategy calls with leadership (60 min each)
- 8 recorded sales call reviews/month (full team)
- 8 role-play and drill sessions/month (full team)
- 4 team training sessions/month (90 min each)
- Full sales org design — roles, comp plans, OTE models
- Rep recruiting support — Chris joins final interviews
- Sales and marketing alignment
- QBR framework and rep training
- KPI dashboard with real-time reporting
- Ongoing sales process audit (continuous)
- Transition planning to full-time VP of Sales
- 6-month minimum, then month-to-month
Built for MSP Owners and Sales Leaders at Every Stage
You’re the Only Salesperson
You built the business on relationships and referrals, but pipeline has plateaued. You need a repeatable process — prospecting, discovery, proposals, and closing — that doesn’t depend on your personal network alone.
You Just Hired Your First Rep
They have potential, but no playbook. You’re spending hours coaching on the fly instead of running the business. A structured system gets them producing faster and lets you step back from daily selling.
You’re Building a Sales Team
Two to five reps, growing pains, and no sales manager. You need team training, pipeline accountability, KPI tracking, and a comp plan that drives MRR growth — without hiring a $200K VP of Sales.
You Need Sales Leadership Now
Growth has outpaced your ability to manage the sales function. Chris embeds as your fractional VP of Sales — running strategy, coaching reps, designing comp plans, and building the system a future full-time leader will inherit.
Common Questions About MSP Sales Coaching
How is this different from MSP sales training programs?
Training programs teach concepts. This is applied coaching — every session works on your actual pipeline, your real deals, and your specific market. There is no pre-recorded curriculum. Chris coaches you live, reviews your actual sales calls, and role-plays scenarios drawn from your target accounts.
What types of companies does Chris work with?
MSPs, MSSPs, VARs, CSPs, and IT services companies. The Fieldwork Method was developed specifically for technology service providers — the buyer psychology, the MRR economics, and the compliance conversations are built into every system. Explore the full range of sales training programs available.
How quickly will I see results?
Your sales playbook is built during the first 90 days. Most coaching clients see measurable pipeline changes within the first quarter — more qualified conversations, faster deal progression, and higher close rates. Fractional VP engagements typically show team-level results within 60–90 days.
Can I start with Individual Coaching and move to Fractional VP later?
Yes. Many MSP owners start with 1-on-1 coaching to sharpen their own selling, then move to the Fractional VP tier as they hire reps and need team-level systems. The transition is seamless because both tiers use the same Fieldwork Method framework.
What is the time commitment?
Individual Coaching requires approximately 4–6 hours per month of your time (calls, reviews, pipeline prep). Fractional VP engagements require 8–12 hours per month from the owner or leadership team, plus dedicated training time from the sales team.
How does Fractional VP compare to hiring a full-time VP of Sales?
A full-time VP of Sales costs $180K–$250K+ annually (fully loaded) and takes 6–12 months to ramp. Chris’s Fractional VP engagement provides senior sales leadership at roughly one-third the cost — with deep MSP-specific IP that a new hire would need years to develop. Read the full comparison guide.
Ready to Build a Sales System That Works Without You?
Talk to Chris about which engagement fits your stage — whether you’re the only salesperson or building a team. No commitment, just a conversation about what’s possible.