MSP SALES TRAINING
Sales Training Built for the MSP Channel
The Fieldwork Method is a structured, evidence-based sales training program built from the ground up for MSP sales teams and owners. Purpose-built for how managed service providers actually sell.
13
Lesson masterclass spanning the full sales cycle, built for MSP reps
3
Delivery formats: self-paced, guided cohort, and in-person intensive
8+
Standalone courses and workshops across prospecting, proposals, discovery, and leadership
WHERE DO YOU START?
The Right Training Depends on Who You Are
Two different problems. Two different tracks. Pick the one that fits and we will show you exactly where to start.
SALES REP
I Carry a Quota. I Want to Close More Deals.
You need a repeatable system, not another motivational talk. The Fieldwork Method gives you a structured approach to prospecting, messaging, discovery, and closing that works in the MSP market.
- 13-lesson masterclass covering the full sales cycle
- Workshops on discovery, proposals, and silent signals
- High-impact messaging and prospecting tools
- Self-paced, cohort, or in-person options available
SALES LEADER / MSP OWNER
I Run the Team. I Need It to Perform.
You need the system, the structure, and the people running it to actually work. Pipeline design, KPIs, compensation, pricing -- that is the leader track.
- Pipeline and CRM design for MSP sales teams
- KPI frameworks and sales reporting structures
- Pay, bonus, and incentive design
- Pricing models built for the MSP business model
THE FRAMEWORK
Built from the Field. Not from a Textbook.
The Fieldwork Method is not a repackaged version of Sandler or SPIN Selling applied to IT. It was built from the ground up for the way MSPs go to market: the buying cycles, the personas, the competitive dynamics, and the revenue model that makes managed services different from every other B2B sale.
Chris Duncan brings decades of MSP sales experience as a practitioner, sales leader, and Fractional VP of Sales. The framework reflects what actually works in the channel: tested, refined, and structured so it can be taught, measured, and repeated.
Whether you are a solo rep building a pipeline from scratch or an MSP owner building a sales function that does not depend on you, the framework gives you a system that holds up under real selling conditions.
MSP-Specific Expertise
Trained and led sales teams inside the managed services channel. Not adapted from another industry.
Fractional VP of Sales
Available for hands-on leadership engagements with MSPs building or rebuilding their sales function.
Structured for Scale
Self-paced, cohort-based, and in-person formats so teams of any size can access the training at the right level.
The Fieldwork Method: Systems
S0 Performance Readiness / Foundation
S1 Pipeline Ignition / Prospecting
S2 Influence Engine / Authority
S3 The Meeting / Discovery and Prep
S4 Proposal and Close / Conversion
S5 Post-Sale and Expansion / Retention
Frequently Asked Questions
Common questions about MSP sales training, the Fieldwork Method, and how Cdaeris works with sales teams and owners.
What is the Fieldwork Method?
The Fieldwork Method is a structured sales training program designed specifically for MSP sales teams and owners. It covers the full sales cycle across six systems: Performance Readiness, Pipeline Ignition, Influence Engine, The Meeting, Proposal and Close, and Post-Sale and Expansion. Each system builds on the previous, giving reps and leaders a complete, repeatable selling framework built for the managed services channel.
Who is MSP sales training designed for?
The training is built for two audiences. Sales reps who carry a quota and need a repeatable system for prospecting, discovery, and closing in the MSP market. And sales leaders and MSP owners who need to build, structure, and manage a sales function that performs without constant personal oversight.
What delivery formats are available?
The Fieldwork Method is available in three formats: self-paced online learning, guided cohort programs with group accountability and live discussion, and in-person intensive training. The format that works best depends on your team size, timeline, and the depth of change you need.
How is the Fieldwork Method different from generic sales training programs?
Most sales training programs are built for SaaS, financial services, or general B2B selling. The Fieldwork Method was built from the ground up for MSPs, accounting for the buying cycles, stakeholder personas, recurring revenue model, and competitive dynamics unique to the managed services channel. Nothing is adapted from another industry.
Can an MSP owner without a dedicated sales team use this training?
Yes. A significant portion of the training is designed for owner-led sales, including pipeline design, time management for selling, and building the foundations a future sales hire will use. The leader track helps MSP owners build the system before they hire into it.
What does the course catalog include?
The course catalog spans the full sales cycle and includes standalone courses and workshops on prospecting, MSP-specific messaging, discovery conversations, proposal development and presentation, silent signals in buyer behavior, sales leadership, team compensation design, and pipeline management. View the full course catalog for details.
Not Sure Where to Start?
Answer five questions and we will point you to the right course, format, and investment level for where you are right now.