#14 – Don’t Be That Guy - MSP Sales Role-Play - Practice Wins (Ryan Alter)

Josh Peterson and Ryan Alter break down why role-playing isn’t cheesy—it’s the fastest path to better close rates. From gatekeepers to objection handling and after-action reviews, they show how consistent practice builds confidence and sharper conversations.

In this “Don’t Be That Guy” webinar, Josh Peterson and Ryan Alter dig into a deceptively simple truth: if you’re not practicing, you’re losing sales. Drawing on real MSP scenarios, they show how structured role-play turns awkward moments into muscle memory—so your team reacts faster and performs better when it counts. Ryan shares non-sales role-play use cases too (tabletop security incident drills, dispatch “ring-ring” exercises, and interview prompts like “explain the cloud to my grandma”) that sharpen communication across the company.

You’ll hear practical frameworks to start small and stay consistent: pick one micro-moment (e.g., getting past the gatekeeper or a single objection like “we’re happy with our current IT”), run a quick round-robin, let a third person give one minute of feedback, and repeat. The hosts emphasize after-action reviews—record calls when possible, then debrief with a simple facts-first template to cut rambling and surface teachable patterns. They also tackle the “salty top producer” myth, arguing that perfect practice (not just reps) is what keeps veterans sharp and new sellers confident.

Whether you’re coaching first-time SDRs or seasoned account managers, this episode gives you a cadence for consistent practice, ideas for scenario banks, and language that humanizes conversations (“What’s going on in your world?” “How are you sleeping—are you worried about this?”). Set it on the calendar, keep sessions short, and build from micro-skills to multi-role tabletop drills. If you want more wins without hiring more headcount, make role-play a habit.

For more MSP sales/process resources and coaching, visit https://beringmckinley.com

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