Wes SpencerCo-Founder, Empath · Co-Founder of Empath | Recovering Cybersecurity Guy| Keynote Speaker | 2020 Cyber Educator of the Year | Building the MSP Workforce Operating System

How to Uncover Hidden Sales Opportunities in Your Clients

13 Sept 2026 · 1 min

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In this segment, Wes Spencer outlines a practical consultative‑selling framework for technology‑focused client engagements. He suggests that most clients deal with five core IT domains—desktop, infrastructure, wireless, cloud, and cyber. Typically, a client is strong in three of these areas and weak in two. The salesperson should ask the client to identify the two domains where they feel least competent, then position their team to help address those gaps. This approach turns the discussion into a collaborative discovery session and often leads to a co‑sell motion, where both parties work together to deliver solutions for the identified weak spots.

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But he would say something like, I know in our experience, usually as a client, you have 5 things you got to deal with. And it's like, it's like desktop, you know, kind of stuff, switching infrastructure, wireless, all that kind of stuff, and cloud and cyber, something like that. He's like, in my experience, you're usually bad at 3 or really good at 3 and bad at 2. Why don't you— can we have a conversation about us helping you with those 2 that are bad and let them pick? And it just turns into a great conversation that frees the client up to say, Actually, yeah, we aren't so good at these 2 things. That was traditionally done through like a co-sell motion.