01
Create more opportunities.
Start better prospecting conversations, handle resistance, and turn interest into qualified appointments.
More conversations worth having.LIVE VIRTUAL + ONLINE B2B SALES TRAINING
Develop top
sales performers.
At every level.
Build the foundation. Advance your best sellers. Give your leaders the tools to coach them. Practical sales training with Derek Shebby, built for the work ahead.
Live cohorts · Self-paced courses · Ongoing coaching
MODERN SALES TRAININGBuild skills. Put them to work.
Live training.
Lasting development.
30,000+salespeople trained
Practical B2B sales development for reps, experienced sellers, and the leaders who coach them.
A CUSTOMER’S STORY
A record year.
A 24 year record broken.
“ZENO Office Solutions sales team had a record year, with record growth in profit, revenue and customer retention. Our team brought a record number of new customers on board in 2023, breaking a 24-year record.”
Brantly FowlerPresident & CEO · ZENO Office SolutionsSales Bootcamp · individual customer result
More customer stories ONE APPROACH. THE SUPPORT YOU NEED.
Where do you want to grow?
Choose how you learn.
We’ll help you find the right starting point.
01 / LIVE TRAININGBuild a stronger
Sharpen your skills.
Keep raising
Build a stronger
sales team.
Live programs for new reps, experienced sellers, and sales leaders.
Explore the three tiers 02 / ONLINE COURSESSharpen your skills.
On your schedule.
Practical courses, scripts, and tools in Modern Sales Academy.
Explore the Academy 03 / ONGOING COACHINGKeep raising
your standard.
Courses, coaching, and a community through Outliers membership.
Meet OutliersWHAT THE WORK IS DESIGNED TO CHANGE
Fill the pipeline.
Control the conversation.
Protect the profit.
For territorial B2B sales teams in office technology, manufacturing, distribution, managed IT, and professional services.
02
Lead the meeting.
Ask stronger questions, uncover the business impact, involve decision-makers, and agree on a clear next step.
A reason for the deal to move.
03
Win on value.
Connect your solution to the customer’s priorities, distinguish it from cheaper alternatives, and protect margin.
Better business. Not just more business.LIVE VIRTUAL TRAINING · TAUGHT BY DEREK
One team.
Different next steps.
Build the foundation, advance your producers, and equip the people who coach them.
TIER 01FOUNDATION
Newer reps. A stronger foundation.
Sales Bootcamp
Build a repeatable process for prospecting, first appointments, and communicating value.
Live on Zoom12 weeks
- Create more qualified opportunities
- Run a productive first appointment
- Build value before discussing price
TIER 02ADVANCEMENT
Experienced sellers. A new level.
Sales Spartan
Move beyond a plateau with sharper territory strategy, advanced prospecting, and more profitable proposals.
Live on Zoom12 weeks
- Work a stronger territory strategy
- Create urgency and advance deals
- Protect profit in your proposals
TIER 03LEADERSHIP
Sales leaders. A coaching system.
Sales Leaders Bootcamp
Develop your leadership, management process, and ability to coach people to success.
Live on Zoom10 weeks
- Set clear expectations and standards
- Build a consistent management rhythm
- Coach the work—not just the number
Compare the three live programs, side by side
| The decision | Sales Bootcamp | Sales Spartan | Sales Leaders Bootcamp |
|---|---|---|---|
| Best starting point | Newer reps and sellers who need a stronger foundation | Bootcamp graduates and experienced producers ready to advance | Managers, directors, VPs, and owners leading sales |
| Program length | 12 weeks | 12 weeks | 10 weeks |
| Live instruction | Derek-led Zoom classes | Derek-led Zoom classes | Derek-led Zoom classes |
| Applied work | Prospecting, first appointments, and value building | Territory strategy, advanced selling, and proposal profitability | Leadership, management process, and coaching |
| Reinforcement | Weekly assignments and Academy resources | Weekly assignments and Academy resources | Weekly action items and leader resources |
A MORE FOCUSED NEED?
Focus on a specific skill.
Targeted development for managed print selling and building business value.
Explore each program to find the right training for your team.
MODERN SALES ACADEMY · SELF-PACED TRAINING
The next call
can be a better one.
Give reps practical training they can use before a call, meeting, or proposal—and revisit when the work changes.
- A complete B2B sales process, organized by skill
- Recorded lessons, scripts, workbooks, and tools
- Access on computer, tablet, and phone
THE COMPLETE SALES SYSTEM
Modern Sales Performer
14 courses and resources, from foundational habits and prospecting to discovery, proposals, and urgency.
Explore the course
GO DEEPER ON PROSPECTING
The Fearless Prospector
Build a repeatable approach to finding prospects, starting conversations, and creating new-business opportunities.
Explore the course
SELL MORE EFFECTIVELY ONLINE
Virtual Selling Machine
Improve digital outreach, virtual meetings, demonstrations, and the conversations that move remote deals forward.
Explore the course“The Modern Sales Performer course exceeded our expectations. Our reps with 15+ years of experience said it got them back to the basics in the best way.”
Brad N.President · Modern Sales Performer
Individual customer experience.
Choose a one-time course purchase or membership access. Prices, included training, and terms are shown on the course pages.
OUTLIERS · ONGOING DEVELOPMENT
Learn the process.
Keep raising
your standard.
A Sales Outlier looks beyond the company leaderboard—to stand among the best in their market.
Keep developing your skills with training you can revisit, a community that shares the work, and coaching to help you apply it.
Courses.Coaching.Community.
CURRICULUM + COMMUNITY
Outliers
$59/month
A consistent place to keep learning and turn the training into daily habits.
- All 14 Modern Sales Performer courses
- Monthly live Outliers meeting
- Member resources and community
ADVANCED TRAINING + INDIVIDUAL COACHING
Outliers Elite
$129/month
More training, plus dedicated time to work through your next sales challenge with Derek.
- Everything included in Outliers
- Fearless Prospector + Virtual Selling Machine
- One 30-minute 1:1 coaching session per quarter
Membership course access continues while subscribed. Live Bootcamp cohorts and Modern Sales Leader are separate programs. Review current terms before joining.
THE PEOPLE. THE PROGRESS. THEIR WORDS.
What changes
when the work clicks?
From company leaders to the reps making the calls—customer experiences across Modern Sales Training programs.
Modern Sales Training · sales-team training
Skills that contributed to FY25 success.
“I attribute a good portion of our FY25 success to the skills that several of our newer reps learned from you. That training helped them see success and motivate them for more success.”
Sales-system training & ongoing guidance
Sales doubled in three months.
“Derek trained and set up our B2B sales system and continues to guide our team. Results? It helped double our sales in just three months.”
Modern Sales Training customer
More appointments in the same time.
“My cold calling appointments improved 300%. I now set up 3 times the number of meetings in the same amount of time.”
46%
growth in
net-new business.
CUSTOMER-REPORTED · YEAR OVER YEAR
Progress beyond the classroom.
A business result worth exploring—not just another star rating.
Customer-reported year-over-year result, shared by Derek. Individual outcomes vary.Read 21 more customer reviews
Modern Sales Training customer
From training to top sales rep.
“This training is the reason I became the top sales rep at my company. It's the best program out there.”
Modern Sales Training customer
“Life-saving for my business.”
“Derek's training has been life-saving for my business.”
Modern Sales Training · team training
A stronger first-meeting rate.
“The team's ability to get that first meeting has increased by 300% when using tactics learnt from Derek.”
Modern Sales Performer
A 15% increase in sales.
“The Modern Sales Performer course helped us with cold calling, proposal writing and overall confidence. Our team saw a 15% increase in sales.”
Modern Sales Training · course review
“Best sales training I have ever done”
“He knows what it's like to have feet on the street and deal with rejection. This course helped me achieve more in a short period of time than I have in years.”
Modern Sales Training customer
Rookie of the year. Three promotions.
“I crushed my sales quota, won sales rookie of the year, been promoted 3 times and now I run a large sales team.”
Modern Sales Performer
A system—and confidence in the next step.
“Derek's program helped me build an outreach system and a talk track. After the Modern Sales Performer course I was 100% sure what I am doing and why.”
Modern Sales Performer
The course the team comes back to.
“So many nuggets that help with cold calling, prospecting and proposals — my sales team continues to go back to the Modern Sales Performer course again and again!”
Modern Sales Training customer
Building value in every deal.
“I've made a lot more money now because I have a proven strategy to build value on all of my deals.”
Sales Bootcamp · live classes
Apply the work every week.
“The best part is that it makes you actually apply it weekly to ensure we’re getting the most of each class and lesson.”
Sales training & coaching
Feedback that changes the presentation.
“His ability to identify opportunities in sales collateral and recommend minor changes that make an impact when presenting to prospective clients is incredible.”
Modern Sales Training customer
Support that stands out.
“The level of support you get is insane! They make sure you're a successful salesperson.”
Modern Sales Training customer
A more effective sales team.
“My sales team's effectiveness has never been better.”
Modern Sales Training customer
Tools that last through a career.
“The tools I learned have helped me earn crazy money during my sales career. They are timeless.”
Modern Sales Training · course review
The mindset behind the work.
“I am a living testament to his skill and expertise. The best part is not the technical training — it's the mental training. Sales is 100% mental.”
Modern Sales Training · course review
Stand apart in your industry.
“Derek is truly a master of sales. His courses deliver the information you need to separate yourself from the pack of other sales reps within your industry.”
Modern Sales Training · course review
Practical strategies. No fluff.
“Derek doesn't use 'fluff' to make a course feel complete. This is perfect for anyone looking for real, pragmatic strategies to improve as a salesperson.”
Modern Sales Training · course review
Ready to apply immediately.
“The course was engaging and everything I could apply immediately. The instructor has a lot of industry experience that I could relate to.”
Modern Sales Performer
One training language for the team.
“The Modern Sales Performer course is a great program to align sales training within your team and get everyone ready for modern selling. Very highly recommended.”
Modern Sales Training customer
A fast start in sales.
“I've been off to a fast start in my sales career and I haven't looked back.”
Modern Sales Training customer
New techniques for cold calling.
“Derek's training gave me new techniques to improve my cold calling skills and results.”
MESSAGES FROM THE FIELD
The wins they sent to Derek.
Original, anonymized messages from the current website.
Read the messagePROSPECTING
Five appointments. One day.
A salesperson shared a new personal record for appointments set.
Read the messageVALUE BUILDING
Raised the proposal. Won the deal.
A rep reported going in higher than usual—and winning the business.
Read the messageNET-NEW BUSINESS
One quarter beat nine months.
A salesperson reported more new business in one quarter than in the previous nine months.
HE’S DONE THE WORK. NOW HE TEACHES IT.
From the field.
To your team.
Derek started where salespeople start: making calls, handling rejection, and learning how to earn the next conversation.
Over 17 years in the Xerox sales organization, he grew from salesperson into sales leadership and earned 13 Sales President’s Club awards. That experience shapes how he teaches today.
17 yearsin the Xerox sales organization
13×Sales President’s Club winner
Clear processes.Specific feedback.Work you can apply.
In live cohorts, you learn directly from Derek. In the Academy, his recorded training is there when you need to revisit a skill.
Get to know Derek“The training offers clear takeaways for prospecting in today's sales environment. Derek did a great job leading the class and keeping everyone engaged, excited to learn and implement in the field. I highly recommend his sales training program.”
INDUSTRY PUBLICATIONS & CONVERSATIONS
Explore publications & interviews
BEFORE YOU CHOOSE
Good questions.
Clear answers.
Still deciding where to start?
Let’s talk through your team.
Which live training program fits my team?
Start with Sales Bootcamp when reps need a strong B2B foundation—even if they have been selling for years. Sales Spartan is for established producers ready to advance. Sales Leaders Bootcamp develops the managers, directors, VPs, and owners coaching the team.
Are the live programs actually taught by Derek?
Yes. Derek personally teaches the live Zoom cohorts. Sales Bootcamp and Sales Spartan run for 12 weeks; Sales Leaders Bootcamp runs for 10 weeks. Confirm available dates and cohort details on the program pages.
Can I buy an online course without joining a membership?
Yes. Modern Sales Performer, The Fearless Prospector, and Virtual Selling Machine have one-time purchase options. The fourteen courses within Modern Sales Performer are included together in the collection, not sold separately.
What is the difference between the Academy and Outliers?
Modern Sales Academy is where you access the self-paced courses. Outliers is a membership that includes the Modern Sales Performer collection, a monthly live meeting, resources, and community. Outliers Elite adds advanced masterclasses and quarterly individual coaching.
How do people put the training into practice?
Live participants apply the work through assignments between classes. Academy learners use recorded lessons and resources before calls, meetings, and proposals. Managers reinforce the process through coaching and inspection. The level of live support depends on the program.
Can an individual enroll, or does a whole team need to join?
Individuals can purchase Academy courses or join Outliers. If you want a live program for yourself or a company cohort, speak with Derek about the right fit and current availability.
Which industries is this designed for?
The training is built for B2B selling, including office technology, manufacturing, distribution, managed IT services, and professional services. Ask Derek about your team’s market and sales model.
Where do existing students sign in?
Use Student login to open the live Modern Sales Academy. Sign in with the email connected to your enrollment. Your courses are also accessible through Teachable’s app.
Student loginTHE RIGHT STARTING POINT CHANGES THINGS
Let’s talk about
your team’s next level.
A conversation about your people, your sales process, and where training can help.