Live coaching from a nationally recognized B2B sales authority.
Derek Shebby is the founder of Modern Sales Training and one of the most decorated sales executives to come out of the Xerox channel in California. Over 17 years at one of California’s largest Xerox mega-dealers, Derek won the President’s Club Award 13 times and helped grow the division from $40 million to over $100 million in revenue with a team of 120 salespeople.
To date, Derek has trained over 30,000 salespeople across live programs, online courses, and the Modern Sales Academy — and coaches 150+ reps live every week across office technology, irrigation, managed IT, mailing equipment, and every other B2B industry with territorial sales reps doing cold prospecting. His methodology is built on one conviction: becoming an Outlier — the top producer in your market — is not about talent or luck. It’s about process, executed consistently.
Every program Derek builds is designed to deliver exactly that. More appointments from in-person cold calling and structured follow-up. Bigger deals from effective discovery and value-building. Higher margins from reps who know how to close without discounting. And fewer excuses because the process is written down, trained, and inspected every week.
17 years. 13 President’s Club Awards. One methodology.
Derek Shebby spent 17 years as a top sales executive and director at one of California’s largest Xerox mega-dealers, winning the President’s Club Award 13 times and helping build the division from $40 million to over $100 million in annual revenue with a team of 120 salespeople.
Before founding Modern Sales Training, Derek built his track record at Mr. Copy and MRC — one of California’s largest Xerox authorized dealers. He started as a rep, cold calling in the field like everyone else, and worked his way into sales leadership. By the time he left to start MST, he had spent nearly two decades learning exactly what separates the reps who make every President’s Club from the reps who wonder why they didn’t.
What he learned during those 17 years wasn’t motivation or theory. It was process. Specifically: the skills that every top producer in any B2B industry with territorial reps has mastered — cold calling done right, in person and over the phone, and running effective discovery meetings that uncover real pain, build real value, and close at real margins.
Six years ago, Derek founded Modern Sales Training to teach that process to every B2B sales rep willing to do the work. The results have been clear: over 30,000 salespeople trained to date, 150+ reps coached live every week, and a $30 billion manufacturer client that grew new business 23% year-over-year after years of decline.
Derek is the host of the In Between Sales Calls podcast, with 120 episodes published on B2B sales, prospecting, cold calling, and sales leadership. He is based in San Diego, California.
Four things sales leaders love about working with Derek.
He coaches every session himself.
No associates. No outsourced delivery. Derek runs every class, every week. Your reps get the same coach from week 1 to week 12.
Small cohorts mean real accountability.
Capped at 10 reps per cohort. Derek knows every rep by name, monitors their progress, and holds them accountable on the platform every week.
He specializes in your industries.
Manufacturing. Managed IT services. Office technology and MPS. B2B services. We know your deal cycles, your buyers, and your competitive set.
It makes your life easier.
Weekly manager check-ins. Certifications that tell you what your rep can do. A common vocabulary across new hires, veterans, and managers. Less chaos, not more.
What clients say after working with Derek
“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.”
“Derek is a sales genius. Our team has been taking his Sales Bootcamp since December and every week we learn so much. The best part is that it makes you actually apply it weekly to ensure we’re getting the most of each class and lesson.”
“Outstanding and practical content applicable to B2B sales. The training offers clear takeaways for prospecting in today’s sales environment. I highly recommend this program for any sales professional trying to improve.”
Hear it directly from teams who went through the program
John Eckstrom
Enrolled his team in Sales Bootcamp
Kimberly Gonzalez
Enrolled her team in Sales Bootcamp
Kevin Marshall
Enrolled his team in Sales Bootcamp
About Derek Shebby & Modern Sales Training
Who is Derek Shebby?
Derek Shebby is the founder of Modern Sales Training and one of the most decorated sales executives to come out of the Xerox channel in California. He spent 17 years as a top sales executive and director at one of California’s largest Xerox mega-dealers (Mr. Copy / MRC), winning the Sales President’s Club Award 13 times and helping grow the division from $40 million to over $100 million in annual revenue with a team of 120 salespeople. He founded Modern Sales Training six years ago to teach the same process-driven methodology to B2B sales teams across the country.
What is Modern Sales Training?
Modern Sales Training is a live B2B sales training company founded by Derek Shebby and based in San Diego, California. It specializes in training territorial sales reps and sales leaders at manufacturers, dealers, and distributors — industries where reps prospect a geographic territory using in-person and phone cold calling. Programs include Sales Bootcamp (12-week foundation), Sales Spartan (advanced), Sales Leaders Bootcamp (management), and the Outliers Community (ongoing coaching). More than 30,000 salespeople have been trained across live programs, the Modern Sales Academy, and Udemy.
What industries does Derek Shebby train?
Modern Sales Training works with B2B companies that have territorial sales reps doing in-person and phone cold prospecting. Core industries include office technology dealers and MPS providers (Derek’s specialty from 17 years at Xerox), managed IT service providers (MSPs), irrigation and agriculture dealers, mailing equipment dealers, furniture dealers, and any B2B manufacturer or distributor with a field sales team. Clients have included Bermad, Rivulus, RDO Equipment (largest John Deere dealer in the world), and a $30 billion manufacturer that grew new business 23% year-over-year after completing Sales Bootcamp.
How many salespeople has Derek Shebby trained?
Derek has trained over 30,000 salespeople across live programs (Sales Bootcamp, Spartan, Leaders Bootcamp), the Modern Sales Academy online courses, and Udemy, where he is a top-ranked sales trainer. He currently coaches 150+ reps live every week across multiple active Bootcamp cohorts.
What is the Modern Sales Training Sales Bootcamp?
Sales Bootcamp is Modern Sales Training’s flagship 12-week live program for B2B sales reps. Classes meet for two hours per week via Zoom, with cohorts capped at 10 salespeople for real accountability. Derek teaches every session himself — no associates. Participants get full access to the Modern Sales Academy (20+ hours of recorded content), complete weekly assignments, and are assessed through skill inspections. Sales leaders receive monthly progress reports on every rep. Upon completion, reps roll into the Outliers membership for ongoing coaching.
What is the Outlier concept in sales?
An Outlier, as Derek defines it, is a B2B salesperson who makes more money and performs at a higher level than anyone else in their industry. Not “good at sales” — the best in their market. The Outlier concept is the aspirational north star of every Modern Sales Training program. Derek’s conviction is that Outlier status isn’t about talent or luck — it’s about having a proven process and executing it consistently. Every program he builds is designed to get reps there.