Preparation

Preparation articles from Derek Shebby — practical sales tips from 20+ years of field experience and coaching 30,000+ reps.

Practical B2B sales guidance for reps who own a territory: in-person business cold calls, phone follow-up, effective customer meetings, and competitive deals where value matters.

Winning an appointment and winning a competitive deal are different challenges. For deeper reading on differentiation, buyer value, and competitive B2B selling, explore Building Value by Derek Shebby.