Derek Shebby's published Office Technology Magazine articles, the Value Building 101 series, webinars, and training downloads — all in one place for Business Technology Association members.
Derek's three-part series for BTA's Office Technology magazine on winning deals with higher profit — from setting the criteria to structuring the proposal.
BTA Office Technology Magazine · February 2024
Webinar presentation slides
BTA Office Technology Magazine · April 2024
Every article Derek has published with BTA — on cold calling, onboarding salespeople, MPS deals, and building value. All hosted by BTA and free to read.
Prospecting & Deals
Why in-person prospecting came back after the pandemic — and how reps should run their territory now.
Read the Article
Tactics for advancing managed print services opportunities through the pipeline.
Read the Article
The full value building series — criteria, sales process, and proposals. Featured above on this page.
See the SeriesThe Sales Onboarding Series — "Are You Onboarding Your Salespeople Correctly?"
The opening installment: why most onboarding fails, and what to train new hires toward instead.
Read the Article
What a new salesperson's first 90 days should actually look like — week by week.
Read the Article
How to teach product knowledge without burying new reps in spec sheets.
Read the Article
Teaching new salespeople how to actually sell — the fourth installment in the onboarding series.
Read the Article
The final installment: removing the obstacles that keep new salespeople from producing.
Read the Article
Watch the full webinar on what it takes to lead a high-performing sales team.
Watch the Webinar
A practical handout for sales leaders to implement the 7-step execution plan.
Download the Handout
Presentation slides from the Managed Print Services webinar.
Download the Presentation
Presentation slides from the education-focused sales webinar.
Download the Presentation
Enroll in the free BTA sales training preview course on the Modern Sales Academy.
Enroll in the Free Course
A comprehensive guide to onboarding new salespeople the right way — start with Derek's five-part onboarding article series above, then reach out for the full guide.
Contact Us for AccessModern tactics that help reps create more interest, book more qualified appointments, advance better opportunities, and earn more from the business they close.
01Learn modern prospecting tactics that create more interest in your solutions, overcome resistance, and turn that interest into qualified conversations.
More appointments. More pipeline. More income.
02Prepare five to six high-impact questions, lead sharper discovery, uncover the business impact, involve the right decision-makers, and close every meeting on a clear next step.
Better discovery. Clearer next steps. More income-producing opportunities.
03Connect your solution to measurable business outcomes, separate it from lower-cost alternatives, handle price pressure, and close more profitable business.
More profitable revenue for the company—and more income for the rep.Put new reps, tenured producers, managers, and high-potential individuals into the live or self-paced training experience that matches what they need next.
For salespeople and leaders who want a focused, proven curriculum taught live by Derek himself.
Tier 1 · Sales BootcampBuild the complete B2B sales foundation.
Tier 2 · Sales SpartanLevel up your advanced salespeople.
Tier 3 · Sales Leaders BootcampLead, coach, inspect, and create accountability.
For self-directed salespeople who want flexible, on-demand training they can apply immediately.
For driven salespeople who want additional coaching, resources, and a community that helps them keep leveling up.
More meetings, stronger value, protected margin, and sellers who know what to do next.
“Our sales team had a record year—record growth in profit, revenue, and customer retention. We brought a record number of new customers on board, breaking a 24-year record.”Brantly FowlerPresident & CEO, ZENO Office Solutions
“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.”Mike GravesPresident, Kyocera Document Solutions West
“Outstanding and practical content applicable to B2B sales. The training offers clear takeaways for prospecting in today’s sales environment.”Stewart ManningVice President of Sales
These are the outcomes your team can work toward on the next call, proposal, and quarter.
Schedule a 30-minute call to discuss how Modern Sales Training can help your team.
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