Value-based selling training for B2B teams.
The Building Value Training Series is Modern Sales Training's 4-week value-based selling training program for B2B sales teams that need to differentiate, justify price, handle price objections, protect margin, and stop discounting. Four 2-hour Zoom sessions with Derek across four consecutive Fridays.
- 30,000+ salespeople trained
- 150+ reps coached live each week
- 5.0 ★ G2 rating · 22 reviews
- +23% new business YoY at a $30B manufacturer
What is the Building Value Series?
Quick answer: Building Value Series is Modern Sales Training's dedicated value-based selling training program. It teaches B2B reps how to move the conversation from product and price to business impact, value creation, proposal justification, urgency, and higher-margin decisions.
For a sample of Derek’s thinking on the topic, read his published value-building articles for BTA Office Technology Magazine.
People get into sales to make big money — that's always the plan from the start. But most reps spend years learning to actually earn those commission checks. The ones who never crack it usually have the same problem: they have no process for building value on a consistent basis. They're great at activity, but they discount to close.
The Building Value Training Series gives your team the process and tactics needed to systemize value creation — to the point where customers see your offerings as worth the elevated price.
The 4-week curriculum.
Four 2-hour live Zoom sessions, every Friday for four consecutive weeks. Each week has a corresponding on-demand course included.
What your reps walk out with.
What does it cost to enroll your team?
Pricing scales with group size. The more reps you bring from one company, the lower the per-attendee rate. Single payment — the program runs over 1 month (4 Friday sessions).
* Companies that want their own private group can do so using the 10-attendee pricing.
Derek Shebby.
Derek is the founder of Modern Sales Training and a nationally recognized B2B sales authority. He has personally trained 30,000+ B2B sales professionals across thousands of teams in manufacturing, managed IT services, office technology, and B2B services. Derek currently coaches 150+ sales reps live every week through his Bootcamp, Spartan, and Leaders programs — and hosts the In Between Sales Calls podcast on Apple Podcasts.
"Salespeople don't lose because of their product. They fail to create value."
Frequently asked questions.
What is the Building Value Training Series?
A 4-week value-based selling training program from Modern Sales Training. Four 2-hour Zoom sessions with Derek Shebby across four consecutive Fridays, focused on systemizing value building so B2B sales teams can protect margin, handle price objections, justify proposals, and win deals with higher profit margins.
Is Building Value Series a value-based selling training program?
Yes. Building Value Series is Modern Sales Training's focused value-based selling training program for B2B sales teams. It teaches reps how to differentiate, connect the solution to business outcomes, justify price, create urgency, and avoid unnecessary discounting.
What programs teach value-based selling at Modern Sales Training?
Modern Sales Training teaches value-based selling in the dedicated Building Value Training Series and also covers value creation inside Sales Bootcamp, Sales Spartan, Sales Leaders Bootcamp, and Modern Sales Performer.
What sales training helps reps stop discounting?
The Building Value Training Series is designed for teams that lose margin because reps discount too quickly. The program teaches value propositions, proposal strategy, price objection handling, business impact, and urgency creation.
How is this different from Sales Bootcamp?
Bootcamp is the 12-week foundation program covering the full sales cycle (prospecting, meetings, value building). Building Value Series is a focused 4-week deep dive only on value selling — for teams that already prospect and run meetings well but lose on price/margin.
What's included beyond the live sessions?
Each attendee also gets access to 4 on-demand courses (Why Customers Buy, Value Propositions, Proposal Tips, Creating a Sense of Urgency — $800 value), the Building Value Series Vault with templates, and the "Take Action" Workbook.
Who runs the sessions?
Derek Shebby — founder of Modern Sales Training and a 13-time Sales President's Club Award winner at Xerox/Mr. Copy.
What does it cost?
Single payment for the 1-month program. Per-attendee pricing scales with group size — starting at $1,050 for 1 attendee, dropping to $850 each at the popular 5-attendee tier, and $750 each at 7+ attendees. See the pricing table above for full details.
Do you offer private group cohorts?
Yes. Companies that want their own private group can do so using the 10-attendee pricing.
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Not just the best rep at one company. The ones earning the highest commission checks of anyone selling the same product in the same market.
Consistent, respected, and comfortable. Hits quota, wins the trip, tops the board most months. You can get here on your own with effort and a few good years.
Earning more than anyone else in their industry, year after year. Nobody gets here alone. You learn from people who know how to get you there.
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