Build a B2B prospect list that fuels your pipeline for months. Step-by-step process for sourcing, qualifying, and organizing your territory into a living, breathing target list. Sales skill set #6 of the Modern Sales Performer Course Collection.
Get this course through Outliers for $59/month →
QUICK ANSWER
Most reps who fail at cold calling fail before they ever pick up the phone — because they don't have a real list. They're calling random businesses with no qualification, no intel, and no plan. This course changes that.
You'll learn how to build a qualified, organized prospect list for your territory: who to target, what information to gather before you call, which contacts to pursue in each account, how to record your data, and how to keep your list alive and growing. Sales skill set #6 of the Modern Sales Performer collection.
WHO IT'S FOR
COURSE CURRICULUM
11 lessons. Each section builds on the last — a complete system, not a random collection of tips.
THE FULL COLLECTION
This module is Module 06. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President's Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
"I crushed my sales quota, won rookie of the year, and have been promoted 3 times."
"Pure gold. It helped double our sales in just three months."
"After this course I was 100% sure what I am doing and why — it changed my approach completely."
"Reps with 15+ years of experience said it got them back to basics in the best way."
Outliers · The complete path
Join Outliers and this training is included. You also get the full Modern Sales Performer collection, monthly live Outliers meetings, a serious sales community, and practical resources you can keep using in the field.
Want the advanced training too? Outliers Elite ($129/month or $1,290/year) adds the Fearless Prospector Masterclass, Virtual Selling Machine, new Elite content, and one 30-minute one-on-one coaching session with Derek each quarter.
PRICING
Choose lifetime access to the collection—or start today through Outliers.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
Or access it today
$59/month
Get this module plus the complete 14-course Modern Sales Performer collection through Outliers.
FAQ
What kind of list does this course teach me to build?
A territory-based B2B prospect list: companies in your geographic area that match your ideal client profile, with the right contacts, the right pre-call intelligence, and a recording system so nothing falls through the cracks.
Can I buy this module individually?
Individual modules are not sold separately. Get this course and the complete 14-course Modern Sales Performer collection through Outliers for $59 per month, or choose the Modern Sales Performer lifetime-access option. Outliers Elite ($129 per month) includes the same collection plus the Fearless Prospector Masterclass, Virtual Selling Machine, and quarterly one-on-one coaching with Derek.
What tools or software does this require?
The system works with any CRM or even a well-organized spreadsheet. The course teaches the process — you apply it to whatever tools your company uses.
How many prospects should I have on my list?
Derek covers this directly in the course. The answer depends on your sales cycle length and close rates — it ties directly back to the numbers game from Module 02.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
Learn More — Modern Sales Performer → Not ready? Try 12 lessons free →
