How to Create a Sales Target List
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.
QUICK ANSWER
What is How to Create a Sales Target List?
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
Is this the right course for you?
COURSE CURRICULUM
What's inside — all 7 sections.
11 lessons. Each section builds on the last — a complete system, not a random collection of tips.
THE FULL COLLECTION
All 14 modules — in order.
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.
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
What reps are saying about the Modern Sales Performer collection.
"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."
PRICING
This module is part of the Modern Sales Performer collection.
Get this module — and all 13 others — in one complete program.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
FAQ
Questions before you enroll.
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?
No. This module is available exclusively as part of the Modern Sales Performer collection — 14 modules, 18+ hours of content. Learn more about the full collection →
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.
Get this module — and all 13 others — in one complete program.
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 →