How to Prospect on Foot
Step-by-step field sales training: how to cold call businesses in person, get past gatekeepers, and book appointments on foot. The skill almost no one teaches anymore. Sales skill set #7 of the Modern Sales Performer Course Collection.
QUICK ANSWER
What is How to Prospect on Foot?
In-person cold calling is a dying skill — and that's exactly why the reps who master it dominate their territories. When everyone else is hiding behind email and LinkedIn, showing up in person gets you in the door. This course teaches you exactly how to do it.
Derek covers the full walk-in cold call process: how to prepare your route and mindset, how to approach the gatekeeper, what to do when the decision maker comes out, how to leave a creative drop-off, and how to advance to the next step. Developed from 17 years of field sales at Xerox. Sales skill set #7 of the Modern Sales Performer collection.
WHO IT'S FOR
Is this the right course for you?
COURSE CURRICULUM
What's inside — all 6 sections.
22 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 07. 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.
Is in-person cold calling still effective in B2B sales?
Extremely — especially in territorial B2B industries like office technology, irrigation, managed IT, and equipment sales. When everyone else is hiding behind email, showing up in person creates instant differentiation. Derek's clients consistently report 3x higher appointment rates from in-person prospecting.
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 do I say when the gatekeeper asks if I have an appointment?
This is covered in detail in the course. Derek teaches multiple approaches for the gatekeeper conversation, including what to do when they try to take a message.
Is this course useful if I prospect both in person and over the phone?
Yes — and Module 08 covers phone cold calling with the same level of detail. Both are included in the collection.
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 →