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.
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QUICK ANSWER
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
COURSE CURRICULUM
22 lessons. Each section builds on the last — a complete system, not a random collection of tips.
THE FULL COLLECTION
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
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
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?
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 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.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
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