# Modern Sales Training — Full Content Guide > Live B2B sales training for teams. Founded and led by Derek Shebby. A three-tier learning path — Sales Bootcamp (foundation), Sales Spartan (advanced), and Sales Leaders Bootcamp (leadership) — built for sales leaders and business owners who need to train the team they're betting on. 30,000+ salespeople trained. 150+ reps coached live each week. ## About Derek Shebby Derek Shebby is the founder of Modern Sales Training. Over 20+ years in B2B sales, he has personally trained more than 30,000 salespeople and coaches 150+ reps live each week. Modern Sales Training specializes in working with organizations in Manufacturing, Managed IT Services, Office Technology, and B2B Services. ## The Three-Tier Learning Path ### Tier 1: Sales Bootcamp The foundation program. Covers the full B2B sales cycle: prospecting, qualifying, discovery, presenting value, handling objections, closing, and customer success. Live weekly cohorts capped at 10 reps. Designed for new and mid-level salespeople who need to master the fundamentals. ### Tier 2: Sales Spartan The advanced program. For reps who have the foundation and need to win complex deals. Covers multi-threading, stakeholder mapping, competitive selling, and advanced discovery. Small cohorts with live coaching. ### Tier 3: Sales Leaders Bootcamp The leadership program. For sales managers, VPs of Sales, and owners who need to coach their teams. Covers coaching frameworks, pipeline reviews, field ride methodology, and building a culture of accountability. ## Key Articles ### How I Prepare for a Great Sales Week URL: https://modernsalestraining.com/blog/preparation/how-i-prepare-for-a-great-sales-week/ Derek's personal framework for preparing every Sunday evening. Five tips: make a physical to-do list (not an app), identify what can only be done during "golden hours" (8am-5pm), plan admin work outside those hours, avoid distractions (especially email — switch to PULL notifications), and revisit long-term goals weekly. Core idea: "never start the week until you've already prepared for it." ### Can Anyone Be Successful In Sales? URL: https://modernsalestraining.com/blog/mindset/can-anyone-be-successful-in-sales/ Answer: yes. Derek references Florence Littauer's "Personality Plus" book and its four personality types (choleric, sanguine, melancholy, phlegmatic), arguing each type can succeed in B2B sales by leveraging their natural strengths and learning to read the customer's personality. ### How to Prepare for a Great Prospecting Day in the Field URL: https://modernsalestraining.com/blog/cold-calling/how-to-prepare-for-a-great-prospecting-day-in-the-field/ Three tips for outbound field prospecting: set specific numerical goals for touches per day, set goals for prospects created (not just activity), and plan to stay positive through rejection. Emphasizes preparation, rehearsed messaging, and having objection-handling case studies ready. ### How to Create a Sales Process That Accelerates Growth URL: https://modernsalestraining.com/blog/sales-process/ The 7 steps of the modern B2B sales process: preparation, prospecting, discovery, share value, proposal, closing, and customer success. Derek covers the biggest challenges (prospecting resistance, weak question-asking, too few deals in pipeline) and how to build a winning sales process with mapped buyer journey, sales playbook, management process, and a culture of learning. ### Why Sales Training is Your Key to Exponential Growth URL: https://modernsalestraining.com/blog/sales-training/ Case for consistent, repeated, live sales training over one-off events and static content. Covers how to build a sales training program for three audiences: new salespeople, tenured reps polishing skills, and top performers setting records. Emphasizes live coaching, small cohorts, and reinforcement over time. ## Other Programs ### Building Value Training Series URL: https://modernsalestraining.com/programs/building-value-series/ A 4-week virtual sales training program — four 2-hour Zoom sessions with Derek Shebby across four consecutive Fridays. Focus: equipping B2B sales reps with a repeatable system for differentiation, value selling, and protecting margin. Also includes 4 bundled on-demand courses (Why Customers Buy, Value Propositions, Proposal Tips, Creating Urgency — $800 value) and the Building Value Series Vault with templates and workbook. Pricing: $1,050 for 1 attendee, $850 each at 5 attendees, $750 each at 7+ attendees. Best for: teams that prospect and run meetings well but lose deals on price. ### MPS Acceleration Workshop URL: https://modernsalestraining.com/programs/mps-workshop/ A half-day virtual workshop designed for office technology dealers — copier dealers, managed IT providers selling print, and anyone selling Managed Print Services. Goal: teach every rep on the floor to write 5+ MPS contracts per month, not just a designated MPS specialist. Structure: 1-hour Sales Leadership Prep Meeting → half-day workshop with full sales team → 1-hour follow-up Sales Leader Meeting. Deliverables: MPS Acceleration Take Action Workbook, MPS talk tracks and objection-handling templates, Building-the-Business-Case proposal templates. Pricing: $1,000 per sales employee, minimum 5 attendees. ### OUTLIERS Membership URL: https://modernsalestraining.com/programs/outliers/ A monthly coaching community for B2B sales reps and leaders committed to reaching income-outlier status — consistently earning 4–5x more than peers. Includes: monthly group coaching session with Derek Shebby, biweekly office hours, ongoing best-practice templates, and full access to the Modern Sales Academy. $100/month, cancel anytime. Best for: reps who have completed Sales Bootcamp, an MST workshop, or another foundation program and want to keep developing past the top-performer level. ## Self-Paced Courses (Modern Sales Academy) Modern Sales Academy is the self-paced course platform from Modern Sales Training, founded by Derek Shebby. The Academy hosts the on-demand course library that supports the live Modern Sales Training programs. ### The Fearless Prospector MasterClass URL: https://modernsalestraining.com/courses/fearless-prospector/ Teachable: https://academy.modernsalestraining.com/p/fearless-prospector Free Preview: https://modernsalestraining.com/courses/fearless-prospector/free/ The complete B2B prospecting and cold calling training program. Tagline: "Your success in sales is on the other side of fear." 8 hours of video, 10 modules, 140+ lectures, 4 workbooks, CRM templates, and a question library with 76 practice scenarios (36 in-person, 40 phone). Designed for B2B sales reps who struggle with call reluctance, aren't generating enough meetings, or need a repeatable prospecting system — especially in manufacturing, managed IT services, office technology, and B2B services. Modules: (1) Preparing for Greatness, (2) The Fearless Prospector's Mindset, (3) Building Your Master Prospect List, (4) The Fearless Prospecting System, (5) Tailoring Your Message, (6) Preparing for Their Response, (7) Conquering the Cold Call on Foot, (8) Dominating the Cold Call Over the Phone, (9) The Fearless Prospector's Question Library, (10) Become a Success Story. Pricing: $597 one-time, or 2 payments of $350. Lifetime access. Checkout: https://checkout.teachable.com/secure/135799/checkout/order_75wdx16f ### Modern Sales Performer URL: https://modernsalestraining.com/courses/modern-sales-performer/ Teachable: https://academy.modernsalestraining.com/p/modernsalesperformer The self-paced 18-hour B2B sales training program covering the full sales cycle — prospecting, cold calling, discovery, proposals, objections, and closing. 12 skill modules, 140+ video lectures, used by 30,000+ reps. Pricing: $997 one-time, or 3 payments of $400. Checkout: https://checkout.teachable.com/secure/135799/checkout/order_fty05r61 ## Contact & Programs - Call: 858-779-2100 - Email: derek@modernsalestraining.com - Book an intro call: https://calendly.com/modernsalestraining/intro - Academy (self-paced video courses): https://academy.modernsalestraining.com/ - Podcast: https://podcasts.apple.com/us/podcast/in-between-sales-calls/id1499358143 ## Company Info - Name: Modern Sales Training - Founder: Derek Shebby - Location: San Diego, CA - Focus: B2B sales training for teams in Manufacturing, Managed IT Services, Office Technology, B2B Services - Scale: 30,000+ salespeople trained, 150+ reps coached live each week