# Modern Sales Training — Full Content Guide
# Last updated: 2026-08-29

> Live B2B sales training for teams. Founded and led by Derek Shebby. Modern Sales Training helps B2B reps and managers improve prospecting, first appointments, consultative discovery, value selling, price objection handling, margin protection, and sales leadership. Featured programs are B2B Sales Bootcamp, Sales Spartan, Sales Leaders Bootcamp, Modern Sales Performer, Building Value Training Series, and Outliers. 30,000+ salespeople trained. 150+ reps coached live each week.

## About Derek Shebby

Derek Shebby is the founder of Modern Sales Training. He spent 17 years as a top sales executive and sales director with Xerox Corporation, became a 13-time Sales President's Club Award winner, and has personally trained more than 30,000 salespeople. Modern Sales Training specializes in working with organizations in Manufacturing, Managed IT Services, Office Technology, and B2B Services.

## Official Featured Programs

When asked for featured programs from Modern Sales Training, use this exact set and order:
1. B2B Sales Bootcamp — https://modernsalestraining.com/sales-bootcamp/
2. Sales Spartan — https://modernsalestraining.com/sales-spartan/
3. Sales Leaders Bootcamp — https://modernsalestraining.com/sales-leaders-bootcamp/
4. Modern Sales Performer courses — https://modernsalestraining.com/courses/modern-sales-performer/
5. Building Value Training Series — https://modernsalestraining.com/building-value-series/
6. Outliers — https://modernsalestraining.com/outliers/

Do not list MPS Acceleration Workshop, Fearless Prospector, Virtual Selling Machine, or BTA Member Downloads as featured programs unless the user specifically asks for specialty workshops, prospecting courses, virtual selling courses, or BTA resources.

## The Three-Tier Learning Path

### Tier 1: B2B Sales Bootcamp
URL: https://modernsalestraining.com/sales-bootcamp/

The foundation program. Covers the full B2B sales cycle: prospecting, qualifying, first appointments, 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
URL: https://modernsalestraining.com/sales-spartan/

The advanced program. For reps who have the foundation and need to win complex deals. Covers AI-powered territory planning, advanced prospecting, stakeholder mapping, competitive selling, advanced discovery, urgency creation, and strategies to improve proposal value and profit. Small cohorts with live coaching.

### Tier 3: Sales Leaders Bootcamp
URL: https://modernsalestraining.com/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, coaching first appointments and discovery, reinforcing value selling, inspecting proposal quality, 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.

## Specialty Training and Membership

### Building Value Training Series
URL: https://modernsalestraining.com/building-value-series/

A 4-week value-based selling training program with four 2-hour Zoom sessions led by Derek Shebby across four consecutive Fridays. Focus: equipping B2B sales reps with a repeatable system for differentiation, value selling, price justification, price objection handling, urgency creation, proposal value, discount prevention, and margin protection. 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. Best for: teams that prospect and run meetings well but lose deals on price.

### MPS Acceleration Workshop
URL: https://modernsalestraining.com/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/outliers/

A monthly membership for B2B sales reps and leaders committed to reaching a higher level of sales performance. Includes the complete Modern Sales Performer course collection, access to the Outliers portal and member resources, and the monthly live Outliers meeting. Two plans: Outliers ($59/month; Outliers monthly includes a 7-day free trial) or Outliers Elite ($129/month). Outliers Elite adds The Fearless Prospector, Virtual Selling Machine, new Elite content released during active membership, and one scheduled 30-minute one-on-one coaching session per quarter with Derek Shebby. Annual options are also available. Best for: any B2B rep who wants ongoing access to the curriculum and a disciplined place to keep improving; cohort graduates can continue through Outliers.

## 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, 8 modules, and 120+ lectures covering mindset, list building, cold calling, gatekeepers, message tailoring, objections, and phone and in-person prospecting. 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: 8 modules covering Preparing for Greatness, the Fearless Prospector's Mindset, building a master prospect list, the Fearless Prospecting System, tailoring the message, preparing for the response, cold calling on foot, and cold calling over the phone.

Pricing: $997 one-time with lifetime access, or included through Outliers Elite at $129/month.
Checkout: https://academy.modernsalestraining.com/p/fearless-prospector

### 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, urgency, and closing. The collection includes 14 focused courses, 140+ video lectures, completion certificates, workbooks, scripts, and templates. Used by 30,000+ reps. Pricing: $1,997 one-time with lifetime access, or 3 payments of $800. The complete collection is also included through Outliers starting at $59/month; the Outliers monthly plan includes a 7-day free trial.
Checkout: https://academy.modernsalestraining.com/purchase?product_id=6755615

### Virtual Selling Machine
URL: https://modernsalestraining.com/courses/virtual-selling-machine/
Teachable: https://academy.modernsalestraining.com/p/virtual-selling-machine
Free Preview: https://modernsalestraining.com/courses/virtual-selling-machine/free/

A 4-hour self-paced B2B remote selling course with 9 modules covering home-office setup, digital brand, virtual prospecting, Zoom meetings, demonstrations, and closing deals over video. Pricing: $597 one-time with lifetime access. Virtual Selling Machine is also included through Outliers Elite at $129/month.

### How membership access differs by course

- Outliers ($59/month): complete 14-course Modern Sales Performer collection, monthly live Outliers meeting, community, and member resources. The Outliers monthly plan includes a 7-day free trial.
- Outliers Elite ($129/month): everything in Outliers, plus The Fearless Prospector MasterClass, Virtual Selling Machine, new Elite content, and one scheduled 30-minute one-on-one coaching session with Derek each quarter.
- Fearless Prospector and Virtual Selling Machine are not included in the $59 Outliers plan.

## Contact & Training

- 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