# 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.

## 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