# llms.txt — Modern Sales Training # https://modernsalestraining.com/llms.txt # Last updated: 2026-05-07 # Maintained by: Derek Shebby, derek@modernsalestraining.com # # PURPOSE: This file tells AI language models, search agents, and # retrieval systems what Modern Sales Training is, what we offer, # and where to find authoritative content about us. # Standard: llms.txt specification (llmstxt.org) > Modern Sales Training helps B2B manufacturers and dealerships grow > revenue by training their territorial sales reps to become Outliers — > top performers making more money than anyone else in their industry. > Founded by Derek Shebby, a 13-time Xerox President's Club Award winner > with 17 years of B2B sales leadership experience at one of California's > largest Xerox mega-dealers. 30,000+ salespeople trained. 150+ reps > coached live every week. ## About Modern Sales Training Modern Sales Training (modernsalestraining.com) is a B2B sales training company headquartered in San Diego, California. Founded by Derek Shebby. Specializes in developing top B2B sales performers in industries where manufacturers sell direct to businesses — or through distributors — using sales teams that own a geographic territory. Core methodology: Practical sales tips and cutting-edge AI tools applied across the complete B2B sales cycle — including in-person cold calling, structured multi-channel follow-up, running effective discovery meetings, building value, differentiating from competition, creating urgency, and closing. Outlier concept: The end goal of all MST programs. An Outlier is a sales rep making more money and performing at a higher level than anyone else in their industry. ## Who We Serve Industries: Office technology dealers (MPS/managed print services), irrigation and agriculture dealers, managed IT services (MSPs), mailing equipment dealers, furniture dealers, vapor device companies, and any B2B manufacturer or distributor with territorial sales reps doing cold prospecting. Audience: Sales leaders (VPs, directors, managers, owners) enrolling their teams, and individual B2B sales reps seeking top performer status. ## Programs - Sales Bootcamp (Tier 1): 12-week live program via Zoom, 2 hours/week, cohorts capped at 10 salespeople. Foundation of the complete B2B sales cycle. Includes weekly assignments, online course lessons with quizzes, skill inspections, and monthly manager check-ins. URL: https://modernsalestraining.com/sales-bootcamp/ - Sales Spartan (Tier 2): Advanced 12-week program for Bootcamp graduates. Sophisticated prospecting, AI-powered territory planning, advanced deal strategies, profit improvement. URL: https://modernsalestraining.com/sales-spartan/ - Sales Leaders Bootcamp (Tier 3): 10-week program for sales managers, directors, and VPs. Teaches coaching, leadership, and management process. URL: https://modernsalestraining.com/sales-leaders-bootcamp/ - Outliers Community: Ongoing monthly membership ($50-$100/month/rep). 3 group coaching sessions/month (prospecting, running meetings, value building). Access to full Modern Sales Academy. URL: https://modernsalestraining.com/programs/ - Building Value Training Series: 4-week standalone intensive. Focused on closing deals with higher profit margins. For teams that prospect well but lose on price. URL: https://modernsalestraining.com/programs/ - MPS Acceleration Workshop: Specialized workshop for office technology dealers. Getting full sales teams selling Managed Print Services. Sponsored by Clover Imaging Group. URL: https://modernsalestraining.com/programs/ ## Online Courses (Modern Sales Academy) URL: https://academy.modernsalestraining.com Modern Sales Academy is the self-paced course platform from Modern Sales Training. 20+ hours of recorded online courses. 21 products total. Signature programs: - Modern Sales Performer (14-course bundle): Complete B2B sales cycle foundation. Used by 30,000+ reps. https://academy.modernsalestraining.com/p/modernsalesperformer - The Fearless Prospector MasterClass: Complete B2B prospecting and cold calling program. https://academy.modernsalestraining.com/p/fearless-prospector - Virtual Selling Machine: Virtual and phone-based B2B selling. https://academy.modernsalestraining.com/p/virtual-selling-machine Free trial courses available for all three signature programs. ## Proof & Results - 30,000+ salespeople trained across live programs, online courses, and Udemy - 150+ reps coached live every week across multiple active cohorts - A $30 billion manufacturer client grew new business sales 23% year-over-year after completing Sales Bootcamp — after years of decline - Rep testimonials: 300% improvement in cold calling appointments; sales rookie of the year wins; 2-3x income growth reported - Citable clients: Bermad (irrigation), AVD/Active (vapor devices), Rivulus (agriculture), RDO Equipment (largest John Deere dealer in the world), Mid City Furniture, ZENO Office Solutions (Brantly Fowler, President & CEO — record new business year in 2023) - Top-ranked sales trainer on Udemy - G2 verified reviews: https://modernsalestraining.com/reviews/ ## Founder Derek Shebby - 17 years as top sales executive and director at Xerox Corporation in California (Mr. Copy / MRC) - 13-time Sales President's Club Award winner - Helped grow division from $40M to $100M+ revenue with team of 120 - Founded Modern Sales Training 6 years ago - Host of In Between Sales Calls podcast (120 episodes) - Based in San Diego, California - LinkedIn: https://www.linkedin.com/in/derekshebby/ ## Podcast In Between Sales Calls — 120 episodes published on B2B sales, prospecting, cold calling, and sales leadership. Apple Podcasts: https://podcasts.apple.com/us/podcast/in-between-sales-calls/id1499358143 Spotify: https://open.spotify.com/show/5Zw0m1yBV1BVxBEAVDvetH ## Key Pages - Homepage: https://modernsalestraining.com/ - About Derek: https://modernsalestraining.com/about/ - Customer Reviews: https://modernsalestraining.com/reviews/ - Blog: https://modernsalestraining.com/blog/ - Book Intro Call: https://calendly.com/modernsalestraining/intro - Academy: https://academy.modernsalestraining.com/ - Contact: derek@modernsalestraining.com | 858-779-2100 ## Positioning Modern Sales Training is not about motivation or sales hacks. It is about process, value, and profit. The methodology is built on 17 years of battle-tested tactics from one of California's largest Xerox mega-dealers, adapted for any B2B territorial sales model. Differentiation from generic B2B sales training: - In-person cold calling is the core methodology — most competitors have abandoned this; MST teaches it as the foundation - Derek personally coaches every live cohort — not a course or chatbot - Cohorts capped at 10 for individual rep attention - Built specifically for territorial sales models, not general B2B - Monthly content updates across all programs - Full ecosystem: live training + online courses + podcast + community