THE SALES RESOURCE LIBRARY
Sales resources for the work ahead.
Articles, webinars, and practical downloads to support your prospecting, value building, and sales leadership.
Value Building 101 Series
Derek's three-part series for BTA's Office Technology magazine on winning deals with higher profit — from setting the criteria to structuring the proposal.
Part 1: Value Building — Criteria
BTA Office Technology Magazine · February 2024
Part 2: The Value Building Sales Process
Webinar presentation slides
Part 3: Value-Building Proposals — Connecting the Dots
BTA Office Technology Magazine · April 2024
Derek's Articles in Office Technology Magazine
Every article Derek has published with BTA — on cold calling, onboarding salespeople, MPS deals, and building value. All hosted by BTA and free to read.
Prospecting & Deals
Return to Cold Calling
Why in-person prospecting came back after the pandemic — and how reps should run their territory now.
Read the Article
Stepping It Up: How to Sell Your MPS Deals Faster
Tactics for advancing managed print services opportunities through the pipeline.
Read the Article
Value Building 101 (3-Part Series)
The full value building series — criteria, sales process, and proposals. Featured above on this page.
See the SeriesThe Sales Onboarding Series — "Are You Onboarding Your Salespeople Correctly?"
Train to Outcomes
The opening installment: why most onboarding fails, and what to train new hires toward instead.
Read the Article
The First 90 Days
What a new salesperson's first 90 days should actually look like — week by week.
Read the Article
Product Training
How to teach product knowledge without burying new reps in spec sheets.
Read the Article
Training to Sell
Teaching new salespeople how to actually sell — the fourth installment in the onboarding series.
Read the Article
Clearing the Way
The final installment: removing the obstacles that keep new salespeople from producing.
Read the ArticleWebinars & Downloads
Legendary Sales Leadership Webinar
Watch the full webinar on what it takes to lead a high-performing sales team.
Watch the Webinar
The 7 Step Execution Plan Leadership Handout
A practical handout for sales leaders to implement the 7-step execution plan.
Download the Handout
Education Webinar Deck
Presentation slides from the education-focused sales webinar.
Download the Presentation
Onboarding Guide
A comprehensive guide to onboarding new salespeople the right way — start with Derek's five-part onboarding article series above, then reach out for the full guide.
Contact Us for AccessPUT THE NEXT STEP INTO PRACTICE