Sales Training Funding
Review workforce funding leads by state and the questions to ask before planning training.
Explore the funding guideModern Sales Training Sales Resource Library
THE SALES RESOURCE LIBRARY
Sales resources for the work ahead.
Articles, free course previews, customer stories, webinars, and practical downloads for B2B prospecting, value building, and sales leadership.
See the techniques in use: Results in Action brings together original student messages about prospecting, appointments, proposals, and signed business.
Explore the library
Find an article, explore an industry conversation, or see how customers describe their experience.
Sales Training Blog
Articles on territory prospecting, value building, and sales leadership.
Read the blog
Publications & Interviews
Explore Derek’s published articles, podcast interviews, and industry conversations.
Browse publications and interviews
Customer Reviews
Read feedback from salespeople and leaders who have trained with Derek.
Read customer reviews
Results in Action
Browse original student messages about appointments, signed business, and applying the training.
See Results in ActionStart with a free course preview
Get a feel for the training with a sample of each course.
FREE COURSE PREVIEW
Modern Sales Performer
Preview Derek’s self-paced B2B sales training before choosing the full collection.
Preview Modern Sales Performer
FREE COURSE PREVIEW
The Fearless Prospector Masterclass
Preview the territory prospecting course, built around in-person business visits and phone follow-up.
Preview The Fearless Prospector
FREE COURSE PREVIEW
Virtual Selling Machine
Preview the course for B2B sellers who work with prospects and customers remotely.
Preview Virtual Selling MachineValue 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
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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
October 2022
Return to Cold Calling
Why in-person prospecting came back after the pandemic — and how reps should run their territory now.
Read the Article
July 2021
Stepping It Up: How to Sell Your MPS Deals Faster
Tactics for advancing managed print services opportunities through the pipeline.
Read the Article
February – April 2024
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?"
September 2021 · Part One
Train to Outcomes
The opening installment: why most onboarding fails, and what to train new hires toward instead.
Read the Article
October 2021 · Part Two
The First 90 Days
What a new salesperson's first 90 days should actually look like — week by week.
Read the Article
November 2021 · Part Three
Product Training
How to teach product knowledge without burying new reps in spec sheets.
Read the Article
December 2021 · Part Four
Training to Sell
Teaching new salespeople how to actually sell — the fourth installment in the onboarding series.
Read the Article
January 2022 · Part Five
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