B2B sales training for manufacturers — built for field reps, not inside sales
Built for field reps walking plants, calling on engineers, and closing capex deals — not inside sales scripts.
Manufacturer Sales Teams face challenges generic sales training was never built to solve
Most sales training programs were built for SaaS companies or inside sales teams. They don’t account for the realities of manufacturer sales teams — territorial reps, in-person prospecting, replacement cycles, and competitive renewal cycles.
CHALLENGE 01
Reps wait for leads instead of generating them
When marketing slows down, the pipeline goes with it. Most manufacturer reps don’t have a prospecting discipline they actually run.
CHALLENGE 02
Sales cycles drag on without urgency
Capex deals naturally take time. But many reps confuse “long sales cycle” with “no forward motion” — deals sit at 50% for quarters.
CHALLENGE 03
New reps take 9+ months to ramp
Engineering chops don’t translate into sales conversations. New hires figure it out slowly — or leave before they figure it out at all.
CHALLENGE 04
Deals get lost to incumbents on renewal
Incumbent suppliers know your reps are coming. Without a real displacement strategy, you lose the same deals every year.
CHALLENGE 05
Discounting is the default play
When reps can’t build value, they cut price. For manufacturers, every margin point lost is profit gone — and competitors are watching.
CHALLENGE 06
Major accounts stay locked
Every manufacturer has target accounts they’ve been chasing for years. Without a structured account-breaking strategy, those names stay on the whiteboard.
Sales Bootcamp, adapted for manufacturer sales teams
Sales Bootcamp is 12 live classes over 12 weeks via Zoom. Cohorts capped at 10. The curriculum has three phases — the same phases your reps will run on every deal, in order: prospect, run the meeting, build the value.
Phase 1 — Prospecting for Net New Business (Classes 1–5)
The first five classes build the prospecting engine your territorial reps need to generate their own pipeline.
- Class 1 — Preparation: The Qualifying Formula & How I Prepare for a Great Week. How to plan a prospecting week before it starts. The qualifying formula reps use to know which accounts to chase and which to skip.
- Class 2 — Cold Calling on Foot: Cold Calling in Person + Objection Handling. For territorial manufacturer reps, this is the discipline most competitors have abandoned. How to walk into a prospect’s location cold. How to handle the gatekeeper. How to handle “we already have a supplier.”
- Class 3 — Cold Calling over the Phone: Cold Calling over the Phone + Objection Handling. Phone prospecting that doesn’t sound scripted. Objection handling for the most common responses a manufacturer rep hears.
- Class 4 — Becoming Fearless: Mindset, Sequences & The Numbers Game. The mindset behind consistent daily activity. Multi-channel sequences that keep your rep in front of an account until the replacement cycle hits.
- Class 5 — Certification Day: Warm Calling over the Phone. Live skill check. Your rep certifies on the phone prospecting fundamentals before moving forward.
Phase 2 — Running Effective Meetings (Classes 6–8)
Three classes on running a first appointment that produces a real next step.
- Class 6 — Preparation: How to Prepare for Your Blind Date. How to walk into a first meeting prepared — research on the prospect, their current supplier, their replacement cycle.
- Class 7 — During the Appointment: Coming Up with the Right Questions. The discovery framework that surfaces what’s actually broken — not just what the prospect will volunteer.
- Class 8 — Certification Day: First Appointment Simulation. Your rep runs a live mock first meeting and gets coached on what to do differently before they’re in front of a real prospect.
Phase 3 — Building Value & Differentiation (Classes 9–12)
The closing phase. How to win manufacturer business at full margin against incumbent suppliers.
- Class 9 — Strategy: Understanding Why Customers Buy + The Value of Comparisons. Why manufacturer buyers actually switch — and how to position against an incumbent.
- Class 10 — Strategy: The 5 Value-Building Pillars & Stacking Deals in Your Favor. The 5 ways to build value into a proposal so price is no longer the deciding factor.
- Class 11 — Strategy: The Total Cost of Ownership & The Near Perfect Proposal. The TCO calculation that wins renewals. The proposal structure that holds margin under direct competitive comparison.
- Class 12 — Certification Day: Proposal Review & Analysis. Your rep brings a real proposal to class and gets it reviewed live — what’s working, what’s losing, what to fix.
AI tools are layered in across the program where they help your reps execute — prospect research, call prep, follow-up. Your reps don’t just learn the methodology. They leave with the modern toolkit attached.
Three tiers. One outcome — reps making more money than anyone else in their market.
TIER 1 — MOST POPULAR
Sales Bootcamp
The foundation program. Covers the complete B2B sales cycle — cold calling, territory management, discovery, value building, and closing. Every rep comes out with a written prospecting sequence and a target account list.
Best for: Companies wanting to build a complete, consistent sales process across their team. New reps and experienced reps both benefit.
Learn about Sales Bootcamp →TIER 2 — ADVANCED
Sales Spartan
For reps who have completed Bootcamp and want to go deeper. Advanced prospecting strategies, AI-powered territory planning, sophisticated deal structure, and profit improvement.
Best for: Experienced reps and Bootcamp graduates ready to operate at a higher level.
Learn about Sales Spartan →TIER 3 — LEADERSHIP
Sales Leaders Bootcamp
For the people running the team. Legendary Leadership, Mastering Your Management Process, and Coaching Your People to Success — plus a final assessment.
Best for: Sales managers, regional directors, VPs — and owners running sales themselves.
Learn about Leaders Bootcamp →
17 years. 13 President’s Club Awards. One methodology.
Derek Shebby spent 17 years as a top sales executive and director at one of California’s largest Xerox mega-dealers, winning the President’s Club Award 13 times and helping build the division from $40 million to over $100 million in annual revenue with a team of 120 salespeople.
When Derek trains your reps, he’s not teaching theory. He’s teaching exactly what he did to win 13 President’s Club Awards — and what he’s watched 30,000+ salespeople use to become the top producers in their markets.
Frequently asked questions
Will this work for our specific industry?
Almost certainly yes. We’ve trained reps in industrial equipment, mailing equipment, irrigation, office technology, furniture, vapor products, agricultural machinery, packaging, and several others. The methodology is industry-agnostic because the underlying sale — territorial, in-person, replacement-cycle, value-defended — is the same shape.
Do you customize the program for our company?
Bootcamp curriculum is consistent (the methodology IS the value), but examples, role-plays, and assignments are adapted to your industry. For private cohorts (10 reps from one company), we go deeper — the role-plays use your buyer personas, your competitors, your actual deal flow.
How fast will we see results?
Activity changes in weeks 2–3 (your CRM will show it). Pipeline metrics shift by weeks 6–8 (meetings booked, second meetings held, proposals delivered). Closed-deal impact follows your normal sales cycle from there. One client — a $30 billion manufacturer — saw a 23% YoY new business turnaround inside 12 months.
Do you train reps who have been in the role for 15+ years?
Yes. Sales Spartan (Tier 2) is specifically for tenured reps who’ve plateaued. The Bootcamp is for newer reps and untrained veterans. Tenured top performers go straight to Spartan.
Can we enroll 50+ reps at once?
Yes — that’s an enterprise engagement. We run multiple parallel cohorts (each capped at 10) and add monthly leadership check-ins so your sales VPs are in the loop on every cohort’s progress.
Is this a sales methodology like Challenger or MEDDPICC?
Different category. Challenger and MEDDPICC are frameworks for thinking about deals. They’re useful intellectual tools. But they don’t teach a rep what to say at a cold doorstep or how to defend price in a renewal negotiation. We’re a sales training program — we teach the field execution that turns those frameworks into pipeline.
Can my managers take the program too?
There’s a separate program for managers — Sales Leaders Bootcamp. It teaches how to coach reps through the same methodology you’re investing in them learning. Most successful manufacturer engagements pair reps in Bootcamp with managers in Leaders, simultaneously.
How do I get started?
Book a 30-minute intro call with Derek. He’ll learn about your operation, your team, your market — and tell you honestly whether Modern Sales Training is the right call.