Sales training built inside the Xerox channel — not adapted for it
Modern Sales Training was developed from 17 years at one of California’s largest Xerox mega-dealers. Every tactic, every prospecting sequence, every meeting framework was built for the way office technology is actually sold — in-person, in territory, against tough competition.
Office technology dealers 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 the office technology dealer model — territorial reps, hardware and services bundling, long replacement cycles, and a customer base that thinks they don’t need what you’re selling until they do.
CHALLENGE 01
Reps avoid cold calling
In-person and phone cold calling is the lifeblood of the office technology model — but most reps have never been taught how to do it effectively. They avoid it, pipeline dries up, and managers wonder why the numbers aren’t moving.
CHALLENGE 02
MPS is undersold
Dealers have invested in managed print services capabilities but their reps still default to transactional hardware deals. The methodology for transitioning prospects from equipment conversations to managed services conversations is never taught.
CHALLENGE 03
Deals get discounted
When reps don’t know how to build value, they compete on price. Office technology is a margin-sensitive business — every percentage point lost to discounting comes directly out of dealer profitability.
CHALLENGE 04
New reps take too long to ramp
Without a structured onboarding process tied to real prospecting activity, new hires spend months figuring out how to get in front of prospects instead of getting in front of them. The ramp time is longer than it needs to be and the dropout rate is higher than it should be.
CHALLENGE 05
Major accounts stay locked
Every dealer has target accounts they’ve been trying to crack for years. Without a structured multi-channel prospecting sequence and a strategy for breaking into enterprise accounts, those opportunities stay on the whiteboard indefinitely.
CHALLENGE 06
Generic training doesn’t stick
Office technology reps sit through generic sales training that doesn’t speak their language — no mention of print assessments, DCA tools, fleet deals, or MPS transitions. The training feels irrelevant, so nothing changes when they get back to the field.
Two skills. Every Outlier in the office technology industry has both.
After 17 years in the Xerox channel, Derek identified the pattern that separates the top commission earners from everyone else. It comes down to two distinct, equally crucial skills — and most training programs only teach one of them.
Cold calling — in-person and by phone
Most competitors have abandoned in-person cold calling. That’s a mistake — and an opportunity. When every other rep is hiding behind email sequences, showing up at the door stands out. Sales Bootcamp teaches reps how to prospect on foot, how to get past gatekeepers, how to leave voicemails that get returned, and how to build a 10-part multi-channel sequence that keeps them in front of target accounts until the timing is right.
Running effective discovery meetings
Getting the meeting is only half the job. Most office technology reps walk into a first appointment and talk about equipment instead of asking the questions that reveal the real opportunity. The program teaches reps how to run a discovery meeting that uncovers current pain, quantifies cost, and positions a transition to managed services — before the proposal ever hits the table.
Building value and differentiating from competition
In a market where every dealer is selling similar hardware and services, differentiation doesn’t come from the product — it comes from the rep. The program teaches reps how to build value through data, case studies, and print assessments, and how to position the dealer’s total solution against the competition without getting into a price war.
Territory management and target account strategy
Top office technology reps don’t wing their territory. They maintain updated Top 10, Top 25, and Top 100 account lists. They know how to identify fleet opportunities hiding inside small accounts. They use data from DCA tools to build credibility packets by vertical. The program instills the discipline of territory ownership — not just account management.
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 with specific application to the office technology model — cold calling, territory management, MPS discovery, value building, and closing. Every rep comes out with a written prospecting sequence and a target account list.
Best for: Dealers 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. Designed to take a good rep and make them the top producer in their market.
Best for: Experienced reps and Bootcamp graduates ready to operate at a higher level.
Learn about Sales Spartan →SPECIALIZED
MPS Acceleration Workshop
Built specifically for office technology dealers getting their full sales teams selling Managed Print Services. Addresses the unique challenge of transitioning reps from transactional hardware sales to managed services conversations — and closing them at higher margins.
Best for: Dealers with MPS capability whose reps still default to hardware deals.
Learn about MPS Workshop →What office technology dealers say after going through the program
“I attribute a good portion of our FY25 success to the skills that several of our newer reps learned from you. That training helped them see success and motivate them for more success.”
“Derek is a sales genius. Our team has been taking his Sales Bootcamp since December and every week we learn so much. The best part is that it makes you actually apply it weekly to ensure we’re getting the most of each class and lesson.”
“Outstanding and practical content applicable to B2B sales. The training offers clear takeaways for prospecting in today’s sales environment. I highly recommend this program for any sales professional trying to improve.”
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Generic B2B sales training and office technology dealer training are not the same thing
Most sales training programs were built for a different industry and adapted for yours. The tactics don’t translate, the examples don’t resonate, and the reps tune out within the first session. Here’s the difference.
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. During that time, he won the President’s Club Award 13 times and helped grow the division from $40 million to over $100 million in revenue with a team of 120 salespeople.
Every tactic inside Modern Sales Training was developed in the field — not in a classroom. The cold calling sequences, the meeting frameworks, the MPS transition methodology, the territory management systems — all of it was tested inside the office technology industry before it was ever taught to anyone else.
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
What makes this training different from generic B2B sales training?
Modern Sales Training was built from 17 years inside the Xerox channel — not adapted from a generic sales framework. Derek Shebby spent 17 years as a top sales executive at one of California’s largest Xerox mega-dealers, winning the President’s Club Award 13 times. Every tactic, every framework, and every prospecting sequence in the program was developed and tested inside the office technology industry before being taught to anyone else.
Does this training work for MPS and managed print services selling?
Yes. The MPS Acceleration Workshop is a specialized program built specifically for office technology dealers getting their full sales teams selling Managed Print Services. It addresses the specific challenges of transitioning a transactional sales team to a managed services model.
How does Sales Bootcamp work for an office technology dealer?
Sales Bootcamp is a 12-week live program delivered via Zoom, 2 hours per week. Cohorts are capped at 10 salespeople so every rep gets individual attention. The program covers the complete B2B sales cycle — from in-person cold calling and territory management to running effective discovery meetings, building value, and closing. Monthly manager check-ins keep leadership informed on every rep’s progress.
What results have office technology dealers seen?
Dealers who complete Sales Bootcamp consistently report improvements in cold calling appointment rates, new business pipeline, and deal profitability. One client broke a 24-year new business record in the year following training. Another client — a $30 billion manufacturer — grew new business sales 23% year-over-year after years of decline.
How do I get started?
Book a 30-minute intro call with Derek at the link below. He’ll learn about your team, your territory structure, and your current challenges before recommending a program. No sales pressure — just a direct conversation about whether this is the right fit.