The Modern Sales Training Blog
Sales tips, prospecting strategies, leadership insights, and real coaching advice for B2B sales teams — from the In Between Sales Calls podcast and Derek's live coaching every week.
B2B Cold Calling Scripts That Actually Book Meetings
Practical B2B cold calling scripts for territorial sales reps: openers, gatekeeper language, voicemail, follow-up, and talk tracks that create appointments.
How to Get Past Gatekeepers in Sales Without Sounding Pushy
Learn how B2B sales reps can get past gatekeepers with respectful language, better business reasons, and a simple process for finding the right decision maker.
How to Prospect on Foot: A Field Sales System for B2B Reps
A practical field prospecting system for B2B sales reps who cold call in person, qualify territory opportunities, and turn walk-ins into appointments.
First Appointment Sales Questions That Move Deals Forward
Discovery questions B2B sales reps can use in a first appointment to uncover pain, build value, understand decision process, and close for the next step.
How to Handle Price Objections Without Discounting
How B2B sales reps can handle price objections by rebuilding value, clarifying impact, and protecting profit instead of rushing to discount.
How to Create Urgency in Sales Without Being Pushy
A practical guide to creating real urgency in B2B sales by tying action to business impact, timing, consequences, and decision clarity.
Sales Prospecting Plan: A Weekly Template for B2B Reps
Build a weekly sales prospecting plan with target accounts, field activity, phone follow-up, LinkedIn touches, and manager inspection points.
Copier Sales Training: How Reps Can Win More Net-New Business
Copier sales training for office technology reps: prospecting, first appointments, managed print conversations, value building, and proposal strategy.
Managed IT Sales Training: How MSP Reps Should Prospect and Sell
Managed IT sales training for MSP reps: prospecting strategy, business discovery, cybersecurity conversations, first appointments, and value-based selling.
Virtual Selling Tips for B2B Sales Reps
Virtual selling tips for B2B reps running sales calls over Zoom or Teams: preparation, discovery, demos, follow-up, and creating urgency remotely.
The Fearless Prospector Process for Territorial Sales Reps
A simple field prospecting process built around List. Field. Phones. Start with the right list, cold call in person, qualify the opportunity, and follow up by phone.
Best B2B Sales Training Programs: What to Look For
How to choose B2B sales training that fits your sales process and creates aligned paths for new reps, advanced performers, and sales leaders.
Best Online Sales Bootcamps and Sales Courses
How to choose between a live online sales bootcamp, a self-paced course, and a complete learning path for B2B sales reps.
AI in B2B Sales: How Modern Reps Use AI Across the Sales Process
How reps use AI for territory planning, prospecting, meeting prep, follow-up, proposals, and manager coaching without losing the human sale.
How to Use AI for B2B Prospecting
How AI helps reps build better lists, prepare better calls, identify trigger events, and follow up without replacing the real prospecting work.
How to Use AI to Prepare for a Sales Meeting
Use AI to walk into meetings with better research, stronger discovery questions, clearer value points, and a plan for the next step.
AI Sales Training for B2B Teams: What to Look For
What to look for in AI sales training: process fit, rep efficiency, performance improvement, manager coaching, and reinforcement.
AI for Sales Managers: How to Coach Reps Better
How managers can use AI to uncover skill gaps, review recorded sales conversations, and coach reps more specifically.
Does Cold Calling Still Work in B2B Sales?
The short answer is yes — but not the way most reps do it. 11 real rep results, fixed ratios, and the truth about why cold calling is only dead for people who never learned to do it correctly.
10 Ways to Break Into Major Accounts
10 proven strategies to break into major accounts in B2B sales — from cold calling and LinkedIn to referrals, networking, and trigger events.
How I Prepare for a Great Sales Week
5 sales preparation tips to help you plan a great sales week. How top performers prepare every Sunday to win Monday through Friday.
Why Sales Training is Your Key to Exponential Growth
Consistent sales training is the key to exponential revenue growth. How to build a program for new reps, tenured reps, and top performers.
How to Create a Sales Process That Accelerates Growth
The 7 steps of a winning sales process — preparation through customer success. Plus challenges, strategy, and how to build one your team actually follows.
Can Anyone Be Successful In Sales?
Anyone can succeed in sales. The four personality types and what customers actually want from their salespeople.
How to Prepare for a Great Prospecting Day in the Field
3 sales tips on how to plan an effective field prospecting day. Set goals for touches, prospects found, and staying positive.
More insights every week on the podcast — new episodes designed to sharpen your skills in under 10 minutes.
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