Sales insights from Derek Shebby

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.

Prospecting

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.

Sales Training

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.

Cold Calling

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.

Prospecting

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.

Preparation

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.

Sales Training

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.

Sales Process

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.