THE MODERN SALES ACADEMY · OUTLIERS MEMBERSHIP
Build the sales process, keep practicing it, and stay connected to the work. Outliers gives you the complete self-paced curriculum plus an ongoing place to keep improving.
Learn on your computer, phone, or iPad. Basic monthly includes a 7-day free trial.
SO WHAT'S A SALES OUTLIER?
"Top performer" sounds like the ceiling. It isn't. The people reaching the next level keep working the disciplines that pay them back — prospecting, first meetings, value, and pipeline. The courses give you the system. Outliers gives you a place to keep using it.
WHO YOU'RE LEARNING FROM
30,000+ salespeople trained. 150+ reps coached live every week. Built on the same playbook used inside Manufacturing, Managed IT Services, Office Technology, and B2B Services.
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Derek founded Modern Sales Training because the training industry was failing salespeople. Expensive static courses. Generic content. Nothing that actually changed how Monday morning went.
MST was built to be the opposite — tactical, industry-specific, and grounded in the reality of carrying a B2B quota. The same content used inside live Bootcamp, Spartan, and Sales Leaders cohorts powers these on-demand courses.
What you get from this coach
30,000+ reps across thousands of teams means Derek has seen the objection you'll face this week — and the deal you'll lose next month.
Manufacturing. Managed IT. Office Technology. B2B Services. Real deal cycles, real buyers, real objections — not generic SaaS scripts.
Derek personally coaches 150+ reps live every week. These courses are how he gets that same playbook into your hands on demand.
Talent gets you started.
Process makes you an Outlier.
The reps making more money than anyone else in their industry aren't luckier — they're more consistent.
— Derek Shebby · The belief behind every course
Deep expertise in
Manufacturing·Managed IT Services·Office Technology / MPS·B2B Services
LEARN WHEREVER YOU ARE
Use your computer, phone, or iPad to choose the lesson that helps with the work in front of you. Start with the full collection, then return to the exact skill you need before the next call, meeting, proposal, or deal.
WHAT'S INSIDE THE ACADEMY?
Modern Sales Academy is self-paced training you can use on your computer, phone, or iPad. Buy an individual course with lifetime access, or join Outliers to get the complete Modern Sales Performer collection plus the ongoing member experience.
Join the ongoing path, or choose one focused course for the skill you want to improve.
Get the complete Modern Sales Performer collection, monthly member access, and a place to keep leveling up with the work.
Learn more about Outliers →Choose the specific skill or system you want to improve and keep lifetime access.
The self-paced sales training program that creates top B2B performers. Covers the full sales cycle — from building your territory list and cold calling to running great meetings, building value, handling objections, and closing. Used by 30,000+ reps in manufacturing, managed IT services, office technology, and B2B services.
What's included
The 12 modules
If your pipeline is your biggest problem, start here. This masterclass will help you develop a winning prospecting mindset, build a qualifying master prospect list, create a weekly prospecting plan, tailor the message that connects with buyers, handle any objection, and master getting past gatekeepers — in person and over the phone. You will be fearless and flooding your calendar with appointments by the end of it.
What's included
Who this is for
If most of your selling happens over Zoom, this is the playbook. Learn how to build a personal brand that sells for you while you sleep, run effective virtual discovery meetings, deliver demos that move deals forward, create urgency remotely, and close business without ever being in the same room as your buyer. Become a top B2B salesperson selling from home.
What's included
Who this is for
HOW TO USE THE ACADEMY
Choose the course that fits your biggest gap and keep lifetime access. Modern Sales Performer gives you the full system; the two masterclasses go deeper on prospecting or virtual selling.
Choose Basic at $59/month for the complete Modern Sales Performer collection and monthly member access, or Elite at $129/month for advanced courses and quarterly coaching access with Derek.
Work through the lessons on your schedule, attend the monthly Outliers meeting, and keep applying the process to the next call, meeting, proposal, and deal in front of you.
$597–$1,997 VS. FREE YOUTUBE — FAIR QUESTION
Derek sold copiers. He sold IT. He's been the rep with the quota and the list — not just someone talking about it. Every lesson comes from a real deal that did or didn't go his way. No fluff. No theory. No hacks.
Mindset → territory list → cold call → past the gatekeeper → first meeting → building value → proposal → close. Every lesson builds on the last. You leave with a system you can run — not a collection of tips you'll forget by Friday.
Paying out of pocket? Treas. Reg. §1.162-5 lets you deduct sales training that maintains or improves your skills. And one closed deal using what you learn here pays for the course. Ask your accountant.
G2 VERIFIED REVIEWS
Verified G2 reviews and direct testimonials from B2B salespeople who took these courses.
"Pure gold: Most important sales course I ever took. Derek trained and set up our B2B sales system and continues to guide our team. Results? It helped double our sales in just three months."
Michael G. · Founder / CEO G2
"My team's ability to get that first meeting has increased by 300% using tactics learnt from Derek."
Colin D. · Small-Business G2
"After the Modern Sales Performer course I was 100% sure what I am doing and why."
Vlad R. · Import Department Chief G2
"My sales team continues to go back to the Modern Sales Performer course again and again."
Zane C. · Sr. Property Manager G2
"Reps with 15+ years of experience said it got them back to basics in the best way."
Brad N. · President G2
"I am a living testament to his skill. The best part is not the technical training — it's the mental training. Sales is 100% mental."
Greg S. · Mid-Market G2
"Best sales training I have ever done. This course helped me achieve more in a short period than I have in years."
Edward E. · District Sales Manager G2
"Derek's courses deliver the information you need to separate yourself from the pack of other sales reps."
Brandon M. · Vice President G2
"The course was engaging and everything I could apply immediately. Real industry experience I could relate to."
Stefan D. · Small-Business G2
"Helped us with cold calling, proposal writing and overall confidence. Our team saw a 15% increase in sales."
Barbara L. · Small-Business G2
"Derek doesn't use 'fluff' to make a course feel complete. Real, pragmatic strategies to improve as a salesperson."
Verified User · Computer Software G2
"Highly recommended. A great program to align sales training within your team and get everyone ready for modern selling."
Peter E. · Small-Business G2
"His ability to identify opportunities in sales collateral and recommend changes that make an impact is incredible."
Jesse R. · Mid-Market G2
"I crushed my sales quota, won sales rookie of the year, been promoted 3 times and now I run a large sales team."
Greg Shin · Sales Director DIRECT
"My cold calling appointments improved 300%. I now set up 3× the meetings in the same amount of time."
Jason Madsen · Account Manager DIRECT
"This training is the reason I became the top sales rep at my company. It's the best program out there."
Brian Magnus · VP, Sales DIRECT
"I've made a lot more money now because I have a proven strategy to build value on all of my deals."
Justin Mottola · Account Manager DIRECT
"The tools I learned have helped me earn crazy money during my sales career. They are timeless."
Casey Connolly · Sr. National Director DIRECT
"My sales team's effectiveness has never been better."
Tim Herrick · Sr. Sales Director DIRECT
"The level of support you get is insane! They make sure you're a successful salesperson."
Kenneth Harty · Sales Rep DIRECT
"I've been off to a fast start in my sales career and I haven't looked back."
Ryan Pehle · District Sales Manager DIRECT
"Derek's training has been life-saving for my business."
Elena Leon-Madonia · Business Specialist DIRECT
"Derek's training gave me new techniques to improve my cold calling skills and results."
Cedric Slaughter · Account Executive DIRECT
RESULTS FROM THE FIELD
Real messages from salespeople applying the work, creating more value, and turning stronger opportunities into stronger income.
A salesperson shared the excitement of an $18,037.98 commission deposit after following the process.
Names and identifying details are covered for privacy.
The rep had reached a $50,000 goal three months in a row, with two $80,000 deals in progress.
Names and identifying details are covered for privacy.
The rep described it as the most money he had ever made: $31,000 in margin, with 50% going to him.
Names and identifying details are covered for privacy.
A returning-customer opportunity and a production upgrade helped the rep double the monthly goal.
Names and identifying details are covered for privacy.
The rep was about $6,000 short of $100,000 and called it his best month yet, with more commissions coming in.
Names and identifying details are covered for privacy.
A newer rep had just finished a $63,000 month with strong gross profit and was tracking toward almost $1 million.
Names and identifying details are covered for privacy.
The rep walked out of an appointment with 43 locations and 135 copiers in play—an opportunity that could become a $2.5 million deal.
Names and identifying details are covered for privacy.
JOIN THE ONGOING PATH
You can buy an individual course and keep lifetime access. But if you want the full curriculum, a monthly place to stay engaged, and a clear next step as your skills grow, join the Outliers Membership.
Basic
$59/mo
Learn and stay connected
The complete Modern Sales Performer collection, access to the Outliers portal and member resources, and an invitation to the monthly live Outliers meeting. Basic monthly includes a 7-day free trial.
Join Basic →Elite
$129/mo
Go further with Derek
Everything in Basic, plus The Fearless Prospector, Virtual Selling Machine, new Elite courses released during active membership, and one scheduled 30-minute one-on-one coaching session per quarter with Derek.
Join Elite →Choose monthly or annual checkout. Compare both plans →
The Academy is self-paced. If you want your entire team improving against one process with instructor-led coaching from Derek, look at the live paths: Bootcamp, Spartan, and Sales Leaders. Cohorts are capped at 10.
STRAIGHT ANSWERS
What reps and sales leaders ask before enrolling — answered directly.
Modern Sales Academy is the self-paced course platform from Modern Sales Training. Outliers members get the complete Modern Sales Performer collection, monthly live Outliers meetings, and member resources. Basic is $59/month and includes a 7-day free trial; Elite is $129/month and adds The Fearless Prospector, Virtual Selling Machine, new Elite content during active membership, and one scheduled 30-minute one-on-one coaching session with Derek per quarter.
Derek Shebby is a nationally recognized B2B sales trainer and the founder of Modern Sales Training, based in San Diego, California. He spent 17 years as a top sales executive at Xerox Corporation, winning the Sales President's Club Award 13 times and helping grow his division from $40 million to over $100 million in revenue managing a team of 120 salespeople. He has since trained 30,000+ salespeople across manufacturing, managed IT services, office technology, and B2B services through his live programs and Modern Sales Academy online courses.
Basic is $59/month or $590/year. Elite is $129/month or $1,290/year. Basic monthly includes a 7-day free trial. Both tiers include the complete Modern Sales Performer collection and access to the monthly live Outliers meeting; Elite adds advanced courses, new Elite content, and quarterly one-on-one coaching access with Derek.
Basic monthly Outliers membership includes a 7-day free trial. Elite does not currently include a free trial. Individual Academy courses may also offer a course-specific preview.
Derek Shebby's B2B sales training is designed for companies with territorial sales reps who prospect in a geographic area using cold calling and strategic follow-up. Industries served include office technology and managed print services (MPS), managed IT services (MSPs), manufacturing, irrigation and agriculture equipment dealers, mailing equipment, furniture dealers, and any B2B model with field sales reps doing cold prospecting.
Modern Sales Performer is a 14-course collection with 18+ hours of video, 140+ video lectures, 12 completion certificates, downloadable worksheets, and cold calling scripts and templates. It covers 12 modules: Top Performer's Guide to Long-Term Success, Winning the Numbers Game, Why Some Customers Buy and Others Don't, Cold Calling Scripts and Value Propositions, How to Create a Sales Target List, How to Prospect on Foot, How to Prospect over the Phone, First Appointment Tips That Close, Proposal Tips That Build Value and Profit, Sales Objections Simplified, How to Create a Sense of Urgency, and Tools for Dealing with Rejection.
A Sales Outlier is a B2B salesperson who performs and earns at an exceptional level in the same market as their peers. Outliers are built by working repeatable disciplines around prospecting, first meetings, value building, pipeline management, and deal strategy. The Academy gives members the curriculum to practice those disciplines; the Outliers Membership gives them a place to keep using it.
Modern Sales Academy courses are built specifically for B2B reps carrying real quotas in real territories, not generic motivational content or SaaS sales tactics. Every lesson comes from Derek Shebby's 17 years of selling at Xerox with an actual prospect list and quota. The courses are structured as a complete system from mindset and territory list building through cold calling, gatekeeper tactics, first meetings, value building, proposals, and closing. Sales training courses that maintain or improve your professional skills may also be tax-deductible under Treasury Regulation 1.162-5.
Yes. The Academy is self-paced and designed to work on your computer, phone, or iPad. Choose a lesson, work through it, and return to the curriculum when the next opportunity calls for it.
Both Basic and Elite members can attend the monthly live Outliers meeting. Elite also includes access to coaching with Derek, including one scheduled 30-minute one-on-one coaching session per quarter. Modern Sales Training also offers live cohort programs: Sales Bootcamp, Sales Spartan, and Sales Leaders Bootcamp.
READY TO LEVEL UP?
Start with the complete curriculum, then keep applying it inside the Outliers Membership.