FOR B2B REPS WHO REFUSE TO BE AVERAGE
Become a Sales OUTLIER.
Self-paced B2B sales training from Derek Shebby. Three signature courses. Each one with a free trial. No catch.
SO WHAT'S A SALES OUTLIER?
Are you a top performer — or an outlier?
"Top performer" sounds like the ceiling. It isn't. The outliers in your industry are quietly out-earning everyone else — same product, same market, very different habits. The pattern isn't talent. It's a small set of repeatable disciplines you can learn — prospecting, value, and pipeline. These courses are how you build them.
WHO YOU'RE LEARNING FROM
Self-paced training from a nationally recognized B2B sales authority.
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
THREE SIGNATURE COURSES
Pick the one that fits.
Each course stands alone. Each has its own free trial. Take whichever one closes the gap you've been carrying.
Modern Sales Performer
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
The Fearless Prospector
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
Virtual Selling Machine
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 IT WORKS
Try it. Buy it. Use it.
Sample any of the three courses free — no credit card required. See Derek's teaching style, the course structure, and the first lessons before you spend a dollar.
Buy the course that fits your biggest gap. Need the full system? Get the Modern Sales Performer bundle. Need to fix prospecting? Start with Fearless Prospector. Selling remotely? Virtual Selling Machine.
Lifetime access. Downloadable worksheets, scripts, and templates included. Run the playbook Monday morning and see the difference this quarter.
$597–$1,997 VS. FREE YOUTUBE — FAIR QUESTION
Here's the difference.
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
Real results. Real reps.
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
Bringing your team along?
If you run a small sales team — or you're part of one and want everyone on the same playbook — there's a separate three-tier live cohort path with weekly coaching from Derek directly. Bootcamp, Spartan, and Sales Leaders. Cohorts capped at 10.
STRAIGHT ANSWERS
Frequently asked questions.
What reps and sales leaders ask before enrolling — answered directly.
What is Modern Sales Academy?
Modern Sales Academy (academy.modernsalestraining.com) is an online B2B sales training platform with self-paced courses taught by Derek Shebby, a 17-year Xerox sales veteran and founder of Modern Sales Training. The Academy offers three signature courses covering the complete B2B sales cycle: Modern Sales Performer ($1,997), The Fearless Prospector ($997), and Virtual Selling Machine ($597). Every course includes a free trial with no credit card required.
Who is Derek Shebby?
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.
How much do Modern Sales Academy courses cost?
Modern Sales Academy offers three courses: Modern Sales Performer (14-course bundle) for $1,997 with lifetime access, The Fearless Prospector masterclass for $997 with lifetime access, and Virtual Selling Machine masterclass for $597 with lifetime access. Every course has a free trial available with no credit card required.
Is there a free trial for Modern Sales Academy courses?
Yes. Every course on Modern Sales Academy includes a free trial with no credit card required. You can try 12 free lessons from the Modern Sales Performer bundle, the full mindset module from The Fearless Prospector, and a free trial of the Virtual Selling Machine before purchasing anything.
What industries does Derek Shebby's sales training cover?
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.
What is included in the Modern Sales Performer course?
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.
What is a Sales Outlier?
A Sales Outlier, as defined by Derek Shebby and Modern Sales Training, is a B2B salesperson who earns 4 to 5 times more than the average top performer in their industry using the same product in the same market. Outliers are not more talented; they execute a repeatable set of disciplines around prospecting, value building, and pipeline management. Modern Sales Academy courses are built to develop exactly those disciplines.
How is Modern Sales Academy different from free sales training on YouTube?
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.
How long do I have access to Modern Sales Academy courses?
All Modern Sales Academy courses include lifetime access. Once purchased, you can return to course videos, downloadable worksheets, cold calling scripts, and templates as many times as you want with no subscription or renewal fees.
Does Modern Sales Academy offer live training or coaching?
Modern Sales Academy courses are self-paced and on-demand. For live training with weekly coaching from Derek Shebby directly, Modern Sales Training also offers three live cohort programs: Sales Bootcamp (12-week, capped at 10 reps per cohort), Sales Spartan for Bootcamp graduates, and Sales Leader Bootcamp for managers. Live program details are at modernsalestraining.com.
READY TO LEVEL UP?
Stop guessing. Start producing.
Try any course free. Buy the one that fits. Become the outlier in your market.