How to Prospect on Foot
The complete field cold calling system — preparation, walk-in process, handling gatekeepers, what to do when the decision maker comes out, and next steps. Sales skill set #7 of the Modern Sales Performer Course Collection.
LEARN ON ANY DEVICE
Take the course from your desktop, tablet, or phone. Start the next lesson whenever you’re ready and move through the training at your own pace.
QUICK ANSWER
How do you prospect on foot and cold call in person effectively in B2B sales?
In-person cold calling is one of the most powerful prospecting tools in B2B sales — and one of the least taught. Most reps have never been shown an actual process for walking into a business cold and coming out with something useful.
This module covers the full walk-in system: preparation (goal setting, list, mindset), the actual walk-in process (the numbers game, the cold call, do’s and don’ts, creative drop-offs), what to do when the decision maker comes out, and what to do with the data afterward. Includes two quizzes.
WHO IT’S FOR
Is this the right course for you?
COURSE CURRICULUM
What’s inside — the full breakdown.
6 sections · 22 lessons.
THE FULL COLLECTION
All 14 modules — in order.
This module is Module 07. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby.
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President’s Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
What reps are saying about the Modern Sales Performer collection.
“Reps with 15+ years of experience said it got them back to basics in the best way.”
“My team’s ability to get that first meeting has increased by 300% using tactics learnt from Derek.”
“I’ve made a lot more money now because I have a proven strategy to build value on all of my deals.”
“After the Modern Sales Performer course I was 100% sure what I am doing and why.”
PRICING
This module is part of the Modern Sales Performer collection.
Get this module — and all 13 others — in one complete program.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
FAQ
Questions before you enroll.
Is in-person cold calling still effective in B2B sales?
Yes — especially in territorial B2B sales where your competitors are also calling on the same accounts. In-person prospecting gives you a physical presence that phone calls and emails can’t replicate. Derek used this system for 17 years at Xerox in California.
Can I buy this module on its own?
No. This module is available exclusively as part of the Modern Sales Performer collection — 14 modules, 18+ hours. Learn more about the full collection →
What do I do if the decision maker isn’t available?
That’s covered — the module includes creative drop-off strategies and a complete next-step system so every visit produces something useful, even when you don’t get a meeting.
What if I get nervous walking into businesses cold?
The preparation section covers mindset specifically. The goal is to remove the anxiety by replacing it with a process — so you walk in knowing exactly what you’re doing and why.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
Get this module — and all 13 others — in one complete program.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
Learn More — Modern Sales Performer → Not ready? Try 12 lessons free →