Prepare a focused phone-prospecting session.
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01 02 03 Know what
Sales experience.
What changes when
One course you need.
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SELF-PACED SALES COURSE
How to Prospect over the Phone
Work through gatekeepers, voicemail, and the first conversation.
Created and taught by Derek Shebby
Self-paced trainingMake room for learning in your sales day
Practical by designConnect the material to your daily work
One Academy accountAccess your enrollment through Teachable
FROM LEARNING TO DOING
What you’ll work on.
A focused part of your B2B sales toolkit. Bring the ideas into the next conversation you prepare for.
Work through navigation, voicemail, and decision-maker conversations.
Review your results and record your activity after the call.
INSIDE THE TRAINING
Know what
you’re learning.
Open a section to explore the existing lessons and resources. Find the part of the process you want to strengthen.
The outline reflects the current course. Enrollment, lessons, and downloads remain in Teachable.
01How to Cold Call over the Phone — Introduction3 lessons & resources
- How to Prospect over the Phone Introduction
- The Advantages to Prospecting over the Phone
- How to Cold Call over the Phone — Course Overview
02Part 1: Preparation for Cold Calling4 lessons & resources
- Preparation for Cold Calling Overview
- Preparation Part 1 — Goal Setting
- Preparation Part 2 — List Creation
- Preparation Part 3 — What Do You Need to Have with You?
03Part 2: The Cold Calling Process6 lessons & resources
- Cold Calling Process Overview
- Navigation Part 1 — Numbers Game Formula
- Navigation Part 2 — Navigation Process
- Navigation Part 3 — Creative Alternatives
- Navigation Part 4 — Voicemails
- Quiz #1: Cold Calling over the Phone
04Part 3: The Decision Maker Picks Up the Phone!4 lessons & resources
- DM Answers — Overview
- DM Picks Up Part 1 — Numbers Game
- DM Picks Up Part 2 — Your Talk Track
- DM Picks Up Part 3 — Common Objections
05Part 4: After the Call — What’s Next?2 lessons & resources
- After the Cold Call — Reviewing Your Results
- After the Cold Call — Logging Your Activity
06Summary2 lessons & resources
- Prospecting over the Phone — Course Summary
- Quiz #2: Cold Calling over the Phone
Based on the existing published curriculum .
YOUR INSTRUCTOR / DEREK SHEBBY
Sales experience.
Made practical.
Derek started in the field and grew into sales leadership. His 17 years in the Xerox sales organization—and 13 Sales President’s Club awards—shape the practical approach behind Modern Sales Academy.
Clear processes. Specific talk tracks. Tools you can bring into the work, then come back to when you need a refresher.
Get to know DerekFROM LEARNERS ON UDEMY
What changes when
you have a process?
Experiences from learners in Derek’s
phone-prospecting course.
★★★★★UDEMY · 5/5
From a new opener to two meetings
“For example, last week I realized I was talking too much in the opening 30 seconds — so I rewrote my opener to be more curiosity-based and it led to two meetings the next day.”
NK
Nishitha K S2025-07
Cold Calling for B2B Sales: How to Prospect over the Phone
Read full review
Looking back on my recent prospecting sessions, I’ve realized that just counting dials wasn’t enough to feel productive. Early on, I used to celebrate hitting my call quota — but when I looked closer, I noticed that not many of those calls actually turned into real conversations or next steps.
So I started reviewing each session based on quality over quantity. I now ask myself:
Did I speak to at least one true decision-maker?
Did I adjust my talk track when something didn’t land?
Was I present — or just dialing to get through the list?
One thing that’s helped me a lot is taking 2 minutes after every session to jot down:
What worked?
What didn’t?
What will I try differently next time?
For example, last week I realized I was talking too much in the opening 30 seconds — so I rewrote my opener to be more curiosity-based and it led to two meetings the next day.
Lesson learned: A session isn’t successful just because I was busy — it’s successful if I’m making real progress toward pipeline.
★★★★★UDEMY · 5/5
A new direction for a seasoned seller
“I've been in sales for decades and phone prospecting is more difficult than ever. This course gave me some new and modern direction to incorporate. Well worth the time and money spent.”
KW
Ken Wagner2022-11
Cold Calling for B2B Sales: How to Prospect over the Phone
Read full review
I've been in sales for decades and phone prospecting is more difficult than ever. This course gave me some new and modern direction to incorporate. Well worth the time and money spent.
★★★★★UDEMY · 5/5
Training that fits the daily work
“I appreciated how the content was tailored to real-world scenarios, making it directly applicable to my role.”
LL
Lance Lyle Albertyn2024-09
Cold Calling for B2B Sales: How to Prospect over the Phone
Read full review
The course was incredibly insightful and well-structured, providing practical and actionable strategies for improving my prospecting skills. I appreciated how the content was tailored to real-world scenarios, making it directly applicable to my role. The exercises, especially the one on reflecting on my own experiences, were particularly valuable—they helped me gain a deeper understanding of my strengths and areas for improvement.
The course also covered key aspects like setting prospecting goals, preparing for calls, and effectively managing the decision-maker ratio, all of which are essential for success in sales. Overall, it was an excellent learning experience, and I feel more confident and equipped to excel in my role. I highly recommend this course to anyone looking to enhance their prospecting abilities.
Selected reviews of Derek’s courses on Udemy. Excerpts retain the reviewers’ words. Individual experiences; results vary. Reviews describe the named courses, not Outliers membership or live coaching.
CHOOSE THE WAY YOU WANT TO LEARN
One course you need.
A collection to grow with.
This course is included in Modern Sales Performer. It is not sold separately.
Checkout opens on the live Academy. Review the current price and terms there before purchasing. Modern Sales Leader is a separate program.
BEFORE YOU CHOOSE
A few helpful answers.
What is included in How to Prospect over the Phone?
This course is part of the fourteen-course Modern Sales Performer collection. Choose lifetime access to the full collection, or access it through an active Outliers membership.
Is this live training?
This is self-paced, recorded training. Live classes and personal coaching are not included in a standalone course purchase. Explore the Academy’s live programs or membership options if you want ongoing support.
Where do I access the training?
Your enrolled training is in Modern Sales Academy on Teachable. Use your enrollment email to sign in on your computer or through the Teachable mobile app.
How long do I have access?
A standalone purchase provides lifetime access to the purchased course or collection. Membership access continues while your subscription is active. Confirm the current price and full terms on Teachable before purchasing.
KEEP EXPLORING
Another skill to work on.
Cold Calling Scripts & Value Propositions
Build a clear message that gives prospects a reason to meet.
Explore trainingThe Ultimate Talk Track Workbook
Put your cold-call talk tracks and value propositions into writing.
Explore trainingWant a coach in the room?
Explore live Sales Bootcamp and Sales Spartan programs with Derek.