Define the accounts and contacts you want to pursue.
Skip to content
01 02 03 Know what
Sales experience.
One course you need.
Back to all 14 courses
See live training options
SELF-PACED SALES COURSE
How to Create a Sales Target List
Organize and prioritize the accounts that deserve your prospecting time.
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.
Collect useful pre-call information in one organized place.
Develop a list you can maintain and work over time.
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 Create a Sales Prospecting List3 lessons & resources
- Welcome to How to Create a Target List
- What Happens Without a List
- Who Is Your Ideal Client?
02The Information You Need to Collect Before Prospecting1 lessons & resources
- What Information to Collect Initially
03Who Are You Looking For in These Accounts?1 lessons & resources
- What Contacts Should I Go After?
04How Are You Recording Your Data?1 lessons & resources
- How Are You Recording Your Data?
05The Information You Need to Collect in the Long Term1 lessons & resources
- What Information to Collect in the Long Term
06Your Living, Breathing Goldmine1 lessons & resources
- How Your List Becomes a Living Breathing Goldmine
07Course Summary3 lessons & resources
- How to Create a Prospecting List — Course Summary
- Quiz: How to Create Your Sales Prospecting List
- BONUS: How to Leverage AI When Prospecting in 2026
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 DerekCHOOSE 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 Create a Sales Target List?
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.