Online B2B sales training and coaching from Modern Sales Training
Set more appointments.
Sell at a higher price.
Become a Sales Outlier.
The complete B2B sales process from Derek Shebby of Modern Sales Training. Learn it in self-paced courses, then keep applying it with live coaching inside the Outliers Membership.
How do you want to get there?
Courses from $597 one-time, lifetime access · Outliers from $59/mo with a 7-day free trial
What is a Sales Outlier?
Sales Outliers are the top sales performers in their industry.
Not just the best rep at one company. The ones earning the highest commission checks of anyone selling the same product in the same market.
Top performer at your company
Best on the team
Measured against the reps down the hall
Consistent, respected, and comfortable. Hits quota, wins the trip, tops the board most months. You can get here on your own with effort and a few good years.
Sales Outlier
Best in the industry
Measured against every rep selling what you sell
Earning more than anyone else in their industry, year after year. Nobody gets here alone. You learn from people who know how to get you there.
If you want to be the best at your company, you can do that yourself. If you want to become an Outlier, the courses and coaching behind this page are built to get you there.
How we get you there
Fill the pipeline. Control the conversation. Protect the profit.
We help you become an Outlier by teaching you to master three areas. Every course and every coaching session builds one of them.
Fill the pipeline
Always have new business to work onLearn how to fill your pipeline with new business, on foot and over the phone, so you always have prospects to work on and never start a month empty.
Control the conversation
Run great appointmentsTake the accounts you meet with and get them excited to keep doing business with you. Lead the discovery, involve the right decision-makers, and close every meeting on a clear next step.
Protect the profit
Sell at a higher price. Earn more commission.Strategies to sell deals at a higher price by building value instead of cutting it, handling price pressure, and separating your solution from cheaper alternatives.
The courses · 14 core courses + 2 advanced masterclasses
14 courses. One complete B2B sales system.
The Modern Sales Performer collection, included in every Outliers membership or available to buy outright. 18+ hours of video, 140+ lectures, worksheets, scripts, and completion certificates. The two masterclasses below add another 12 hours.
Top Performer's Guide to Long-Term Sales Success
Daily habits, time-blocking, the 5- and 10-year mindset.
43 lessons
Winning the Numbers Game
Activity ratios that tell you whether your week is on pace.
11 lessons
Why Some Customers Buy & Others Don't
The four buyer types, trust ladder, and buying triggers.
12 lessons
Cold Calling Scripts & Value Propositions
Talk tracks that sound human and consistently book meetings.
17 lessons
The Ultimate Talk Track Workbook
A complete library of talk tracks and scripts for the field.
12 lessons
How to Create a Sales Target List
Source, qualify, and segment names into priority accounts.
11 lessons
How to Prospect on Foot
The field cold-calling skill almost no one teaches anymore.
22 lessons
How to Prospect over the Phone
Get past gatekeepers and leave voicemails that get returned.
21 lessons
First Appointment Tips That Close for the Next Step
Discovery techniques that end in a confirmed next meeting.
12 lessons
How to Ask Great Questions That Lead to Opportunity
Discovery questions that uncover buyer needs.
eBook + lessons
Proposal Tips That Build Value & Profit
Templates that justify price and shorten the close cycle.
20 lessons
Sales Objections Simplified
Scripts for the four objection categories every B2B rep faces.
20 lessons
How to Create a Sense of Urgency
Four ways to create real urgency without being pushy.
12 lessons
Tools for Dealing with Rejection
Mental tools so you do not burn out by year three.
12 lessonsIncluded with Outliers Elite · or buy individually
Two advanced masterclasses.
Go deeper on the two skills that most often decide a rep's income: consistent prospecting and selling over video.
The Fearless Prospector
8-hour masterclass, 120+ lectures, 4 workbooks. Build a qualified master prospect list, a weekly prospecting plan, the message that connects, and the gatekeeper and voicemail frameworks that fill a calendar.
Included with Outliers Elite · or $997 one-time, lifetime access
Virtual Selling Machine
The complete remote B2B selling system: personal brand, virtual discovery, demos that move deals forward, urgency created remotely, and closing without being in the room.
Included with Outliers Elite · or $597 one-time, lifetime access
Results from the field
When the process improves, the numbers move.
Real messages from salespeople applying the work. Names and identifying details are covered for privacy.
The process showed up in a very real payday.
A salesperson shared the excitement of an $18,037.98 commission deposit after following the process.
Momentum compounds when the work stays consistent.
The rep had reached a $50,000 goal three months in a row, with two $80,000 deals in progress.
One strong conversation can change the economics of a month.
The rep described it as the most money he had ever made: $31,000 in margin, with 50% going to him.
Better opportunities start with staying in the work.
A returning-customer opportunity and a production upgrade helped the rep double the monthly goal.
Progress becomes real when the pipeline pays back.
The rep was about $6,000 short of $100,000 and called it his best month yet, with more commissions coming in.
Higher standards create room for bigger outcomes.
A newer rep had just finished a $63,000 month with strong gross profit and was tracking toward almost $1 million.
Choose your level of access
Outliers or Outliers Elite. See exactly what you get.
Both tiers start with the complete Modern Sales Performer collection and the monthly live Outliers meeting. Outliers Elite adds the two masterclasses, new Elite content, and quarterly coaching with Derek.
What's included
Everything below is self-paced and works on your computer, phone, or iPad.
Who you're learning from
Self-paced training from a nationally recognized B2B sales authority.
Derek Shebby spent 17 years at Xerox, winning the Sales President's Club Award 13 times and helping grow his division from $40M to $100M+ with a team of 120 salespeople. He has since trained 30,000+ salespeople and coaches 150+ reps live every week. The same playbook used inside Bootcamp, Spartan, and Sales Leaders cohorts powers every Academy course.
Straight answers
Questions before you join.
What reps and sales leaders ask before enrolling, answered directly.
What is Modern Sales Academy?
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. Outliers is $59/month and includes a 7-day free trial; Outliers 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.
How much does Outliers Membership cost?
Outliers is $59/month or $590/year. Outliers Elite is $129/month or $1,290/year. Outliers monthly includes a 7-day free trial. Both tiers include the complete Modern Sales Performer collection and access to the monthly live Outliers meeting; Outliers Elite adds advanced courses, new Elite content, and quarterly one-on-one coaching access with Derek.
Is there a free trial?
Outliers monthly membership includes a 7-day free trial. Outliers Elite does not currently include a free trial. Individual Academy courses also offer a free preview.
Can I still buy a single course?
Yes. Modern Sales Performer ($1,997), The Fearless Prospector ($997), and Virtual Selling Machine ($597) can each be purchased individually with lifetime access. Every one of them has a free preview.
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.
What is a Sales Outlier?
A Sales Outlier is one of the top sales performers in their entire industry, not just at one company. Outliers earn the highest commission checks of anyone selling the same product in the same market, year after year. You can become the best rep at your company on your own; becoming an Outlier means learning from people who know how to get you there. The Academy courses teach the disciplines around prospecting, running appointments, and building value, and the Outliers Membership adds the coaching to keep applying them.
Can I learn on my phone or iPad?
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.
Does Outliers include live training or coaching?
Both Outliers and Outliers Elite members can attend the monthly live Outliers meeting. Outliers Elite also includes one scheduled 30-minute one-on-one coaching session per quarter with Derek. Modern Sales Training also offers live cohort programs: Sales Bootcamp, Sales Spartan, and Sales Leaders Bootcamp.
Ready to level up?
Join Outliers.
Keep leveling up.
Start with the complete curriculum, then keep applying it inside the Outliers Membership.