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Cold Calling for B2B Sales: How to Prospect over the Phone (Udemy.com)

B2B Sales Skill: How to Cold Call over the Phone with Purpose, Navigate through Gatekeepers and Set Client Meetings

4.2

3,499 reviews

Created by: Derek Shebby

Last updated February 2023

Our take

Based on the ratings of 3,499 students, a sample of their written reviews and the syllabus, as the course stood in February 2023. No course pays to be reviewed.

Derek Shebby's course is one slice of his Sales in 21 Days series, and it covers only phone prospecting for B2B sales. It runs about 92 minutes across 22 lectures in six sections: preparation, the calling process, what to do when the decision maker picks up, and follow-up. The requirements list a sales job, preferably B2B, and the reviews back that up, though a few newcomers found it approachable too. It is a framework, not a call-along workshop.

Reviewers like the teaching. Derek is described as engaging and not boring, and people say the ideas can be used right away. Gatekeeper techniques get singled out as a favorite part, and one reviewer with no B2B background said it built their confidence. The complaints are consistent as well. Low-star reviews call it short, rudimentary and light on real call examples, and one says the same material is on YouTube for free. Another grumbles that fundamentals are sold in other courses.

About half of the 3,499 ratings are five stars, and only 131 are one or two stars, so most people feel it delivers what it promises. It was last updated in February 2023, though the basics of phone prospecting age slowly. Treat it as a short primer, and a sensible one for a new rep starting a calling role. Experienced callers should look for recorded live calls and deeper objection work instead.

Best forNew B2B reps who want a quick framework for gatekeepers, voicemails and booking meetings.

Skip it ifYou already cold call daily and want live call recordings or deep objection handling.

Pros

Gatekeeper techniques are the part reviewers single out as most useful
Derek holds attention, and reviewers say the ideas can be used right away
Short at about 92 minutes, with five assignments to apply the material
Newcomers say it builds confidence, even with no B2B background

Cons

Reviewers call it superficial, with no recorded live calls or full conversations
Last updated in February 2023, and veterans find parts of it rudimentary
Only 92 minutes, and one reviewer says fundamentals are sold in other courses

This course was the foundation I was missing for B2B sales in my new role. I enjoy the way Derek teaches. The information is useful, and you are able to implement it right away.

Tina Payne, a student

Listed as All Levels, but it assumes a sales job and suits new or early-career B2B reps best.

What you will learn

Learn directly from an ACTUAL Sales Director of Training for a Fortune 500 Company!
Prepare for an Effective Prospecting Session
MASTER the Cold Calling Phone Navigation Process Which Will Improve Your Ratios Over the Phone!
Discover Sales Techniques That Turn Gatekeepers Into Your Ally When Prospecting
Know WHEN and HOW to Leave Voicemails that Get a Return Call
Learn How to Secure an Appointment When the Decision Maker Answers Their Phone
Identify the 4 MOST COMMON Objections You'll Receive from Decision Makers Over The Phone

Course content

6 sections · 22 lectures · 1.5 hours of video 5 assignments

1How to Cold Call over the Phone Introduction 4 free previews4 lectures · 1 quiz · 8 min
2Part 1: Preparation for Cold Calling over the Phone 1 free preview5 lectures · 1 quiz · 23 min
3Part 2: The Cold Calling Process over the phone 2 free previews5 lectures · 1 quiz · 28 min
4Part 3: The Decision Maker Picks Up the Phone!4 lectures · 1 quiz · 20 min
5Part 4: After the Call - What's Next?2 lectures · 1 quiz · 8 min
6How to Prospect over the Phone Summary2 lectures · 4 min

Who it is for

The instructor says it suits

This course is for anyone in business to business (B2B) sales who wish to improve their effectiveness when prospecting over the phone!

What you need before you start

You should have a sales job (preferably in Business to Business)

How it compares

Against the other 107 rated Udemy courses in Sales on CourseDuck:

Rating4.2 out of 5higher than 9% of them
Reviews3,499#8 of 108 by number of reviews
Length1.5 hoursshorter than 74% of them
Last updatedFebruary 2023earlier than 80% of them

Course Description

>> The fastest-growing Sales Training Series on Udemy! Learn directly from an actual Sales Director of Training for a Fortune 500 Company! The material inside is currently being taught at the highest level in the Fortune 500 sales space. You can't afford to miss this! <<

**********

Are you afraid to make your dials on the phone? Have you actually been taught "how" to prospect over the phone?

In this part of SALES in 21 DAYS Program, you will learn how to cold call over the phone. No gimmicks. No super special secret on how to do it in a new way. None of those tactics work. Just face it...Cold calling is tough! In this course we will get right to the basics of building the discipline needed to be successful when you prospect, including the how to turn your prospecting efforts into a predictable numbers game. Get ready to learn sales techniques, how to prepare for effective prospecting, the navigation process of getting a decision maker to answer the phone, making gatekeepers your ally, the art of voicemails, and how to maximize on your chances with the decision maker when they finally pick up the phone!

**********

Peter, VP of Sales said: "Derek's series on Sales are great on their own, but when taken together they make for a rounded experience covering the sales cycle in great detail. Derek is highly competent as a sales trainer, and while I've taken a lot of sales courses on Udemy, the courses by Derek stands head and shoulders above the rest."

Stefan says: “This course gives a very good framework for prospecting on the telephone. If you want to learn the skill of telephone prospecting fast take this course as soon as possible. The instructor is very knowledgeable and the course material is relevant and well presented.”

Kemz says: “It's been helpful already. He's gone over a few foundations I need to turn into habits.”

Randall says: “I particularly like the techniques for getting past the gatekeeper.”

Dariusz says: “Practical. All what I need.”

Learn directly from a highly successful Fortune 500 sales coach who has trained hundreds of sales reps, sales managers and vice presidents in their sales careers. The sales strategies you will learn are still being taught in the sales training classroom today.

All Levels

Time: 1.5h

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Instructor Details

Derek Shebby

4.2 Rating
3,499 Reviews

Hi there, I'm Derek and I'm the President of Modern Sales Training.

For the past 17 years, I've been working for Xerox Corporation and helping develop business to business (B2B) sales reps and sales managers into consistent top performers. Now I do that for people all over the world.

You can learn all about how we do that inside my newest sales training program, Modern Sales Performer.

If you want to learn how to sell from someone who actually does this for a living, then you've come to the right place. I can't wait to join you on your journey.

HOW I TEACH SALES:

I will be sharing concepts that I use in my classroom and from field relevant performance. I don't just teach people how to sell, I also have to go out and show them how it's done. I don't train in theory. Just in what works. My style of training will be a "talking head" format where I will be speaking directly to you (like a one on one coaching format) rather than speaking to a PowerPoint.

If you have any questions please submit them in the Q&A sections or you can Message me. I'm happy to help!

WHAT I TRAIN ON:

Business to Business Sales Training: On Udemy I have (3) courses that are available.

Create Cold Calling Talk Tracks & Value Propositions

Cold Calling for Sales Reps: How to Prospect over the Phone

B2B Sales Objections Simplified (2023)
4.4 (2,599 Reviews)

- Provider: Udemy
- Time: 1.6h

$79.99

Create B2B Sales Cold Calling Scripts & Value Propositions (2023)
4.7 (2,250 Reviews)

- Provider: Udemy
- Time: 54 mins

$14.99

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Reviews

4.2

3,499 ratings on Udemy

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By Maris Kerus on 8/4/2026

I was unfortunately a bit disappointed with this course. The content was very short and quite superficial. I was expecting a much more practical approach, including real cold-calling examples, complete sales conversations, objection handling, and a structured sales process from start to finish. Instead, the course mainly covered general concepts without going into enough depth to help someone improve their real-world cold calling skills. In today's world, most of the information presented in this course can be obtained within seconds using AI tools like ChatGPT. What I was hoping to pay for was the instructor's practical experience, proven techniques, and actionable insights that aren't easily found elsewhere. Overall, I don't think the course provides enough value for someone looking to seriously develop their cold calling and sales skills.

By Udemy User on 5/31/2026

Very, it made me realise that cold calling should be more of a laidback conversation than a formal business meetig and is more about earning trust with your client and building a relationship

By Tina Payne on 3/9/2026

This course was the foundation I was missing for B2B sales in my new role. I enjoy the way Derek teaches. The information is useful, and you are able to implement it right away.

By April Ann Billona on 11/6/2025

his course is amazing! I’ve been in sales for five years, and the sessions here really mirror what we experience every day and show how we can keep getting better.

By Kherk Roldan on 4/25/2025

Amazing !My personal experience while watching this course was that it helps me now how to deal and get the prospect we should have what we called '"The Goals And mindset for the days call ,make your prospecting phone calls the most important thing to get accomplishes everyday.

By Carmen Baldwin-Ortega on 11/15/2020

Not yet finished with the course. But very useful thus far.

By Alwyn Yu on 10/25/2020

Great personality with clear clarifications and tips. Will surely follow more of these courses.

By Chris Lynn on 10/17/2020

Excellent course. I've purchased cold calling books in the past, but your video lessons with the manual are much more effective.

By Ryan St.Paul on 10/16/2020

This is going to help me practice and develop my prospecting skills as I move through my SDR role and sales career. Having something short and sweet to come back to, to help reiterate the basics and re-evaluate my strategy will be extremely valuable.

By Richard Odtojan on 10/5/2020