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Create B2B Sales Cold Calling Scripts & Value Propositions (Udemy.com)

B2B Sales Skill: Create Personalized Talk Tracks for Sales Reps that Win more Prospects and Close more Deals

4.7

2,250 reviews

Created by: Derek Shebby

Last updated February 2023

Our take

Based on the ratings of 2,250 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 spent 17 years at Xerox developing B2B reps, and this is the third piece of his Sales in 21 Days series. It runs 54 minutes across 17 lectures. The syllabus shows most of the time goes to a four-step method for building a value proposition, with two short sections on a cold calling talk track and an elevator pitch. The stated level is all levels, but the content really suits people early in a sales role.

Reviewers rate it 4.7 across 2,250 ratings, and the praise is mostly about clarity. People mention a concept followed by several examples, real life analogies, and a logical order. A sales coach at a logistics company says the objections are the same ones their team hears. The complaints are fair too. One reviewer found the examples basic product features that are hard to map onto a complex business, and says cold calling gets only a surface treatment. Another wanted an editable template instead of a png.

The last update was February 2023, and the syllabus shows nothing on newer outreach channels. Still, a short paid course on what to say is an easy way to get a structure on paper. The one-star reviewer suggests an absolute beginner would get more from it, and that fits. Experienced reps should look for something deeper. A new rep who stumbles through a pitch will find it a reasonable first stop.

Best forNew SDRs and junior reps who want a quick framework for value propositions and a first cold call script.

Skip it ifYou sell a complex product or want real depth on cold calling, since the examples stay basic.

Pros

Short enough to finish in one sitting: 17 lectures and about 55 minutes of video
Reviewers like each concept broken down and followed by multiple examples
A four-step value proposition method that ends in a cold call script and an elevator pitch
Derek Shebby draws on 17 years training B2B reps at Xerox, and reviewers call it easy to follow

Cons

Examples are basic product features and hard to relate to a more complex business
Cold calling gets only two short lectures, so the title promises more than it delivers
Templates come as png files, with no editable version, and the last update was February 2023

This course helped me a lot. I enjoyed the breakdown of each concept followed by multiple examples.

Tina Payne, a student

Listed for all levels, but the basic examples suit new reps more than people selling complex products.

Featured in our guide: The Best Sales Courses on Udemy in 2026

What you will learn

Learn directly from an ACTUAL Sales Director of Training for a Fortune 500 Company!
Learn the IMPORTANCE of Value Propositions and Why They Could Be the KEY to Increasing Your Sales Results!!
Easily Apply Fundamental Sales Techniques that Separate Your Product or Service From Other Vendors
Understand The 4 STEP Framework to Use to Create Sales Value Propositions
Discover How to DELIVER a Value Proposition in a Way Your Customer WILL REMEMBER IT
How to Create a COLD CALLING TALK TRACK to set appointments from Scratch!
How to Create an ELEVATOR PITCH for your product or service

Course content

6 sections · 17 lectures · 55 min of video 1 assignment

1Sales Skills #3: Sales Value Propositions Design, & Cold Calling Talk Tracks 1 free preview1 lecture · 2 min
2"Sorry, We Are Choosing Another Vendor..." 3 free previews5 lectures · 13 min
3How to Create a Value Proposition5 lectures · 22 min
4Creating a Cold Calling Talk Track to Set Appointments over the Phone2 lectures · 9 min
5Creating a Elevator Pitch2 lectures · 6 min
6Summary of Value Proposition Course2 lectures · 1 quiz · 3 min

Who it is for

The instructor says it suits

All students who wish to increase their commissions and sell more of their product or service
This course is for anyone in sales who wants to learn the fundamentals for creating talk tracks, cold calling scripts, and customized elevator pitches

What you need before you start

This course is meant for anyone in the field of sales

How it compares

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

Rating4.7 out of 5higher than 81% of them
Reviews2,250#14 of 108 by number of reviews
Length0.9 hoursshorter than 96% 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! <<

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How do you know if the talk tracks you're using to set appointments and close clients are good enough?

In this part of SALES in 21 DAYS Program, you will learn how to create value propositions that help you in all parts of your sales career. What you say to get clients interested in meeting with you is important and the better your sales skills are, the more effective you will become. At client meetings you have moments to connect what they care about most to what you could offer them. When closing, there is a transfer of excitement and the importance of them remembering why your product or service is special. Get ready to learn sales techniques of how to create and structure value propositions, phone cold calling talk tracks and elevator pitches that will result in higher commissions.

**********

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."

Jessica says: “This was a fantastic course! I've always had trouble putting my talk track together, and stumbled through my elevator pitch. I loved the tips, the process given AND the documents attached are super helpful!”

Rachel says: “Really valuable videos!! The instructor really explained the whole progress of how to create the value proposition in an easy to implement way, and the scenarios also made it easy for me to understand. The take aways were a great bonus too!”

Colleen says: “Very informative and relevant to real life situations”

Chris says: “It's giving me a lot of good tips to keep me motivated and improve my sales.”

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: 54 mins

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Instructor Details

Derek Shebby

4.7 Rating
2,250 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

Cold Calling for B2B Sales: How to Prospect over the Phone (2023)
4.2 (3,499 Reviews)

- Provider: Udemy
- Time: 1.5h

$15.99

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

- Provider: Udemy
- Time: 1.6h

$79.99

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Reviews

4.7

2,250 ratings on Udemy

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Write a review

By James McGrew on 9/16/2026

Very helpful reminder that sales is a process that needs to be followed. You must throughly research both the company and the prospect to ensure that your product or service will both satisfy a need and align with their expectations

By Harcomo Hiroshige on 6/19/2026

yeah its great, but this cross-selling is putting me off

By Natalia Nadya Hendrastuti on 11/17/2025

I just want to start a new role as sales reps and Derek's course generally gives many knowledge and insights but in this specific course, actually the main idea is similar between this and that and I have to study it again by myself later to find the difference. Thank you

By Paul Donahue on 9/17/2022

I've been in sales for many years but you know what you know always need to be reminded of the basics. I'm in the growth phase of a new company and for the first time we're going to be making phone calls as our major source of outreach combined with emails. They say success is just doing the basics correct and if you did nothing but just follow the steps in the advice in this course no matter what business you're in I believe it will lead to success.

By Melvin Lee on 11/15/2020

Fundamentally sound sellng techniques

By Maureen Biyela on 11/8/2020

very helpful and empowering.

By Roberto Rodriguez on 10/25/2020

great practical advise on how to create value propositions, super helpful to start building my own

By Renso Jomon Changankery on 10/24/2020

Very nicely explained

By Rahul Singh on 10/22/2020

Mr. Shebby is an awesome sales guy. The content, examples, description, tone, pace etc., were really good. He walked through the complete call flow but the course does not talk about the objection handling. Believe, there would be another material on the same. One suggestion- If you could include a software like erp/rds(a no brainer for all) as an example then it would help the IT B2B folks. I do understand the examples of yours are easy to grasp as the students are from all walks of life. I highly recommend this course.

By Victor on 10/18/2020

Great so far

By Stefanny Guerrero on 9/23/2020

MUY BUENO

By Karen Melissa Beltrn Galvn on 9/22/2020

It's a very interesting course, so different from what I've been told regarding B2B sales and also very helpful to identify those important points on the call that help engaging with the customer in just a few words.

Showing 12 of 103 reviews