Sales 101: The B2B Sales Classroom

Most sellers are seen as untrustworthy because of their methods, but those are not professional sellers. Real sellers are problem solvers. How can professors get their students to see them this way? Our guest, George Denman, a sales leader and educator, is here to tell us how he does it. He also shares sales closing techniques and other tips professors can use to help their students prepare for th...

What’s the difference between sellers making millions and those who struggle to close a deal? Keurig founder Christopher Stevens says it’s not about being the best. It’s about getting things done. In this episode, he shares lessons professors can pass along to students, proving that big results can come from anywhere. Meet Christopher Stevens Chris is currently an Associate Professor at the Univer...

We’ve both been looking into our crystal balls to see what 2026 sales predictions look like from both the industry side and the education side. In this episode, we’re sharing 2026 trends that will help sales professors feel confident they’re teaching their students the latest sales techniques. 1. Growth in Sales Education Every semester, BJ is seeing more and more students in his classroom. He als...

One of the best ways to get your students excited about the industry is by taking them to sales competitions. BJ can tell you how his students’ faces light up every time he takes them to one. In this episode, he shares the full breakdown of sales competitions so you can get just as excited about the profession. Why Sales Competitions? ·  We believe sales competitions do more than just te...

Sales success doesn’t start with scripts or closing techniques, it starts with mastering the fundamentals. In this episode of Sales 101, we sit down with Barry Erickson, a seasoned sales leader who breaks down what truly matters when building strong sales habits, authentic client relationships, and long-term success. Barry shares practical insights drawn from real-world experience and explains why...

I’m sure you’ve realized by now that the real sales world and classroom sales are nowhere near the same. So, how can you help your students bridge that gap and prepare them to succeed in the field? To help answer this, we invited Kim Ruggiero, sales professor at Arizona State University (ASU). She’s here to share insights on transforming sales education and better equipping your students for the r...

Have you ever tried to create a courseware for a sales class and just felt like you had no clue what to do? Today, we’re going to share some of the mistakes that we made and how you can avoid them. The Horrors of Starting a Sales Curriculum ·  Sales leaders and professors are always stuck with one question when building their first curriculum: Where do you even start? ·  How do...

In this episode, we delve into how educators can actively prepare students for real-world sales challenges, moving beyond rote memorization and final exams. Rich Kuzmeski shares invaluable insights into experiential learning strategies that facilitate student success, enhancing both confidence and competency in the field of sales. Creating Engaging Role Plays for Practical Learning ● Role plays de...

Welcome to the B2B classroom, students! Our sales podcast is designed to be a resource for college sales students and professionals. We, your co-hosts Donald Kelly and BJ Allen, interview industry experts to get their insights on the current trends in the B2B world. Introducing Ourselves: Donald Kelly and BJ Allen Before we discuss why we started this podcast, we wanted to introduce ourselves to y...

Join our Substack - https://open.substack.com/pub/sales101b2bsalesclassroom/p/teaching-professional-selling-for?r=9thf3&utm_campaign=post&utm_medium=web&showWelcomeOnShare=false