Sales 101: The B2B Sales Classroom

There’s no way around using video to attract prospects today. But there’s a certain way you have to do it if you want to stand out. We invited Charlie Crump, a BYU-Idaho sales professor and executive, to share how he’s teaching his students to use video to their advantage. He also shares LinkedIn tips and gives insight into his sales program. Using Video to Stand Out Charlie explains, it’s not jus...

Students are far better prepared when they get hands-on experience with sales tools before entering the workforce. Without it, building a pipeline can feel challenging. That’s why we’re encouraging you to bring LinkedIn Sales Navigator into the classroom and showing you how to introduce it in a practical way. Why Sales Tools Matter More Than Ever Breaking through the noise in today’s sales world i...

Does the European Union have formal sales education? Sales isn’t just a U.S. conversation, it’s happening across the world. That’s why we invited Bert Paesbrugghe, a French author and sales professor, to share how Europe approaches sales education, including programs that go as far as a master’s degree. Meet Bert Paesbrugghe Bert Paesbrugghe is a sales expert, author, and educator based in Paris....

Yes, you know you should teach cold calling, how to ask probing questions, and all of the classic sales techniques. But there are hidden topics managers wish professors taught before students enter the industry. Today, we’re sharing three of them so you can better prepare your students for the sales profession. Mastering Time and Planning One of the most consistent themes was time management. Mana...

We spend a lot of time teaching salespeople how to ask great questions. But many still miss the difference between uncovering a need and understanding what a prospect already wants. We’re going over how to teach students to ask better diagnostic questions so they can recognize the difference. Needs vs Wants If a customer is early in their journey, they may need help uncovering the problem. But if...

Are we preparing students for what hiring managers actually look for today? Traditional approaches can set graduates up for unnecessary hurdles when classroom learning isn’t connected to real-world expectations. Joining us in this episode is Professor Greg Zippi, who shares his journey into sales education and why he built his curriculum on research-based methods to better prepare students for tod...

One of the biggest worries students face is whether they will be able to get a job after graduation. How can you help ease their concerns? In this episode, we share how professors can teach their students to sell themselves and land jobs more effectively on LinkedIn. Crafting a Standout LinkedIn Profile Branding matters more than ever. When recruiters visit LinkedIn profiles, they want to see a co...

You want to teach a specific sales theory in your classroom but aren’t sure how students can apply it in the real world? Joining me in this episode is Pramit Banerjee, a Missouri Western State University sales professor, to share how he builds his sales curriculum to give students the hands-on experience they need. Oh, and sorry, BJ missed this episode. He was in Florida for a sales competition !...

You can’t go into sales with just any mindset. If your students’ mindset is to join the industry only for the money, they may not make it very far. How can professors help students develop the right sales mindset before their first role? Dr. BJ Allen and I are going to tell you how in this episode. Fixed vs. Growth Mindset: Why It Matters BJ opens by pointing out that sales is tough. Students and...

AI has made many changes within the sales industry, including the SDR role. Those in the role will need to focus more on personalization over sequences, but how? Joining us for this episode is Kristie Jones, author and sales professional, to answer that question. She also shares how forward thinking sales education is adapting to keep up with tech savvy and highly informed buyers. From Process to...

No one likes role playing, but it is a necessary part of becoming a successful seller. The good news is there are ways to make it more fun and engaging for students. In this episode, BJ Allen and I share practical tactics to help students get more comfortable with role playing and show professors how to turn it into a meaningful learning experience. Why Role Plays Matter Even though students may r...

After our last conversation on sales competitions, we decided to invite someone who is often behind the scenes of them. In this episode, Detra Montya, a sales professor at Arizona State University, joins us to share what it really takes to pull sales competitions together. She also offers coaching tips for professors on helping students work through challenges, along with useful tools to prepare f...

Did you know that sales reps spend 60% of their day on tasks that don’t directly generate revenue? Much of this time is eaten up by planning and other non-sales activities.  In this episode, BJ and I discuss how sales professors can teach students to plan their day effectively. This helps them stay productive and focus on the activities that drive results. Why Planning Matters ·  In...

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...

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