Sales 101: The B2B Sales Classroom
Donald C. Kelly & Dr. Bj Allen
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Before You Can Sell, You Must Know Yourself | Cheryl Parks - 29
show notes
What Is The Shadow Discovery Meeting & How You Should Teach It? | Donald C. Kelly & Dr. BJ Allen - 28
Salesforce found that 80% of customers feel salespeople don’t bring enough value to the buying process. At the same time, most sellers think the deal keeps moving forward once the discovery call…
Before You Teach Sales This Semester, Listen to This | Donald C. Kelly & Dr. BJ Allen - 27
What actually makes a sales class effective? Is it the lectures, the role plays, the assignments, or the real-world experience students walk away with?We’re breaking down how sales professors can…
Stop Teaching AI Tools...Do This Instead! | Cherilynn Castleman - 26
How do you teach students to actually use AI effectively instead of just relying on random tools and prompts? We invited Cherilynn Castleman, a sales consultant and professor at Harvard University,…
The Best Way To Utilize AI In Your Sales Class | Donald C. Kelly & Dr. BJ Allen - 25
Over the last few years, AI has made its way into everything. So how do you actually bring it into your sales classroom in a way that prepares students for the real world? We partnered with Stukent…
The Secret to Winning Deals Before Your Competitors Know There’s a Need | Donald C. Kelly & Dr. BJ Allen - 24
Buyers are making decisions before they ever talk to a seller. If your students are not part of that process, they are already out of the running. How do you teach them to become the go-to seller in…
Everything You Need To Know About B2C vs B2B Sales | Patrick Carter - 23
What’s the real difference between B2C and B2B sales? Do students need to go into B2B to build a successful career? And are we teaching the right principles for both?These are the kinds of questions…
How My College Sales Program Prepared Me To Work At Gong.io! | Joseph Wood - 22
What does it take to turn classroom learning into real sales results? Joseph Wood shares how the BYU sales program helped launch his career at Gong.io, where he quickly moved from BDR to Account…
How Using Videos Can Help Sellers Stand Out | Charlie Crump - 21
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,…
Should I Teach Sales Navigator In My Class? | Donald C. Kelly & Dr. BJ Allen - 20
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…
The Future of Sales Education Starts With The Buyer | Bert Paesbrugghe - 19
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…
3 Sales Topics Managers Wish Professors Taught More Often | Donald C. Kelly & Dr. BJ Allen - 18
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 "Needs Vs. Wants" Sales Discovery Fallacy | Donald C. Kelly & Dr. BJ Allen - 17
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…
What Hiring Managers Wish Sales Professors Knew | Greg Zippi - 16
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…
What Every Student Needs To Do On LinkedIn To Land A Job! | Donald C. Kelly & Dr. BJ Allen - 15
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…
From India to the Midwest: Building a Sales Curriculum That Actually Works | Pramit Banerjee - 14
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…
Here's How To Teach Sales Mindset | Donald C. Kelly & Dr. BJ Allen - 13
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…
Is AI Killing The SDR Role? | Kristie Jones, Dr. BJ Allen & Donald C. Kelly - 12
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…
How to Make Sales Role Plays Fun For Students | Donald C. Kelly & Dr. BJ Allen - 11
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…
Collegiate Sales Competitions | Detra Montoya - 10
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,…
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Sales 101: The B2B Sales Classroom has published 31 episodes since December 2025, covering topics in Business, Education.
Sales 101: The B2B Sales Classroom is currently highly active with new episodes weekly. Average episode length is 23m.
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