Sales 101: The B2B Sales Classroom

Donald C. Kelly & Dr. Bj Allen 43 - Stop Ghosting Your Customers: The Follow-Up Framework That Wins Referrals | John Rickgram - 41

Sales 101: The B2B Sales Classroom helps college professors teach sales with confidence by bringing the latest insights from industry leaders, students, and educators. Hosted by Donald C. Kelly and Dr. B.J. Allen, co-authors of Professional Selling and Advanced Selling published by Stukent and used in over 90 universities, the show delivers ready-to-use assignments, strategies, and real-world examples to assist professors as they equip the next generation of sales professionals.

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Sales 101: The B2B Sales Classroom

Episodi

Stop Ghosting Your Customers: The Follow-Up Framework That Wins Referrals | John Rickgram - 41

Step-by-Step Guide to Creating a College Sales Curriculum Your Students Will Love | Donald C. Kelly & Dr. BJ Allen - 40

This Is How You Open A Discovery Call | Donald C. Kelly & Dr. BJ Allen - 39

How Do I Get Admin Buy-In Into Your Sales Program | Travis Simkins - 38

Students Still Have an Ugly Perspective of Sales | Farhad Sadeh - 37

Everything You Need To Know About B2C vs B2B Sales | Patrick Carter - 36

We Brought Real Sales Leaders into Class…Here’s What Changed | Kim Rugerio - 35

How to Design Sales Courses that Actually Prepare Students for the Field—Not Just the Final Exam | Rich Kuzmeski - 34

The Difference Between a Complaint vs. An Objection | Donald C. Kelly & Dr. BJ Allen - 33

How To Have Difficult Sales Conversation as a New Seller | Donald C. Kelly & Dr. BJ Allen - 32

Stop Selling, Start Connecting | Tammy Katuin - 31

Turning Your Sales Program Into a Business Magnet | Rob Hammond - 30

Before You Can Sell, You Must Know Yourself | Cheryl Parks - 29

What Is The Shadow Discovery Meeting & How You Should Teach It? | Donald C. Kelly & Dr. BJ Allen - 28

Before You Teach Sales This Semester, Listen to This | Donald C. Kelly & Dr. BJ Allen - 27

Stop Teaching AI Tools...Do This Instead! | Cherilynn Castleman - 26

The Best Way To Utilize AI In Your Sales Class | Donald C. Kelly & Dr. BJ Allen - 25

The Secret to Winning Deals Before Your Competitors Know There’s a Need | Donald C. Kelly & Dr. BJ Allen - 24

Everything You Need To Know About B2C vs B2B Sales | Patrick Carter - 23

How My College Sales Program Prepared Me To Work At Gong.io! | Joseph Wood - 22

How Using Videos Can Help Sellers Stand Out | Charlie Crump - 21

Should I Teach Sales Navigator In My Class? | Donald C. Kelly & Dr. BJ Allen - 20

The Future of Sales Education Starts With The Buyer | Bert Paesbrugghe - 19

3 Sales Topics Managers Wish Professors Taught More Often | Donald C. Kelly & Dr. BJ Allen - 18

The "Needs Vs. Wants" Sales Discovery Fallacy | Donald C. Kelly & Dr. BJ Allen - 17

What Hiring Managers Wish Sales Professors Knew | Greg Zippi - 16

What Every Student Needs To Do On LinkedIn To Land A Job! | Donald C. Kelly & Dr. BJ Allen - 15

From India to the Midwest: Building a Sales Curriculum That Actually Works | Pramit Banerjee - 14

Here's How To Teach Sales Mindset | Donald C. Kelly & Dr. BJ Allen - 13

Is AI Killing The SDR Role? | Kristie Jones, Dr. BJ Allen & Donald C. Kelly - 12

Professional Selling Is Not Sleazy! | George Denman - 08

How to Make Sales Role Plays Fun For Students | Donald C. Kelly & Dr. BJ Allen - 11

From Keurig to The Classroom: Three Things Students Must Know About Professional Selling | Christopher Stevens - 07

Collegiate Sales Competitions | Detra Montoya - 10

Teaching Student How To Do Effective Daily Planning In Sales | Donald C. Kelly & Dr. BJ Allen - 09

2026 Sales Predictions Professors Must Prepare For | Donald C. Kelly & Dr. BJ Allen - 06

Sales Competition | Donald C. Kelly & Dr. BJ Allen - 05

AI Will Replace Salespeople or Will AI Replace Me? | Barry Erickson - 04

We Brought Real Sales Leaders into Class…Here’s What Changed | Kim Ruggiero - 03

How to Design Sales Courses that Actually Prepare Students for the Field—Not Just the Final Exam | Rich Kuzmeski - 02

Step-by-Step Guide to Creating a College Sales Curriculum Your Students Will Love | Donald Kelly and BJ Allen - 01

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