Donald C. Kelly & Dr. Bj Allen
46 episodes listed below
Field-tested sales lessons for the classroom.
Sales 101: The B2B Sales Classroom is a teaching-focused sales show built around classroom-ready B2B practice. Episodes translate sales calls, outreach tools, buyer behavior, and role-play lessons into usable material for professors training early-career sellers.
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Sales 101: The B2B Sales Classroom is a practical education show about teaching B2B selling. It thinks in assignments. Donald C. Kelly and BJ Allen use conversations with educators and sales practitioners to turn familiar sales topics into exercises, examples, and classroom decisions. The center of gravity is not sales bravado. It is preparation. Episodes return again and again to the behaviors students can rehearse before entering the field: researching a prospect, asking discovery questions, listening longer than feels comfortable, using follow-ups, and learning when to stop talking. The show is especially strong on the gap between knowing a sales concept and performing it under pressure. Role plays matter here. So do awkward pauses, buyer questions, messy objections, and the small moments where students learn that a conversation is not a lecture. Several episodes focus on how professors can bring the outside sales world into class, from inviting sales leaders to speak to having students practice creative outreach. Kim Ruggiero’s examples show how industry connections can change a course from abstract preparation into real professional exposure. Rich Kosmeski’s discussion of discovery emphasizes patience, honesty, and the discipline of not jumping at the first opening to pitch. Charlie Crump’s episode brings video outreach, LinkedIn confidence, AI simulations, and ethics into the same teaching conversation. Other installments examine LinkedIn Sales Navigator as part of a modern sales tech stack, making the case that students should understand tools they may be expected to use after graduation. The show also questions oversimplified classroom habits, including the tidy split between needs and wants. Buyer behavior gets serious attention. So does time management, planning, and the everyday discipline sales managers wish new hires already had. The cohosts keep the pace brisk, with enough teasing and side comments to make the classroom feel inhabited rather than scripted. Still, the editorial promise is clear. This is a show for sales professors who want students to practice the work, not merely define it.
Made for: College sales professors and educators who want concrete ways to teach B2B selling. It also suits people looking for classroom-friendly examples for early-career sellers.
What sets it apart: The show treats sales education as applied practice, not generic sales motivation. Its edge is the steady conversion of interviews, tools, and field stories into teachable classroom moves.
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.
Based on 6 episodes we listened to · September 2026
Donald C. Kelly and BJ Allen make collegiate sales instruction concrete through classroom methods, practitioner conversations, and close attention to student behavior.
Sales 101: The B2B Sales Classroom turns sales instruction into a working conversation about what students can practice before entering the field. Donald C.
This is the show that turns awkward sales-role-play silence into a lesson you can actually assign.
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Short reviews from the PlayNext desk, based on the episodes we processed.
Kim Ruggiero turns the sales classroom into a live network where industry access can become student opportunity.
Sales 101: The B2B Sales Classroom frames the classroom as a working sales network, with access to sales executives giving students something sharper than a framework left on a slide.
A focused sales lesson on questions, silence, and the discipline of letting customers think.
Sales training only matters if a student can take it into an actual call, and this episode keeps that standard in view. Rich Kosmeski centers discovery on role-play, pushing students to ask the next question instead of rushing in when a customer says something that seems to…
A grounded case for video outreach that treats simple delivery as a real sales edge.
Charlie Crump's classroom conversation makes a plain case for video outreach: when automation can still feel personal, a recorded note can help a seller cut through the noise. Donald C. Kelly and E.J.
A practical LinkedIn guide for students trying to turn sales class into job-search momentum.
Donald C. Kelly and BJ Allen make a clear case that LinkedIn belongs in the job search itself, not somewhere after it. Their advice stays concrete: use voice messages to stand out, post about projects and lessons learned, and start building a presence and network before…
A classroom-focused sales conversation about stories, partnerships, role play, and AI that works to make sales feel real for students.
Sales 101 opens by setting a clear frame for higher ed sales teachers, then settles into practical classroom ideas. The discussion leans on a Florida sales competition, classroom visits, industry partnerships, and guest speakers who bring active sales experience into the room.
A practical case for treating planning like part of the sales job.
Planning sits at the center of Sales 101, and the show frames it as a sales discipline rather than a calendar chore. Donald C. Kelly and BJ Allen tie cold calling, BDR pressure, and the prospect of spending five hours at week’s end on calls to a simple case for weekly planning,…
Tampa news, explained by the people involved.
Héctor and Beto dissect Mexican grammar, slang, and news in native-speed Spanish conversations.
Small habit changes meet hands-on AI experiments.
A call-in helpline where listener questions turn into reported science and history investigations.
Donald C.
Mike Martin of Fort Hays State University replaced VHS-taped role plays, once recorded with a single static camera, with ChatGPT cold-call practice that students complete on their own time.
Kim Ruggiero explains how 42 years at AT&T and Verizon led her to create Arizona State University’s first professional sales class 18 years ago.
Rich Kosmeski, a sales educator at Oklahoma State, explains how experiential learning prepares students for professional selling through industry research, self-written scripts, and two eight-minute role plays.
Charlie Crump says AI can already personalize sales messages, create sequencing, and build simulations that sound like Jeb Blunt for 30, 40, or 50 reps.
Donald C.
This episode of Sales 101 discusses the differences between sales and buying processes and introduces guest Burt Pabruga.
Two sales educators discuss three sales topics that managers wish were taught more in college courses.
Two sales professors discuss the fallacy of distinguishing between needs and wants in sales discovery, sharing insights from a real experience.
Hosts Donald C.
Donald C.
Donald C.
This episode discusses the importance of teaching sales mindset to students, emphasizing that thinking like a successful salesperson is crucial for overcoming rejection and staying motivated, even for those not entering sales.
Planning takes the lead.
Sales professors Donald C.
Rich shares his journey from aspiring athlete to passionate sales trainer, emphasizing the importance of honesty in sales.