In Between Sales Calls

We can do everything right in sales and still have everything go wrong in the end.

We can go above and beyond when prospecting to set that new appointment. We can do a great discovery. We can have amazing next steps. We can put together a tailored proposal that does exactly what the customer is looking to accomplish. We can high-five with our boss as the customer tells us they will be choosing our company after they finish reviewing the rest of the vendor's proposals.

And then the customer disappears. Like a ghost, they vanish and we are left there with tons of questions.

In this sales training episode of the In Between Sales Calls podcast, I go through the 7 reasons our customer's ghost us and what we can do to get things back on track.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

Are you setting your own goals? Or are you just using the goals your company is setting for you?

Goal setting is not some trivial task that you get done for your company. It is an essential part of any successful sales professional.

In this sales training episode of the In Between Sales Calls podcast, I go through 3 success habits I recommend for any salesperson who is serious about setting goals that matter and goals they plan on achieving in this calendar year.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

Your day is packed with responsibilities like preparing for meetings, prospecting, running appointments, creating and presenting proposals, closing, implementations and updating your CRM will all the little details.

It can be both exhausting and overwhelming at times. Is this what it takes to be successful in sales? Are we making it too complicated?

In today's sales training episode of the In Between Sales Calls podcast, I will strip all of the junk away to reveal the easy way to win this sales game.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

Stop writing that sales email. Right now.

It could be killing your chances at getting that sale.

In this sales training episode of the In Between Sales Calls podcast, I share 5 reasons why email is a danger to your pipeline and your future business with your clients.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

"What deal are you closing today?"

That question used to haunt me in my early selling days. It put me into paranoia. It drove me down the path of having commission breath with my prospects.

What happened if I didn't have a deal to close? Would I still have a job? Was this the end of the line for me? Was I not cut out for sales?

In this sales training episode of the In Between Sales Calls podcast, I share a success habit around closing sales that will change your sales results forever.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

How Christian Locked Out His Competition In The Discovery Meeting: Deal Breakdown Bonus Episode

The BIGGEST opportunities are the most competitive sales situations. 

BUT they don’t have to be…

What if you could lay traps along the way to completely lock your competition out of the sale?

That’s exactly what the BEST salespeople do. 

In the latest sales training episode of the Deal Breakdown podcast

Listen to how Christian Krejcik laid the groundwork, inside of the discovery meeting, to lock out all other vendors from even competing in his deal.

Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

“It always comes down to price in sales.”

BUT it doesn’t have to. 

Without clear differentiation, the prospect won’t see a difference in one option versus another. 

That's when you can bet it will come down to the lowest number.

In this sales training episode of the In Between Sales Calls podcast, we explore the power of comparisons and how it’s a critical part in how to sell value and the higher price.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

Current information is the lifeblood of any business.

Information about their current customers, decision making and goals for their organization.

Information about industry peers' success stories, potential challenges coming in the future, and even capitalizing on new emerging technologies to give them an edge.

Top organizations never stop learning. 

What’s the best way you could help your customers?

Easy!

Start becoming a source of information.

In this sales training episode of the In Between Sales Calls podcast, learn about the walking trade show and your new responsibility as a sales consultant. 

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

How the CEOs Preferred Vendor Couldn't Stop Matt Wells From Closing the Deal​: Deal Breakdown Bonus Episode

New CEOs join organizations and bring new expertise, ideas, and they also bring preferred vendors. 

What happens when one of the best accounts in your territory gets the order from the new boss to dump your products and services?

In this sales training episode of the Deal Breakdown podcast, listen in as Matt Wells explains how he approached this dead-end scenario, and followed his sales process to win back the account and win over the CEO.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

I’m going to let you in on a little secret about your sales messaging…

Your competition says they do “the same thing.” 

Yep…

Those things that you say are special about your product or service…

That extra special support your company offers on the back end…

How much your customers love you guys…

They say they offer the same thing. 

Now what do you do?

I talk about how to prepare for battle in this sales training episode of the In Between Sales Calls podcast.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers