In Between Sales Calls

How Isabel Hunted Down & Won Over A Dream Client For Her Company: Deal Breakdown Bonus Episode

In the first week of her new job

(Also as the first salesperson hired at the company)

Her boss sat her down and said…

“Isabel, if we got this ONE company as a client…

I would be SO HAPPY.”

Also…

You have no CRM. No database. No book of accounts. 

You have no one to model after but yourself. 

You just have a great team behind you supporting you along the way.

Isabel responded confidently, “Challenge accepted.”

In this weeks The Deal Breakdown podcast, learn how Isabel

Hunted down and won over a dream client for her company.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

How Paul's Strategy Led Him To Winning A Deal Worth 5X His Annual Budget: Deal Breakdown Bonus Episode

Typically the TOP opportunities attract the TOP salespeople.

And when you’re competing against the BEST in the world…

You need to have a solid strategy. 

In this episode of The Deal Breakdown podcast

Listen as Paul Salamanca explains the step by step process of how

He differentiated himself amongst the competition and

Ultimately closed one of the largest deals in his sales career.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

What topics of conversations should you have with your customers? 

Which ones are off-limits?

How can you keep it light and neutral?

In this sales training episode of the In Between Sales Calls podcast you will learn how to make sure your conversations with your clients stay professional and productive.

-- -- --

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 Steve Used His Knowledge of the Competition to Win an Impressive Deal: Deal Breakdown Bonus Episode

Not all offerings are the same in a commodity market.

The best salespeople find out what differentiators they have…

And clearly understand how to use those to fight against the competition. 

Steve Drummond is used to selling in this world.

In this episode of The Deal Breakdown podcast

He shares how he used his CRM to find a great opportunity

And then how he used his knowledge of the competition to close it.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

How Greg Took A Stagnant Deal Straight To The CEO For The Close: Deal Breakdown Bonus Episode

Imagine you’re about to close a deal 

And your contact leaves the company... 

Not one time… but FOUR times in a row!

That leaves you, starting over from scratch each time.

What a rollercoaster!

This happened to Greg Shin, on his 1st deal in a new industry.

Learn how he met that adversity head on and

Stayed professional, persistent and positive

While managing to close this impossible deal

90% faster than the average deal in his company. 

Greg shows the power of perseverance in The Deal Breakdown podcast

It’s a must listen for anyone in B2B sales.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

We are moving into the stretch run.

This is a special time of the year for many reasons…

Not just because of the holidays but because salespeople typically earn over 60% of their income in 10 weeks.

Are you ready to make the most of it?

In this sales training episode of the In Between Sales Calls podcast I will help you get prepared for the biggest income earning time of the year.

-- -- --

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 Joe Repaired His Client's Past Bad Experience & Turned It Into A Deal Worth 6 Months Quota:Deal Breakdown Bonus Episode

Two difficult objections to handle for anyone in sales are:

1) We’ve had a bad experience with your company in the past.

2) We are fine with the way things are right now. (status quo)

Learn how Joe Twomey took both of those objections head-on and turned it into a deal worth 6 months of his quota.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

The guilty pleasures in life…

• Binge-watching Netflix
• Video games
• Celebrity Gossip
• Surfing the internet

They are OK in moderation right?  

Look we know we shouldn’t be wasting too time with these.  

But we still do and we KNOW when we are wasting time when we do them.

In sales, it’s different.  

You are doing things every day and not realizing you are just wasting your time.

Going nowhere.

How do you know what activities are time killers?

In this sales training episode of the In Between Sales Calls podcast, you will learn the most critical aspects of time management and how you can get more done in sales.

-- -- --

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

There’s a not so secret sales weapon that makes the difference in a monthly quota. An easy to implement tactic that any sales person can use, but only the top performers are putting it into action on a daily basis.

It’s DEADLINES. 

It’s funny how often they’re brushed off by the average sales rep, and yet the top performers never leave it off the table. 

In this sales training episode of the In Between Sales Calls podcast, I’m breaking down why it’s essential to have in your sales toolbox, and how to leverage it from BOTH your company and your potential customer.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

How Steve’s Friendship He Built With The CEO Had No Impact On Getting The Sale: Deal Breakdown Bonus Episode

It’s the dream scenario for a salesperson. 

The CEO of a large company agrees to meet with you.

They tell you that they’ve heard of your company.

They are interested in working together. 

That appointment leads to trust and a strong relationship. 

Multiple dinners, golf, discovery and strategy sessions…

Even traveling to a different country for a demonstration. 

Everything was set for the dream deal. 

Except that’s when it all fell apart. 

In this episode of The Deal Breakdown

Hear how Steve Dei Rossi learned the hard way that

His friendship with the CEO would have no impact on him getting the sale.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list