In Between Sales Calls

How Reza's Passion For Solving His Client’s Pain Points Grew The Size Of His Deal: Deal Breakdown Bonus Episode

It’s said that if you find a job that you love…

You never work a day in your life. 

But it’s more than that. 

You don’t just find a good work environment. 

You need to find the reason your offering makes a difference in the world. 

You need to find the reason your offering can really help people. 

And when you find that reason…

Motivation, Drive, and Passion is never an issue. 

You create your own activity targets and your own performance goals. 

Because you know that it’s not just about the money.

It’s about all the people you help along the way.

In the 11th episode of The Deal Breakdown podcast

Learn how Reza Sharghi's passion for solving his client’s pain points grew the size of his deal.

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

Most people who think they are “coachable.”

Really aren’t.

In the beginning of my sales career my plan was:

To learn from people who have the right experience. 

To be a sponge and soak up whatever knowledge I could.

To work harder than everyone else in the office. 

I thought I was coachable.

I couldn’t have been more wrong.

I learned the hard way to let go of my EGO

To accept the fact that I didn’t know everything.

To realize that I needed help. 

Once I did that, I learned what it meant to be coachable. 

Listen to me break down all the steps needed to transform…

You from a “know-it-all”

Into a sales professional with the right mindset to have limitless potential.

Learning why it’s so important to be coachable is the topic in this sales training episode of the In Between Sales Calls Podcast.

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 Colin Turned A "No" Into An Impressive Deal: Deal Breakdown Bonus Episode

“Unfortunately, we are going to pass on your offer.”

Seeing that written in an email could be a real downer.

Especially when you counted on the deal coming in.

That could be the end of your chances. 

OR you could find another way to keep the deal alive.

That’s exactly what Colin Day did.

He used his knowledge of the A.B.C’s of sales

To re-engage his customer and close them in an impressive win.

Listen to how he found the deal, developed it…

And ultimately handled this mirage of “no hope…”

In today’s The Deal Breakdown Podcast.

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

Forget all the fancy acronyms and methods out there on how to sell. Whether it’s GAP Selling, Sandler, SPIN Selling, NEAT, just settle down. I just can’t take it anymore.

They are all practically the same thing with different names. I feel like I’m taking crazy pills.

Your success in sales has nothing to do with which training method you use at your organization.  The reality is it’s your selling style that’s the real issue. 

In this sales training episode of the In Between Sales Calls podcast, learn about why your selling style doesn’t sell and what you can do about 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 Tom Convinced An Entire Sales Force To Move Forward With His Deal: Deal Breakdown Bonus Episode

The larger the deal gets, the more complicated it can become. 

Just imagine having your entire deal…

Hinge on your ability to convince your prospect’s entire salesforce…

At their annual sales kickoff meeting. 

It’s Shark Tank, but with hundreds of judges.

Hear the story behind one of the most interesting deals shared on The Deal Breakdown.

Thomas Boccard is at the mic. 

So you know this is going to be good.

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 Emily Andrews Turned A Dead Deal Into A Full Year Budget Win: Deal Breakdown Bonus Episode

It happens every day in sales. 

Someone on your team loses an important account that swears they will never do business with your company again. 

You inherit that lost customer.

Even your manager tells you to not waste your time. 

Most people would just take their word for it. 

Not Emily Andrews. 

In this episode of The Deal Breakdown, listen to Emily’s story of how she proved to her management team that the customer could be saved, fought the relentless competition and ultimately won back the customer to secure the largest deal of her 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

You hear it every day in sales. 

“It’s not about you! It’s about the customer!”

However, it’s easier said than done.

How can you transform into a top sales performer that does this on a regular basis? We tackle that topic in the sales training in this episode of the In Between Sales Calls podcast.

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 Pete Scanlan Leveraged Advanced Sales Tactics To Win A Competitive Deal: Deal Breakdown Bonus Episode

“No Cowboys.  You Don’t Win Deals By Yourself.” 

Over the years in sales you pick up certain truths. 

Things you had to learn the hard way…by losing big deals. 

These truths become sales tactics…

Tactics you end up using inside of every deal. 

I call these tactics ADVANCED sales skills. 

Pete shares many of these skills with us

And how he used them to close a competitive deal

In this weeks The Deal Breakdown.

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 Ben Wintermute’s Passion Got To The Heart Of The Sale: Deal Breakdown Episode

"You have to care about people. When you care about people, they can feel it."

This episode is about passion. This episode is about believing in what you do and how it matters to your customer.

Learn about how Ben showed a tremendous amount of heart in one of the most touching deals ever shared on The Deal Breakdown.

What you sell matters in peoples lives. Sometimes in ways you could never expect.

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 Jason Madsen’s Commitment To Improving His Client’s Business Led To A Long Term Partnership: Deal Breakdown Episode

"Jason's my guy."

There's no greater compliment you can get from one of your customers than to hear out of their mouth how you are their trusted advisor.

Learn about how Jason took an account that had fallen off of his company's radar, and took steps towards building a long-term business partnership.

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