The Deal Breakdown Podcast

We are combining this podcast with our In Between Sales Calls podcast.

All future episodes will be on the other podcast.

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.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

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.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

How Julia Shapiro Asked Tough Questions to Reel in a Slow-Moving Client

The questions you learn to ask throughout the years in sales become one of your most valuable tools. That tool comes from being battle-tested. Being able to recognize the scenario/situation from previous deals, and knowing exactly what to ask to catch it before it goes off the rails and is lost. 

A lot of the time those questions are tough. It takes confidence, courage, and advanced sales knowledge to know just what to ask. 

On today's Deal Breakdown Podcast, Julia Shapiro showcases her advanced sales skills and ability to ask her client's the difficult questions that take a client moving at a glacier pace to full speed closing. 

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

Is your company missing out on closing all the business they can bring in?

It could be.

But how could you know for sure?

How could you know what words and phrases regularly speed up your sales cycle?

How could you know which words indicate the highest level of interest a buyer of your product might have?

These were answers Jesse Hunt helped his client solve for their business in today’s Deal Breakdown podcast. 

Learn how Jesse did all this and found a way to use his own solution to discover how to create urgency and bring the deal in before the end of the month. 

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

Having the CEO walk out in the middle of a demo is typically the nail in the coffin for a deal. But, not for Sarah Bryan.

Her next level professionalism, respectful persistence, and incredible due diligence with this client is nothing short of a top performer.

Follow along on her roller coaster of a deal and learn how she made it happen against the odds (including COVID).

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

“I realize we are unhappy with our current vendor, but we have decided to give them one more chance to fix things.” 

That’s a tough thing to hear as a salesperson.

Especially when it means you lost the deal AND you must wait 3 to 5 years for their contract to expire for the next chance at their business. 

What happens if it takes over 8 years?

In this episode of The Deal Breakdown podcast, Christine Story, shows what it means to be patient, persistent and professional in winning over an account that kept giving her bad news.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

There are many roads to success in sales. 

You could always...

Follow the process you’ve been shown. 

Use the tools you’ve been given. 

Apply the training you’ve been taught. 

But not everyone reaches that success. 

We make it too complicated. 

Could it really be that simple?

For Ash Cochran it was. 

In this episode of The Deal Breakdown podcast 

Ash shares how she actually followed the process, used the tools and applied what she was taught...

To close the fastest deal in her company’s history.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

The best salespeople revisit deals over the year that didn’t close.

They comb through those old leads and see what might still have a chance. 

The chances are slim that they are still in the market. 

Most have already chosen a vendor and gone on with their business.

But every now and then, you find a gem that is worth fighting for. 

In this episode of The Deal Breakdown Podcast

Joel Alvarado shares a deal that he brought back from the dead

Found out the customer didn’t think his company could fit their needs

And ended with Joel sharing how his company could make any customer’s vision a reality.

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list

What’s the first thing you do when you start in a new sales territory?

That’s easy….

You look at all the HUGE accounts you have in it! 

You then wonder how large your commission check will be when you start turning those accounts into customers.

What you don’t think about…

Is how strong the competition is that you’re up against. 

That competition that has a better relationship than you do with everyone inside. 

That competition that has had that account for years. 

That competition that is on top of their sales game. 

In this episode of The Deal Breakdown podcast 

Anthony Garcia shares the story of one of his deals that started as the largest opportunity in his territory and ended with him winning an account worth 3X his annual budget. 

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Training academy: "Courses that develop top performing sales teams"
• Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycle
• The Deal Breakdown podcast full episode list
• In Between Sales Calls podcast full episode list