The Deal Breakdown Podcast

You need vision to start any company. 

You also need something to sell. 

What happens if your product or service hasn’t been invented yet?

What happens if you think you have a product…

But all you really have is an IDEA of what COULD be a good product.

How would you validate if you’re making something that really helps companies?

More importantly…

What would be your process in closing your FIRST DEAL?

That’s the challenge Brian Hamor had to solve.

In this episode of The Deal Breakdown podcast

Listen to the story of how Brian first got his startup off the ground…

How he found the right client, with the right challenge, for his company’s idea

And turned it into the very first of many deals for his startup.

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

Sometimes in sales we inherit accounts that are “GUARANTEED” deals.

Then we contact them to introduce ourselves and find out…

They HATE us.

AND they want NOTHING to do with us. 

That’s what happened to Aneesh Lal. 

In this episode of The Deal Breakdown podcast

Aneesh shares with us his process of how to repair a broken relationship

Build trust with the client again…

And then deliver incredible value that led to a deal worth 3X the original forecast. 

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

"Yeah we are interested BUT…not right now.”

“Why don’t you call me back in 3 months.”

Hearing that from a customer sucks. 

Especially right after you had a great first appointment! 

What do you do now?

Do you try to create urgency?

Do you take it as the customer isn’t really interested?

Do you just respect their wishes?

In this episode of The Deal Breakdown podcast

Bernadette Garcia shares with us what it means to be 

“Respectfully Persistent”

And how that led to her winning one of the largest new customer wins of the year.

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

Qualifying is one of those skills that take a long time to master in sales.

You work so hard to get that appointment with a new client…

Then once you get in front of them, you see what the opportunity looks like.

The office looks run down…

You’re meeting with them in their kitchen…

You're wondering if you are just wasting your time...

Yeah, all the signs point to moving on and finding a better prospect.

Except Christian saw it differently.

In this episode of The Deal Breakdown podcast, Christian Haerens tells the story of a deal he closed recently that he’ll never forget in his entire career. 

Listen to how Christian qualified a shockingly good opportunity that closed incredibly fast.

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

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 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 Paul's Strategy Led Him To Winning A Deal Worth 5X His Annual Budget

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 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

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 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 Greg Took A Stagnant Deal Straight To The CEO For The Close

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

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 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 Steve’s Friendship He Built With The CEO Had No Impact On Getting The Sale

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 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