In Between Sales Calls

Networking in the sales world today 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 listIn Between Sales Calls podcast full episode list

How to work at peak efficiency 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 listIn Between Sales Calls podcast full episode list

Building an Emotional Connection 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 listIn Between Sales Calls podcast full episode list

Why should they pay more for you? 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 listIn Between Sales Calls podcast full episode list

Know your worth 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 listIn Between Sales Calls podcast full episode list

The 3 Steps to Cold Calling In Person 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 listIn Between Sales Calls podcast full episode list

How Casey Used Her Network To Close A Marquee Account 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 listIn Between Sales Calls podcast full episode list

Shopping for a new sales rep 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 listIn Between Sales Calls podcast full episode list

Don't Be an A-hole 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 listIn Between Sales Calls podcast full episode list

My 12 Week Year 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 listIn Between Sales Calls podcast full episode list

How Keith Doubled The Size of His Company By Closing an Impossible 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 listIn Between Sales Calls podcast full episode list

Schedule your way to success 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 listIn Between Sales Calls podcast full episode list

Your Own Success Story 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 listIn Between Sales Calls podcast full episode list

Your Final Sales Exam 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 listIn Between Sales Calls podcast full episode list

How Jesse Broke Into, Nurtured, and Closed one of the Largest Accounts in His Industry Deal Breakdown episode 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 listIn Between Sales Calls podcast full episode list

Consistently Doing the Wrong Things 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 listIn Between Sales Calls podcast full episode list

The Sales Questions of the Week (January) 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 listIn Between Sales Calls podcast full episode list

The Ultimate Goal Setting Hack 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 listIn Between Sales Calls podcast full episode list

50,990 Unread Emails 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 listIn Between Sales Calls podcast full episode list

What Are Income Outliers? 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 listIn Between Sales Calls podcast full episode list

It's Called Work For a Reason 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 listIn Between Sales Calls podcast full episode list

The Reason Why Your Deals Always Come Down To Price 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

Social selling is all the buzz these days. But is it something that will yield you actual results or become something more dangerous altogether? In this sales training episode on the In Between Sales Calls podast, I share my own personal experiences using the LinkedIn social networking platform and how I recommend B2B salespeople out there use it to get new business.

Too many salespeople use emotional words to influence their prospect to buy. What they don't realize is they way they sell doesn't work at all. In fact, buyers hate it! In this sales training episode, you will learn if your use of emotional words is getting in the way of you winning business.

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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

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.

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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

"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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

“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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

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.  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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

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. 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

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… Your competition says they offer the same thing.   Now what do you do? I talk about how to prepare for battle in this episode of the In Between Sales Calls podcast.  

How Julia Shapiro Asked Tough Questions to Reel in a Slow-Moving Client: Deal Breakdown Bonus Episode 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

How Jesse Found A Way To Use His Own Solution To Create Urgency In His Deal: Deal Breakdown Bonus Episode 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

What grade would you give yourself on the quality of the proposals you present? — Use this scale: “F” - Just a page with pricing on it. All the way up to… “A” - It sells for you when you’re not there.   — Regardless of what your grade is…it can always improve. In this episode of the In Between Sales Calls podcast, we talk about the 6 questions every proposal must answer.

How do you have a great sales year? Have 12 great sales months. How do you have a great sales month? Have 20 great sales days. Is it as simple as that sounds? It can be. What if you don't have a great day planned? Heck, what if you don't have anything planned? Can you still save the day? In this episode of In Between Sales Calls podcast, I share 10 practical tips, that you can implement immediately, on how to make a great day out of nothing.

How Sarah Bryan closed a deal despite the CEO walking out on the presentation: Deal Breakdown Bonus Episode 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

How Christine Story Won Over An Account By Being Patient, Persistent, and Professional: Deal Breakdown Bonus Episode “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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

Most sales organizations have lackluster on boarding programs. The company spends so much time and money to ensure they get the right candidate to join the team, only to leave them high and dry once they start. It's not always apparent if there are problems. However, there are the obvious red flags to watch out for. Here are 5 signs that you are running or involved in a broken sales onboarding program.

"It always comes down to price..." "The customer thinks our offerings are the same..." "There's no way I can sell value!" It may seem hopeless. But the best salespeople know something you don't. It's that differentiating yourself is easier than you think and doesn't require much effort. In this bonus episode of In Between Sales Calls, Jason Scoggins shares a practical tip on how you can stand out from the pack and improve your results in your sales career.

“I would never give up on my sales rep.”  This is said by most sales managers that mean well.  Except, it’s a lot easier said than done.  Helping our people when they are struggling is something we have to dive in and dig deep to fix.   This episode will give you some ideas on how you could go about doing that.  

How Ashley Used Tools to Level Up Her Skills & Then Closed The Fastest Deal In Her Company's History: Deal Breakdown Bonus Episode 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

How Joel Revitalized A Dead Deal Through A Visionary Demo: Deal Breakdown Bonus Episode 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 cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list