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

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

How Reza's Passion For Solving His Client's Pain Points Grew The Size Of His Deal 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 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 Colin Turned A "No" Into An Impressive Deal “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 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 Tom Convinced An Entire Sales Force To Move Forward With His Deal  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 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 Emily Andrews Turned A Dead Deal Into A Full Year Budget Win 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 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 Pete Scanlan Leveraged Advanced Sales Tactics To Win A Competitive Deal “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 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 Ben Wintermute's Passion Got To The Heart Of The Sale "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 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 Jason Madsen's Commitment To Improving His Client's Business Led To A Long Term Partnership "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 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 Brandon Out Sold The Competition By Better Aligning With His Customer​ Hard, cold closing is gone. Especially, in today's pandemic world. What's been ushered in though is much more valuable, Consultant Selling.  It's not something that a brand new salesperson inherently knows, it's critical skills that have been developed through coaching, discipline, and experience. Today, Brandon Hulick tells us about a breakthrough deal he crushed by being a consultant selling expert. You'll hear through his due diligence, patience, and consultative approach how he skillfully brought in this impressive win.  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 Jason Scoggins Expertise And Proposal Strategy Won A Competitive Deal When you build the right kind of brand, the opportunities will follow.  In today's podcast, Jason breaks down his killer deal that he was able to bring in with his impeccable reputation out in the field.  But, bringing in that lead doesn't mean it's a done deal. Jason also explains how the power of your expertise and your treatment of customers can overcome any competitive situation.  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 Josh Roth's Consultative Approach Led His Team To Their Largest Deal In History A deal worth half your yearly quota?!? How on earth is that even accomplished? Well, that unicorn of a deal is just what Josh Roth is breaking down for us today in this episode.  From the carefully crafted steps to ensure that he had a rock-solid champion with the company, to a well-devised plan of ensuring each touch that followed moved this massive deal forward, effortlessly.  Learn how Josh lead his team to the largest deal in their 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 Casey Connolly Sold A Deal Without Even Presenting A Proposal In B2B sales there's a normal sales process all of us must follow in order to reach success.   The rule is the salesperson should never skip steps. It's different, however, for the customer. There are rare moments where you do such an incredible job selling the value of your offering that the customer asks you to move forward.  That happened in this deal. Listen to what Casey did to win a new client, during the pandemic, in a way that is a lesson of what's possible for the rest of us. 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 Derek Shebby and I run Modern Sales Training.  My mission is to help you become a top sales performer, FAST. And all the glory that comes with it.  The quickest way to get there is to keep learning in sales practical and real.  That's why in this podcast, I will be meeting with real B2B salespeople.  People that are selling…Right now. People that are involved in deals...Right now.People that are learning sales by getting out there and taking action.  Each week we'll talk to a B2B salesperson that had a great win.  Together we are all going to learn from it.  Learn about how they found the deal.Learn about how they got the customer interested.Learn about how they prepared and found opportunity in their appointment. Learn about how they did their NEXT stepLearn about how they put together their proposal.Learn about how they created urgency.Learn about how they closed the deal.  But most of all... How they built value throughout.  What they learned and what mistakes they made along the way.  No fluff.  Just deals.  So make sure to hit subscribe on Apple Podcasts, Spotify, or wherever you get your podcasts so you don't miss a new episode 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