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 list In Between Sales Calls podcast full episode list ..read more

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 ..read more

Deal Breakdown Episode: How Christian Locked Out His Competition In The Discovery Meeting 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 ..read more

Deal Breakdown Episode: How the CEOs Preferred Vendor Couldn't Stop Matt Wells From Closing the Deal​ 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 Tr ..read more

Deal Breakdown Episode: 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 s ..read more

Deal Breakdown Episode: How Jesse Found A Way To Use His Own Solution To Create Urgency In His Deal 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 ..read more

Deal Breakdown Episode: How Sarah Bryan closed a deal despite the CEO walking out on the presentation 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 ..read more

Deal Breakdown Episode: How Christine Story Won Over An Account By Being Patient, Persistent, and Professional “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 win ..read more

Deal Breakdown Episode: How Ashley Used Tools to Level Up Her Skills & Then Closed The Fastest Deal In Her Company’s History 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 ..read more

Deal Breakdown Episode: How Joel Revitalized A Dead Deal Through A Visionary Demo 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 t ..read more