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: "Cour ..read more

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: "Co ..read more

We are combining this podcast with our In Between Sales Calls podcast. All future episodes will be on the other podcast ..read more

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 j ..read more

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 sa ..read more

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 dev ..read more

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 Resul ..read more

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 bes ..read more

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 Sal ..read more

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 web ..read more