In Between Sales Calls

No one will care more than you about this... Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER. www.modernsalestraining.com/Outliers

Are you doing enough? Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER. www.modernsalestraining.com/Outliers

My thoughts on if you should become a sales manager or not. Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER. www.modernsalestraining.com/Outliers

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. -- -- -- Take your sales resul...

Too many salespeople use emotional words to influence their prospect to buy. What they don't realize is that the way they sell doesn't work. 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 your winning business. -- -- -- Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his private coachi...

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...

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...

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 Betw...

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. -- -- -- Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his private coaching community dedicated t...

"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,...

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...

“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...

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 custom...

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,...

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… They say they offer the same thing.  Now what do you do? I talk about how to prepare for battle in this...

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. ...

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...

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 sales training episode of the In Between Sales Calls podcast, we talk about the 6 questions every proposal must answer. -- -- -- T...

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 sales training episode of In Between Sales Calls podcast, I share 10 practical tips, that you can imple...

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 coas...

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 cha...

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. In this sales training episode of the In Between Sales Calls podcast, we cover...

“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 the first bonus sales training episode of the In Between Sales Calls Podcast, Jason Scoggins shares a practical t...

“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 sales training episode of the In Between Sales Calls podcast, we will give you some ideas on how you could go about supporting our people when they need us the mo...

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 t...