In Between Sales Calls

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 i...

Prospecting can be terrifying in sales.  There’s no denying that fact. What most people don’t know… Is that there is a way to remove that fear.  Learn about how to remove that fear, in this sales training episode of In Between Sales Calls. -- -- -- Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his private coaching community dedicated to achieving record breaking...

How Anthony Stole A Deal From His Top Competitor Worth 3X His Annual Budget: Deal Breakdown Bonus Episode 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 co...

Sales is an incredibly challenging profession. Sure you can make insane money in it… But every day you could face new challenges and never-ending doubt. In this sales training episode of the In Between Sales Calls podcast, I outline a MINDSET HACK that you could use to help you conquer those challenges and get you back focused on doing the right things that lead to success. -- -- -- Take your sale...

How Brian Took A Never Done Before Idea And Turned It Into The First Deal Of His Startup: Deal Breakdown Bonus Episode 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 yo...

How Aneesh Used The 3R’s To Both Save A Customer & Grow Their Deal 3X: Deal Breakdown Bonus Episode 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 o...

In sales you have 2 brands. Your in person brand… And your online brand.  You work so hard to make a great first impression.  What is that professional impression you’re giving over the internet? In this sales training episode of the In Between Sales Calls podcast, learn how to control the message of your sales brand.. -- -- -- Take your sales results to an OUTLIER status. Outliers Community : Joi...

How Bernadette’s Respectful Persistence Won Her A Customer For Life: Deal Breakdown Bonus Episode "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 re...

How Christian Qualified a Shockingly Good Opportunity That Closed Incredibly Fast: Deal Breakdown Bonus Episode 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'r...

Our lives are filled with schedules. Calendars. To Do Lists. Some we care about and commit to… And some we do very poorly. In this sales training episode of the In Between Sales Calls podcast, you will learn how to make sure your calendar, for your career, is set up to take you to the top of your sales stack rankings! -- -- -- Take your sales results to an OUTLIER status. Outliers Community : Join...

How Isabel Hunted Down & Won Over A Dream Client For Her Company: Deal Breakdown Bonus Episode 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...

How Paul's Strategy Led Him To Winning A Deal Worth 5X His Annual Budget: Deal Breakdown Bonus Episode 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 among...

What topics of conversations should you have with your customers?  Which ones are off-limits? How can you keep it light and neutral? In this sales training episode of the In Between Sales Calls podcast you will learn how to make sure your conversations with your clients stay professional and productive. -- -- -- Take your sales results to an OUTLIER status. Outliers Community : Join Derek in his p...

How Steve Used His Knowledge of the Competition to Win an Impressive Deal: Deal Breakdown Bonus Episode 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 Greg Took A Stagnant Deal Straight To The CEO For The Close: Deal Breakdown Bonus Episode 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 Staye...

We are moving into the stretch run. This is a special time of the year for many reasons… Not just because of the holidays but because salespeople typically earn over 60% of their income in 10 weeks. Are you ready to make the most of it? In this sales training episode of the In Between Sales Calls podcast I will help you get prepared for the biggest income earning time of the year. -- -- -- Take yo...

How Joe Repaired His Client's Past Bad Experience & Turned It Into A Deal Worth 6 Months Quota:Deal Breakdown Bonus Episode 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 wor...

The guilty pleasures in life… Binge-watching Netflix Video games Celebrity Gossip Surfing the internet They are OK in moderation right?   Look we know we shouldn’t be wasting too time with these.   But we still do and we KNOW when we are wasting time when we do them. In sales, it’s different.   You are doing things every day and not realizing you are just wasting your time. Going nowhere. How do y...

There’s a not so secret sales weapon that makes the difference in a monthly quota. An easy to implement tactic that any sales person can use, but only the top performers are putting it into action on a daily basis. It’s DEADLINES.  It’s funny how often they’re brushed off by the average sales rep, and yet the top performers never leave it off the table.  In this sales training episode of the In Be...

How Steve’s Friendship He Built With The CEO Had No Impact On Getting The Sale: Deal Breakdown Bonus Episode 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 strat...

How Reza's Passion For Solving His Client’s Pain Points Grew The Size Of His Deal: Deal Breakdown Bonus Episode 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 hel...

Most people who think they are “coachable.” Really aren’t. In the beginning of my sales career my plan was: To learn from people who have the right experience.  To be a sponge and soak up whatever knowledge I could. To work harder than everyone else in the office.  I thought I was coachable. I couldn’t have been more wrong. I learned the hard way to let go of my EGO To accept the fact that I didn’...

How Colin Turned A "No" Into An Impressive Deal: Deal Breakdown Bonus Episode “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....

Forget all the fancy acronyms and methods out there on how to sell. Whether it’s GAP Selling, Sandler, SPIN Selling, NEAT, just settle down. I just can’t take it anymore. They are all practically the same thing with different names. I feel like I’m taking crazy pills. Your success in sales has nothing to do with which training method you use at your organization.  The reality is it’s your selling...

How Tom Convinced An Entire Sales Force To Move Forward With His Deal: Deal Breakdown Bonus Episode 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 intere...