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

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

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.

Join the OUTLIERS here

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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 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

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 coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

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 company after they finish reviewing the rest of the vendor's proposals.

And then the customer disappears. Like a ghost, they vanish and we are left there with tons of questions.

In this sales training episode of the In Between Sales Calls podcast, I go through the 7 reasons our customer's ghost us and what we can do to get things back on track.

-- -- --

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

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 that matter and goals they plan on achieving in this calendar year.

-- -- --

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

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 Between Sales Calls podcast, I will strip all of the junk away to reveal the easy way to win this sales game.

-- -- --

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

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.

-- -- --

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

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 to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

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. 

-- -- --

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

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, I share a success habit around closing sales that will change your sales results forever.

-- -- --

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

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. 

-- -- --

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

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 price.

-- -- --

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

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).

-- -- --

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

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 customers?

Easy!

Start becoming a source of information.

In this sales training episode of the In Between Sales Calls podcast, learn about the walking trade show and your new responsibility as a sales consultant. 

-- -- --

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

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 sales training episode of the In Between Sales Calls podcast.

-- -- --

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

—

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.

-- -- --

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

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 implement immediately, on how to make a great day out of nothing.

-- -- --

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

“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.

-- -- --

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

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 5 signs that you are running or involved in a broken sales on boarding program.

-- -- --

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

“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 tip on how you can stand out from the pack and improve your results in your sales career.

-- -- --

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

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 most. 

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

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.

-- -- --

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

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 sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

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 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

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: 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

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 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

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 private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

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.

-- -- --

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

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 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

• 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 you know what activities are time killers?

In this sales training episode of the In Between Sales Calls podcast, you will learn the most critical aspects of time management and how you can get more done in sales.

-- -- --

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

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. 

-- -- --

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

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 Between Sales Calls podcast, I’m breaking down why it’s essential to have in your sales toolbox, and how to leverage it from BOTH your company and your potential customer.

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

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’t know everything.

To realize that I needed help. 

Once I did that, I learned what it meant to be coachable. 

Listen to me break down all the steps needed to transform…

You from a “know-it-all”

Into a sales professional with the right mindset to have limitless potential.

Learning why it’s so important to be coachable is the topic in this sales training episode of the In Between Sales Calls Podcast.

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

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 style that’s the real issue. 

In this sales training episode of the In Between Sales Calls podcast, learn about why your selling style doesn’t sell and what you can do about it.

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

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 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

“It’s not about you! It’s about the customer!”

However, it’s easier said than done.

How can you transform into a top sales performer that does this on a regular basis? We tackle that topic in the sales training in this episode of the In Between Sales Calls podcast.

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

These are most definitely tough times for everyone out there, and if you’re in B2B sales you might be asking yourself how exactly do I sell virtually during a pandemic?

I’m going over just that in a special training I created and ran last week. I’ve gotten awesome feedback from it, and am sharing the audio today.

Listen in today for the second part of this special sales training episode of the In Between Sales Calls podcast. It’s an awesome finish to something you will find SO valuable in today’s pandemic selling environment.

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

These are most definitely tough times for everyone out there, and if you’re in B2B sales you might be asking yourself how exactly do I sell virtually during a pandemic?

I’m going over just that in a special sales training I created and ran last week. I’ve gotten awesome feedback from it, and am sharing the audio today on this episode of the In Between Sales Calls podcast.

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

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 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

Are you trying to reinvent the (sales) wheel?

Do you overthink a sales solution while the answer is right in front of you?

In this sales training episode of the In Between Sales Calls podcast, we break down how to keep selling as easy as possible so you can bring in the most money month after month!

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

It’s a technique that most salespeople use, selling themselves, especially in the commodity market. BUT, it’s a profit trap. 

In this sales training episode of the In Between Sales Calls podcast, I explain the habit you MUST acquire to close deals with the highest profit margin (which is the easiest way to make the most $ in sales)

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

"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 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

You work nonstop, every waking hour of the day, but how efficiently are you using your most scarce resource? How often in daily tasks are you squandering away time, when you could be using it differently to push yourself ahead? 

In this sales training episode of the In Between Sales Calls podcast, I’m diving in with an aha moment for myself, and how the best use of your time can turbocharge your career.

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

In every aspect of it! Prospecting. First Meeting. Proposal Presentations. Your communication can make it or break it.

How strong are your communication skills? You got this? You pretty confident?

In this sales training episode of the In Between Sales Calls podcast, I share how overconfidence can hinder your awareness (or lack thereof) with this crucial sales tool, and a best practice habit to ensure you’ve nailed your communication skills… 

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

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 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

In this sales training episode of the In Between Sales Calls podcast, I share all of the details around when I was presented a performance letter and how I responded. Learn more about that story in today’s episode.

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

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 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

Sometimes things go well.

Sometimes they are ugly.

What about when the worst possible outcome occurs?

In this sales training episode of the In Between Sales Calls podcast, listen as I share about my most embarrassing sales moment.

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

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 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

In fact, it’s an advanced skill!

In this sales training episode of the In Between Sales Calls podcast, I share a new way to learn to become a master at asking powerful questions in today’s episode.

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

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 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

But this is one of them that I always follow.  

In this sales training episode of the In Between Sales Calls podcast, I explain what it means to have “no surprises” and what that means for your success.

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

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 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

It’s so easy to get comfortable, grab a chair and wait for a decision. 

However, in this sales training episode of the In Between Sales Calls podcast, you will learn why this is the absolute worst place to be and how to get out of it.

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

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 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

Things are difficult out there to set appointments, get meetings and close deals.  

But there is a way you can get through this.

In this sales training episode of the In Between Sales Calls podcast, I share strategies on how to sell effectively during difficult times in the economy.

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

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 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

Do too much of it, and you’ll never get anything done. 

Do too little, and you wont be successful.

How do you make sure you’re doing enough preparation in sales?

In this sales training episode of the In Between Sales Calls podcast, we talk about what great looks like in terms of preparation for success.

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

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 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

Is it finally time to retire the sales numbers game that has been around since the 10 Commandments? 

In this sales training episode of the In Between Sales Calls podcast, I dive into this heavily debated topic around the sales numbers game and if its no longer relevant.

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

“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 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

In today’s sales training episode of the In Between Sales Calls podcast, I share a story of one of my brightest sales reps who fell off track. How a rock-solid belief that he could succeed and a no-fail sales plan got him to 335% of plan in a month when he started with ZERO prospects. I also layout the plan so you can implement it too!

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

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 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

In this sales training episode of the In Between Sales Calls podcast, you’ll learn how spending just a bit of time in an update, can have some big changes with your current company, and why it’s so important to do so.

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

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 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

In this sales training episode of the In Between Sales Calls podcast, we will explore what do you need to do in order to be an elite sales person at your organization.

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

“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 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

"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 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

Is a mentor right for you?

In this sales training episode of the In Between Sales Calls podcast, we explore the pro’s and con’s in today’s episode of In Between Sales Calls.

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

"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 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

Don’t let them catch you, “out of shape.”  

In this sales training episode of the In Between Sales Calls podcast, you will learn more about who the invisible competition is and how to defeat them.

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

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 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

In sales, figuring out your sales style is similar to answering the question, “what do I want to be when I grow up.”

There’s so many to options to choose from.  

And they don’t always work for every personality either.

In this sales training episode of the In Between Sales Calls podcast, we explore different personality styles to see if it really matters if you are a born salesperson.

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

You run it every day like it is.

Yep. This sky-is-falling mindset, when properly used, can cause you to focus on effective action to reach positive results.   It’s an attitude that will ensure you make it through, even the toughest of times. 

In this sales training episode of the In Between Sales Calls podcast, you will learn how to make sure you’re ready for anything in sales.

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

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 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

In this sales training episode of the In Between Sales Calls podcast, I’m covering 14 success habits that you need to implement now to thrive in our new work from home sales environment.

Even with so much uncertainty and worry out in the world at this moment, we can still breakthrough and have great results. As always, I’m here to help you along the way.

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

Are you sharpening your tried and true techniques or are you letting them rust away while running after the newest shiny tool?  

In the sales training episode of the In Between Sales Calls podcast, I discuss how cleaning out your sales toolbox can change the trajectory of your sales…

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

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 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

In this sales training episode of In Between Sales Calls podcast, I’m going to help you learn how to believe in yourself and start that new habit you’ve been wanting to!

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

Are you feeling the butterflies?

You feeling the need to cold call and find prospects but you just can’t seem to get it together?

In this sales training episode of In Between Sales Calls podcast, I’m going to help you increase your confidence, effectiveness and excitement to prospect and make cold calls.

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

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 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

Are you being taught in away that should make sense but it doesn’t?

Are you asking your team to do things that they should be able to get done, but they aren’t?

In this sales training episode of In Between Sales Calls podcast, I’m going to share with you where we are missing the mark.

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

In this sales training episode of In Between Sales Calls podcast, I’m going to share with you the three success habits that must be done every day if you want to make sure your pitch is effective enough to set appointments consistently.

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

How do you know if you’re doing the right thing in sales?

In this sales training episode of In Between Sales Calls podcast, I’m going to share with you the four critical activities that must be done every day if you want to ensure a long and successful sales career…and you can be confident that they will lead to deals down the road.

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

What does it take to become a top sales performer?

What do they know that you dont?

They have success habits. 

Those essential habits are the difference between the highest earners and the reps struggling to reach their sales quotas. 

In this sales training episode of the In Between Sales Calls podcast, I’m going to share with you one of the crucial secret habits of top sales performers that give them that edge and keep them leading the pack. 

Trust me when I say that you don’t want to miss this.

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

My mission is to help you become a top sales performer, FAST. And all the glory that comes with it! 

Because regardless where you are in your sales career…

Brand new, tenured, a major account professional, sales manager, or a vice president, we all want to be successful in sales. 

Unfortunately, it doesn’t always happen on our timeframe. 

Meanwhile, the top salespeople out there have success habits that they do every day to ensure they stay at the top.

You don’t need to spend hours of your day searching for these habits. In Between Sales Calls is a podcast where you can learn these success habits.

In under 10 minutes. During the day. 

In between you working on the becoming the best salesperson around. 

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 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