Explorez tous les épisodes du podcast In Between Sales Calls

Networking in the sales world today

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 to work at peak efficiency

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

Building an Emotional Connection

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

Why should they pay more for you?

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

Know your worth

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 3 Steps to Cold Calling In Person

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

How Casey Used Her Network To Close A Marquee Account

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

Shopping for a new sales rep

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

Don't Be an A-hole

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 12 Week 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

How Keith Doubled The Size of His Company By Closing an Impossible 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

Schedule your way 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 Own Success Story

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 Final Sales Exam

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

How Jesse Broke Into, Nurtured, and Closed one of the Largest Accounts in His Industry

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

Consistently Doing the Wrong Things

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 Sales Questions of the Week (January)

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 Ultimate Goal Setting Hack

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

50,990 Unread Emails

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 Are Income 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

It's Called Work For a Reason

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 Reason Why Your Deals Always Come Down To 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

There are three different types of sales cycles you might be in. Two are obvious. The third will surprise you.

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 worst thing that can happen 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

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 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

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

www.modernsalestraining.com/Outliers

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 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

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 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

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 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

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

www.modernsalestraining.com/Outliers

"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, 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

How Christian Locked Out His Competition In The Discovery Meeting: Deal Breakdown Bonus Episode

The BIGGEST opportunities are the most competitive sales situations. 

BUT they don’t have to be…

What if you could lay traps along the way to completely lock your competition out of the sale?

That’s exactly what the BEST salespeople do. 

In the latest sales training episode of the Deal Breakdown podcast

Listen to how Christian Krejcik laid the groundwork, inside of the discovery meeting, to lock out all other vendors from even competing in his deal.

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 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 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

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 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

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, 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

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 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

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. 

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

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 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

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.

-- -- --

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

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 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

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 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

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 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

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 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

“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 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

“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 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

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 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