PODCAST · business
The Deal Breakdown Podcast
by Derek Shebby
The Deal Breakdown Podcast from Modern Sales Training (www.modernsalestraining.com). The B2B Sales training podcast Giving You The Play By Play On Some Of The Biggest Deals Out There. I’m Derek Shebby and I run Modern Sales Training. My mission is to help you become a top sales performer, and all the glory that comes with it. The quickest way to get there is to keep learning in sales practical and real. That’s why in this podcast, I will be meeting with real B2B salespeople. People that are selling…Right now. People that are involved in deals...Right now. People that are learning sales by getting out there and taking action. Each week we’ll talk to a B2B salesperson that had a great win. Together we are all going to learn from it. Learn about how they found the deal. Learn about how they got the custom
Episodes
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Announcement: This podcast is moving
We are combining this podcast with our In Between Sales Calls podcast. All future episodes will be on the other podcast.
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How Christian Locked Out His Competition In The Discovery Meeting
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...
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How the CEOs Preferred Vendor Couldn't Stop Matt Wells From Closing the Deal
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...
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How Julia Shapiro Asked Tough Questions to Reel in a Slow-Moving Client
How Julia Shapiro Asked Tough Questions to Reel in a Slow-Moving Client The questions you learn to ask throughout the years in sales become one of your most valuable tools. That tool comes from being battle-tested. Being able to recognize the scenario/situation from previous deals, and knowing...
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How Jesse Found A Way To Use His Own Solution To Create Urgency In His Deal
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…
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How Sarah Bryan closed a deal despite the CEO walking out on the presentation
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…
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How Christine Story Won Over An Account By Being Patient, Persistent, and Professional
“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...
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How Ashley Used Tools to Level Up Her Skills & Then Closed The Fastest Deal In Her Company’s History
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...
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How Joel Revitalized A Dead Deal Through A Visionary Demo
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…
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How Anthony Stole A Deal From His Top Competitor Worth 3X His Annual Budget
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...
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How Brian Took A Never Done Before Idea And Turned It Into The First Deal Of His Startup
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...
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How Aneesh Used The 3R’s To Both Save A Customer & Grow Their Deal 3X
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…
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How Bernadette’s Respectful Persistence Won Her A Customer For Life
"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...
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How Christian Qualified a Shockingly Good Opportunity That Closed Incredibly Fast
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…
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How Isabel Hunted Down & Won Over A Dream Client For Her Company
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…
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How Paul's Strategy Led Him To Winning A Deal Worth 5X His Annual Budget
How Paul's Strategy Led Him To Winning A Deal Worth 5X His Annual Budget Typically the TOP opportunities attract the TOP salespeople. And when you’re competing against the BEST in the world… You need to have a solid strategy. In this episode of The Deal Breakdown podcast Listen as Paul Salamanca...
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How Steve Used His Knowledge of the Competition to Win an Impressive Deal
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…
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How Greg Took A Stagnant Deal Straight To The CEO For The Close
How Greg Took A Stagnant Deal Straight To The CEO For The Close 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…
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How Joe Repaired His Client's Past Bad Experience & Turned It Into A Deal Worth 6 Months Quota
How Joe Repaired His Client's Past Bad Experience & Turned It Into A Deal Worth 6 Months Quota 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…
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How Steve’s Friendship He Built With The CEO Had No Impact On Getting The Sale
How Steve’s Friendship He Built With The CEO Had No Impact On Getting The Sale 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...
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How Reza's Passion For Solving His Client’s Pain Points Grew The Size Of His Deal
How Reza's Passion For Solving His Client’s Pain Points Grew The Size Of His Deal It’s said that if you find a job that you love… You never work a day in your life. But it’s more than that. You don’t just find a good work environment. You need to find the reason your offering makes a difference…
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How Colin Turned A "No" Into An Impressive Deal
How Colin Turned A "No" Into An Impressive Deal “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...
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How Tom Convinced An Entire Sales Force To Move Forward With His Deal
How Tom Convinced An Entire Sales Force To Move Forward With His Deal The larger the deal gets, the more complicated it can become. Just imagine having your entire deal… Hinge on your ability to convince your prospect’s entire salesforce… At their annual sales kickoff meeting. It’s Shark Tank…
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How Emily Andrews Turned A Dead Deal Into A Full Year Budget Win
How Emily Andrews Turned A Dead Deal Into A Full Year Budget Win 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...
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How Pete Scanlan Leveraged Advanced Sales Tactics To Win A Competitive Deal
How Pete Scanlan Leveraged Advanced Sales Tactics To Win A Competitive Deal “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…
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How Ben Wintermute’s Passion Got To The Heart Of The Sale
How Ben Wintermute’s Passion Got To The Heart Of The Sale "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…
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How Jason Madsen’s Commitment To Improving His Client’s Business Led To A Long Term Partnership
How Jason Madsen’s Commitment To Improving His Client’s Business Led To A Long Term Partnership "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...
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How Brandon Out Sold The Competition By Better Aligning With His Customer
How Brandon Out Sold The Competition By Better Aligning With His Customer 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...
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How Jason Scoggins' Expertise And Proposal Strategy Won A Competitive Deal
How Jason Scoggins Expertise And Proposal Strategy Won A Competitive Deal: Deal Breakdown Bonus Episode 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…
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How Josh Roth’s Consultative Approach Led His Team To Their Largest Deal In History
How Josh Roth’s Consultative Approach Led His Team To Their Largest Deal In History 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...
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How Casey Connolly Sold A Deal Without Even Presenting A Proposal
How Casey Connolly Sold A Deal Without Even Presenting A Proposal 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…
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Introducing the B2B Deal Breakdown podcast
I’m Derek Shebby and I run Modern Sales Training. My mission is to help you become a top sales performer, FAST. And all the glory that comes with it. The quickest way to get there is to keep learning in sales practical and real. That’s why in this podcast, I will be meeting with real B2B...
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ABOUT THIS SHOW
The Deal Breakdown Podcast from Modern Sales Training (www.modernsalestraining.com).
The B2B Sales training podcast Giving You The Play By Play On Some Of The Biggest Deals Out There.
I’m Derek Shebby and I run Modern Sales Training.
My mission is to help you become a top sales performer, and all the glory that comes with it.
The quickest way to get there is to keep learning in sales practical and real.
That’s why in this podcast, I will be meeting with real B2B salespeople.
People that are selling…Right now.
People that are involved in deals...Right now.
People that are learning sales by getting out there and taking action.
Each week we’ll talk to a B2B salesperson that had a great win.
Together we are all going to learn from it.
Learn about how they found the deal.
Learn about how they got the custom
HOSTED BY
Derek Shebby
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Frequently Asked Questions
How many episodes does The Deal Breakdown Podcast have?
The Deal Breakdown Podcast currently has 32 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Deal Breakdown Podcast about?
The Deal Breakdown Podcast from Modern Sales Training (www.modernsalestraining.com). The B2B Sales training podcast Giving You The Play By Play On Some Of The Biggest Deals Out There. I’m Derek Shebby and I run Modern Sales Training. My mission is to help you become a top sales performer, and all...
How often does The Deal Breakdown Podcast release new episodes?
The Deal Breakdown Podcast has 32 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to The Deal Breakdown Podcast?
You can listen to The Deal Breakdown Podcast on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Deal Breakdown Podcast?
The Deal Breakdown Podcast is created and hosted by Derek Shebby.
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