The Deal Breakdown Podcast Derek Shebby

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).

“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.

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.

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.

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. 

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.