31 episodes

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 customer interested.Learn about how they prepared and found opportunity in their appointment. Learn about how they did their NEXT stepLearn about how they put together their proposal.Learn about how they created urgency.Learn about how they closed the deal. 

But most of all...


How they built value throughout. 


What they learned and what mistakes they made along the way. 


No fluff. 


Just deals. 


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 Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

The Deal Breakdown Podcast Derek Shebby

    • Business
    • 5.0 • 9 Ratings

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 customer interested.Learn about how they prepared and found opportunity in their appointment. Learn about how they did their NEXT stepLearn about how they put together their proposal.Learn about how they created urgency.Learn about how they closed the deal. 

But most of all...


How they built value throughout. 


What they learned and what mistakes they made along the way. 


No fluff. 


Just deals. 


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 Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    How Christian Locked Out His Competition In The Discovery Meeting

    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 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.


    More from Modern Sales Training:


    Modern Sales Training website: "Sales Training with Proven Results"Modern Sales Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    • 53 min
    How the CEOs Preferred Vendor Couldn't Stop Matt Wells From Closing the Deal​

    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 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.


    More from Modern Sales Training:


    Modern Sales Training website: "Sales Training with Proven Results"Modern Sales Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    • 45 min
    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

    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 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. 


    More from Modern Sales Training:


    Modern Sales Training website: "Sales Training with Proven Results"Modern Sales Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    • 30 min
    How Jesse Found A Way To Use His Own Solution To Create Urgency In His Deal

    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 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. 


    More from Modern Sales Training:


    Modern Sales Training website: "Sales Training with Proven Results"Modern Sales Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    • 38 min
    How Sarah Bryan closed a deal despite the CEO walking out on the presentation

    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 of a deal and learn how she made it happen against the odds (including COVID).


    More from Modern Sales Training:


    Modern Sales Training website: "Sales Training with Proven Results"Modern Sales Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    • 34 min
    How Christine Story Won Over An Account By Being Patient, Persistent, and Professional

    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 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.


    More from Modern Sales Training:


    Modern Sales Training website: "Sales Training with Proven Results"Modern Sales Training academy: "Courses that develop top performing sales teams"Find a sales training course: Find the best sales training courses that will help you improve your sales skills in all parts of the sales cycleThe Deal Breakdown podcast full episode listIn Between Sales Calls podcast full episode list

    • 23 min

Customer Reviews

5.0 out of 5
9 Ratings

9 Ratings

DallasSchwab ,

Awesome!

I just started a new sales job that required a mindset change from where I was before. Hearing all the different breakdowns has already helped me in how I prospect and sell. Derek does a great job pulling out what we as salespeople need to hear to learn, grow, and stay motivated!

WinnyTheMute ,

Sales stories from sales people

Keeps it real and applicable to people still in the field. Derek knows how to get the best stories out of people.

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