In Between Sales Calls: Recent Episodes
Derek Shebby
In Between Sales Calls, a sales podcast from Derek Shebby and Modern Sales Training (www.modernsalestraining.com),is your quick listen for a sales training podcast that’s packed full of proven sales strategies and sales techniques to help sharpen your sales skills without taking up a huge portion of your day.
Throughout these episodes, I share my firsthand experience of over 16 years in the sales field. From rep to sales manager, Dir. of Training for a Fortune 100 company, and then on to train over 13,000 salespeople worldwide.
Listen on your way to work, the next meeting, or zoom call, and find useful tips that you can use today to start growing your sales and strengthening your career.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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
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
Why should they pay more for you?
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
Know your worth
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 Reason Why Your Deals Always Come Down To Price
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
Too many salespeople use emotional words to influence their prospect to buy. What they don't realize is they way they sell doesn't work at all. 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 you winning business.
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
"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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
“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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
“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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
“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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Prospecting can be terrifying in sales.
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Sales is an incredibly challenging profession.
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
In sales you have 2 brands.
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..
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Our lives are filled with schedules.
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!
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
What topics of conversations should you have with your customers?
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
We are moving into the stretch run.
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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
The guilty pleasures in life…
- 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.
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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
There’s a not so secret sales weapon that makes the difference in a monthly quota. An easy to implement tactic that any sales person can use, but only the top performers are putting it into action on a daily basis.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Most people who think they are “coachable.”
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Forget all the fancy acronyms and methods out there on how to sell. Whether it’s GAP Selling, Sandler, SPIN Selling, NEAT, just settle down. I just can’t take it anymore.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
You hear it every day in sales.
“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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
How To Get Your Sales Message Right [Webinar Special] Part 2
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
How To Get Your Sales Message Right [Webinar Special] Part 1
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
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!
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Have you been getting in your own way with your sales?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Could you be losing commissions by selling yourself?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Benjamin Franklin’s famous saying still rings true today, TIME IS MONEY. It’s one of our most valuable resources, especially in sales.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Communication is the lifeline to everything in this world, especially sales.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
There have been many important moments in my sales career but nothing was more critical than the time I was presented a performance “sell or you’re out,” letter.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Sales is a high stress game where every day we put ourselves out there and hope for the best.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Asking great questions during appointments are a difficult thing to do!
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
I don’t have many rules in sales.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
The waiting place is the place where deals die.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Yeah, you’re not alone.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Preparation is important in sales.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
People are asking…
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
This is the story about that one time I was called Obi-Wan in sales and it wasn’t because I used the force!
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
In today’s podcast, I’m diving into that little piece of paper that holds your whole career history in it… Your resume!
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
There’s only a few salespeople that can be considered the elite, top performers, of your industry. Are you one of them?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
There’s usually a quest to find a mentor to help you in your sales journey.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Your invisible competition is plotting, right now, to take everything from you.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
What’s your selling style? Have you figured out what the right one is for you?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
How do you make sure your business never gets in trouble?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
In the span of just a few weeks, a large majority of us now find ourselves working from home. There are some great conveniences with it, but it also can be quite challenging.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Your sales skills, your set of tools, how organized are they?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Are there new habits you are trying to get started but you just never end up finding the time?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Are you struggling to make your cold calls?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Are you making things too complicated in sales?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Are you making mistakes with your sales pitch?
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
It’s not realistic to think you’ll close a deal every single day.
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list
Episode 1 of In Between Sales Calls
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 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 cycle
- The Deal Breakdown podcast full episode list
- In Between Sales Calls podcast full episode list