Episodes of The Deal Breakdown

Ash shares how she actually followed the process, used the tools and applied what she was taught…and closed the fastest deal in her company’s history.

Ash shares how she actually followed the process, used the tools and applied what she was taught…and closed the fastest deal in her company’s history.

Ash shares how she actually followed the process, used the tools and applied what she was taught…and closed the fastest deal in her company’s history.

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.

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.

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.

Aneesh shares with us his process of how to repair a broken relationship

Build trust with the client again…

And then deliver incredible value that led to a deal worth 3X the original forecast.

Bernadette Garcia shares with us what it means to be “Respectfully Persistent”

And how being that way lead to her winning one of the largest new customer wins of the year.

In this episode of The Deal Breakdown podcast, Christian Haerens tells the story of a deal he closed recently that he’ll never forget in his entire career.

Listen to how Christian qualified a shockingly good opportunity that closed incredibly fast.

In the first week of her new job

Her boss sat her down and said…

“Isabel, if we got this ONE company as a client…

I would be SO HAPPY.”

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.

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.

Imagine working on a brand new deal, and your contact leaves the company… four times in a row. Now imagine closing that deal from beginning to end 90% faster than the average deal in your company.

Listen to Greg’s story here.

Learn how Joe Twomey took 2 difficult objections head-on and turned it into a deal worth 6 months of his quota.

Everything was set for the dream deal and
that’s when it all fell apart. In this episode of The Deal Breakdown hear how Steve Dei Rossi learned the hard way that his friendship with the CEO would have no impact on him getting the sale.

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 need to find the reason your offering can really help people.

And when you find that reason, Motivation, Drive, and Passion is never an issue.

Getting that dreaded email from the client, you know the one that goes “Unfortunately, we’re going to have to pass” is typically the end of the story for a deal.

It’s Shark Tank, but with hundreds of judges.

Hear the story behind one of the most interesting deals shared on The Deal Breakdown.

Listen to Emily’s story of how she proved to her management team that the customer could be saved, fought the relentless competition and ultimately won back the customer to secure the largest deal of her career.

Over the years in sales you pick up certain truths. These truths become sales tactics you end up using inside of every deal.

I call these tactics ADVANCED sales skills.

“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.

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.

It’s not something that a brand new salesperson inherently knows, it’s critical skills that have been developed through coaching, discipline, and experience.

“The customer needs to be the hero.” Jason explains how the power of your expertise and your treatment of customers can overcome any competitive situation.

A deal worth half your yearly quota?!? How on earth is that even accomplished? Step into this masterclass from Josh Roth.

There are rare moments where you do such an incredible job selling the value of your offering that the customer asks you to move forward.