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.


What to listen for

  • Matt’s background & company: [1:00 / 8:22]
  • Why he chose this deal: [12:27]
  • Size of the deal: [36:48] 
  • How did he find the deal: [13:49]
  • What was the first appointment like/First Touch: [19:55]
  • What was the next step: [24:34]
  • The Proposal: [32:15]
  • What Follow Up Was Done: [26:10] 
  • Any Roadblocks in the Sales Process [27:00]
  • Competition: [27:30]
  • Building Value: [29:27]
  • Sales Strategy [30:57]
  • 3 Things That Won The Deal: [37:11]
  • 3 Things He Would Do Differently: [38:49]
  • Words of Wisdom: [42:10]

Links to love 👇👇

More Posts