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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