Sales Sabotage: Emotionally Resetting After a Busted Deal

To Daryl Faulkner, Account Director at Heritage Werks, “patient tenacity” isn’t just a phrase — it’s a proven strategy. In this episode, Daryl breaks down how he closed a surprising incremental deal with a legacy client known for not having budget. He also shares how attentive listening, long-term relationship building, and asking the right questions set him up to capitalize when a new budget opportunity appeared. We also discuss why rapport matters more than the pitch, how he’s developed presentation skills into a true superpower, and the surprising sales lessons he learned as a paperboy.

Join us as we discuss:

• [2:10] Playing the waiting game with a client who has no budget spend

• [15:30] Reframing busted deals into potential opportunities

• [25:41] When someone sabotages your meeting and firing clients 

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