BANT and MEDDIC are two popular sales methodologies. Learn what each of them are for, how to apply them, and how they help you create a more effective sales process. This episode is sponsored by our friends at Salesroom who are building a video conferencing platform specifically for AE's and their buyers to build strong relationships in the virtual world. Built from the ground up specifically for sales interactions with video note-taking, real-time transcription and question detection, and AI-based recommendations, every feature of the platform is meant to help build rapport and trust. Go to ..read more

 Sales and marketing teams need to be able to reach out to prospects cold. But prospects hate getting bombarded by irrelevant messages. What do you do with this necessary channel for building awareness for your company? Peter and Alex debate what makes cold outreach emails bad, what makes them effective, and look for common ground on what you should do if you want to make cold outreach emails that prospects don't hate ..read more

High inflation, negative GDP - possible recession? It doesn't matter what you call it, it matters what you DO. In this episode: ? Peter shares his view of the state of play and how sales teams should be reacting ? How a recessionary environment forces you to up your game and what you need to do differently ? How to forecast and adjust your quotas in the face of uncertainty  ?What to do when a customer wants to renegotiate a contract due to layoffs or lost business ..read more

* How body language and subtle cues can tell you if a deal is on track - or not * How to take the initiative when you get clues that the conversation is going off-track * Cues to look for in a virtual sales environment * How to recreate casual "lobby moments" during a virtual call This is our first video episode! Find it on YouTube: https://www.youtube.com/watch?v=rzNtJUyjKoA This episode is sponsored by our friends at Salesroom who are building a video conferencing platform specifically for AE's and their buyers to build strong relationships in the virtual world. Built from the ground up sp ..read more

Competition is a fact of life and business; in this episode, learn how to sell and win against your competitors. * How to understand what the competition is saying about your weaknesses - and turn it to your favor * Why understanding technology trends is crucial to winning deals against competitors * How to credibly undermine the competition - without seeming petty * Why and when it's OK to lose some deals * How to stay authentic when you're trying to beat the other guys This episode is sponsored by our friends at Salesroom who are building a video conferencing platform specifically for AE's ..read more

Virtual-first selling is here to stay--what does the future hold? How virtual-first and in-person sales will merge into a hybrid sales process When to stay virtual and when and how to leverage face-to-face How virtual sales unlocks access to high level prospects Keeping a prospect's attention in a high-distraction selling environment Buyer-friendly tactics made possible by the freedom of virtual calls Previous episodes mentioned Future of Sales post-COVID - https://www.buzzsprout.com/1260710/episodes/8597153 This episode is sponsored by our friends at Salesroom who are building a video con ..read more

Zoom fatigue, everyone has it because it's taken over our lives. But what makes a seller successful over Zoom? - Zoom etiquette for dealmakers. - Peter's stack rank of Zoom backgrounds (including the weirdest Zoom background he's ever seen). - How tools like Zoom and Slack work together to change the game. - Tips for successful - non-embarrassing - demoing over Zoom. Plus we try out publishing automated transcripts for the first time! Enjoying Decoding Sales? Leave us a rating or review in your favorite podcasting app ..read more

If you build it, will they come? Maybe not. How do you build a modern outbound sales motion that brings in new customers? - Peter's moment of insight about the modern sales motion - How to go beyond cold prospecting - ...and how to do cold outreach without being obnoxious - Why you shouldn't think of inbound and outbound as completely independent - Peter's pep talk for a new rep doing outbound for the first time ..read more

? How do you organize your sales team to scale? ? The importance of aligning your product roadmap and sales org design. ? How do you share knowledge across sales teams and offices? ? The ways sales teams can specialize and how to tell it's time to specialize ..read more

How to navigate the modern sales tools suite to accelerate sales ? What tools do you need beyond your CRM? ? How to close deals faster by bringing data out of Salesforce and into your workflows ? How to pull in publicly available data to make your sales data more useful ?What the future of sales tools might look like Thanks to our episode sponsor, Momentum. Momentum is a no code deal collaboration platform to automate sales workflows. With pre-assembled recipes that seamlessly operationalize sales motions, revenue teams close deals faster, with better accountability and collaboration along t ..read more