Episode 36: Scaling Authentic Sales
Decoding Sales
by Peter & Alex
2w ago
Send us a Text Message. Peter and Alex discuss the state of sales at large companies and what it means to scale authentic sales. They explore the following questions and topics: Can startup sales be relevant at large companies? Why sales training isn't working for large sales teams  What Toyota's innovation with building cars has to do with sales What leaders at public companies can do to reimagine what sales means for their growth and brand Learn more about Peter's bootcamp Sales Sprint and his founder-led sales community, Zero to Hero ..read more
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Episode 35: The Pitch
Decoding Sales
by Peter & Alex
1M ago
Peter and Alex review the elements of an effective pitch: The elevator pitch and leaning into your origin story (regardless of what VCs will tell you) What makes a compelling pitch deck and how not to bore your prospect with deckware Teasing a demo to sell the second meeting Other episodes referenced:  Episode 32: BANT and MEDDIC Episode 3: Call Leadership Learn more about Peter's bootcamp Sales Sprint and his founder-led sales community, Zero to Hero ..read more
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Episode 34: ...And we're back!
Decoding Sales
by Peter & Alex
1M ago
After a break from recording, Peter and Alex are back at it with regular recordings.  Catch-up to hear what Peter and Alex have been up to and how the state of play has changed within startup enterprise sales.  Peter and Alex discuss: Standing out in a hyper competitive environment The importance of establishing founder branding Multi-stakeholder sales in today's environment The role of AI in sales Founders mentioned on the episode for thought leadership examples: Victor Hunt, Ava Julian Park, Bezi Ashu Dubey, Gleen.ai Animesh Koratana, PlayerZero.ai Learn more about Peter's ..read more
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Episode 32: BANT and MEDDIC
Decoding Sales
by Alex Allain
1y ago
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
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Episode 31: Cold outreach - love or hate?
Decoding Sales
by Alex Allain
1y ago
 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
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Episode 30: Recession-proof sales
Decoding Sales
by Alex Allain
2y ago
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
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Episode 29: Decoding Subtle Cues
Decoding Sales
by Alex Allain
2y ago
* 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
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Episode 28: Dealing with the competition
Decoding Sales
by Alex Allain
2y ago
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
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Episode 27: Virtual Sales is Here to Stay
Decoding Sales
by
2y ago
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
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Episode 26: Selling over Zoom
Decoding Sales
by
2y ago
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
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