Latest Enterprise sales Podcast Episodes
Episode 33: Micro-negotiations in everyday life
Decoding Sales - February 15, 2023 17:00 - 48 minutes ★★★★★ - 18 ratingsEvery day you're presented with moments where you can decide whether to take what's offered, or you can negotiate. Most of us take what's offered because it's comfortable and easy, but are you leaving something on the table? Peter and Alex share expert strategy for mastering negotiations with ve...
Episode 32: BANT and MEDDIC
Decoding Sales - December 12, 2022 16:00 - 38 minutes ★★★★★ - 18 ratingsBANT 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 th...
Episode 31: Cold outreach - love or hate?
Decoding Sales - October 03, 2022 16:00 - 22 minutes ★★★★★ - 18 ratingsSales 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 e...
Episode 30: Recession-proof sales
Decoding Sales - August 15, 2022 15:00 - 39 minutes ★★★★★ - 18 ratingsHigh 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 ...
Episode 29: Decoding Subtle Cues
Decoding Sales - July 29, 2022 15:00 - 49 minutes ★★★★★ - 18 ratings* 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 f...
Episode 28: Dealing with the competition
Decoding Sales - May 31, 2022 14:00 - 36 minutes ★★★★★ - 18 ratingsCompetition 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 competi...
Episode 27: Virtual Sales is Here to Stay
Decoding Sales - April 01, 2022 16:00 - 27 minutes ★★★★★ - 18 ratingsVirtual-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 attentio...
Episode 26: Selling over Zoom
Decoding Sales - February 28, 2022 14:00 - 24 minutes ★★★★★ - 18 ratingsZoom 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 chan...
Episode 25: Modern Outbound Sales
Decoding Sales - February 14, 2022 14:00 - 32 minutes ★★★★★ - 18 ratingsIf 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 thi...
Modern Outbound Sales
Decoding Sales - February 14, 2022 14:00 - 32 minutes ★★★★★ - 18 ratingsIf 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 thi...
Episode 24: How to scale your sales org
Decoding Sales - November 30, 2021 16:00 - 25 minutes ★★★★★ - 18 ratings💸 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?
Episode 23: Accelerating your sales using modern tools
Decoding Sales - November 10, 2021 14:00 - 32 minutes ★★★★★ - 18 ratingsHow 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 sale...
Episode 22: Effectively managing a sales team
Decoding Sales - October 26, 2021 15:00 - 28 minutes ★★★★★ - 18 ratings🛤 Career tracks in sales vs engineering. 🏁 The importance of staying in the trenches to be a sales leader. 💲 Setting and managing the sales team's quota. 💸 How to manage + raise quotas as a team grows. 😰 How to tell if your sales leader is mismanaging the team.
How to debug a broken sales process
Decoding Sales - September 28, 2021 04:00 - 30 minutes ★★★★★ - 18 ratingsWhat to do when you aren't making the sales. ❓ The first question to ask when debugging the process. 🎎 How to figure out the right buyer persona for your product. 🪓 How to tell you should fire your sales leader. 🔬 The importance of being hands-on when sales isn't working.
Episode 21: How to debug a broken sales process
Decoding Sales - September 28, 2021 04:00 - 30 minutes ★★★★★ - 18 ratingsWhat to do when you aren't making the sales. ❓ The first question to ask when debugging the process. 🎎 How to figure out the right buyer persona for your product. 🪓 How to tell you should fire your sales leader. 🔬 The importance of being hands-on when sales isn't working.
Episode 20: Rookie Mistakes
Decoding Sales - September 08, 2021 13:00 - 34 minutes ★★★★★ - 18 ratingsWhat rookie salespeople get wrong - and how to avoid them. Key mindset shifts for new salespeople - and how to know you're making them Key rites of passage How new salespeople throw away leads too quickly How to get feedback and support as a founder Resources and links Episode on the price...
Episode 19: Emails that get results
Decoding Sales - August 24, 2021 02:00 - 32 minutes ★★★★★ - 18 ratingsHow to write emails that get results - and when to switch to other channels. - How do you know when an email you're writing is too long - How Peter uses the "phone test" to tell if his email is going to get a response - When - and how - to switch to text messages, phone or Slack (an...
Episode 18: Sales Myths
Decoding Sales - July 30, 2021 03:00 - 41 minutes ★★★★★ - 18 ratingsFacts and myths about salespeople What really motivates salespeople (it's not just the number!) What shapes customer perceptions of sales (it's not the average sales person) Peter confesses that as a professional sales leader, he doesn't know how to play golf (and why golf isn't an essential...
Episode 17: Sales and Legal
Decoding Sales - July 23, 2021 03:00 - 30 minutes ★★★★★ - 18 ratingsSigning a deal is a legally binding agreement - and legal negotiations can kill deals. Learn the ins-and-outs of navigating the landmines separating you from the prize: how to avoid complex legal negotiations in the first place When you have to negotiate, where to give - and where to hold fi...
Episode 16: End of Quarter Rush
Decoding Sales - July 01, 2021 05:00 - 36 minutes ★★★★★ - 18 ratingsPeter relives some end of quarter moments and discuss what it's like to experience that final inning rush. What does it feel like to manage the end of quarter close? How to prepare for the end of the quarter ... at the start of the quarter How Peter manages the stress of both the buyer and h...
Episode 15: Early Adopters
Decoding Sales - June 17, 2021 14:00 - 40 minutes ★★★★★ - 18 ratingsLearn to catalyze revenue growth through your early customer community. How your first customers differ from later customers The formula for finding and winning those customers (and avoiding the wrong first customers) The formula for creating systems to turn your first customers into referra...
Episode 14: Future of Sales after COVID
Decoding Sales - May 27, 2021 15:00 - 30 minutes ★★★★★ - 18 ratingsPeter shares his experiences adapting to COVID, and How COVID upended and accelerated the traditional sales process The new profile of the ideal salesperson What happens when things return to normal, what's changed for good, and what opportunities are opening up Let us know - how have you s...
Episode 14: Post-COVID Sales
Decoding Sales - May 27, 2021 15:00 - 30 minutes ★★★★★ - 18 ratingsPeter shares his experiences adapting to COVID, and How COVID upended and accelerated the traditional sales process The new profile of the ideal salesperson What happens when things return to normal, what's changed for good, and what opportunities are opening up Let us know - how have you s...
Episode 13: Peter's Journey
Decoding Sales - April 29, 2021 15:00 - 55 minutes ★★★★★ - 18 ratingsHow Peter got his start in sales The two key ingredients to advancing to sales leadership How Peter thinks about finding the right company Overcoming stereotypes and how Peter flipped the script to turn perceived weaknesses into strengths
Episode 12: CRM 101
Decoding Sales - April 19, 2021 15:00 - 38 minutes ★★★★★ - 18 ratingsHow to pick and set up your first CRM tool. What CRM does Peter recommend? How to quickly set up your CRM so you can get back to selling Common pitfalls setting up a CRM Beyond CRMs - what other tools do you need? As a bonus - what will the next wave of successful sales tools look like?
Episode 11: Team Sport
Decoding Sales - March 15, 2021 15:00 - 30 minutes ★★★★★ - 18 ratingsHow engineering and product contribute to closing deals How NBCUniversal took a leap of faith on the Dropbox's team and vision How a team-oriented approach build trust when selling a roadmap and vision When to pull in the CEO...and a story of Peter pulling in his CEO at just the wrong time ...
Episode 11: It Takes a Village
Decoding Sales - March 15, 2021 15:00 - 30 minutes ★★★★★ - 18 ratingsHow engineering and product contribute to closing deals How NBCUniversal took a leap of faith on the Dropbox's team and vision How a team-oriented approach build trust when selling a roadmap and vision When to pull in the CEO...and a story of Peter pulling in his CEO at just the wrong time ...
Episode 10: Sales Compensation
Decoding Sales - March 01, 2021 16:00 - 35 minutes ★★★★★ - 18 ratingsHow sales comp is structured - including real talk about numbers How do you set a quota? More sophisticated bonus structures - how to incentivize business value beyond deal price How to change quotas as the business changes, without burning our your sales team The best compensation plans Pe...
Episode 9: The First Sales Hire
Decoding Sales - February 16, 2021 04:00 - 36 minutes ★★★★★ - 18 ratings📅 When to hire your first salesperson - and how to find them. ❗ Mistakes technical founders make in hiring and evaluation. ⚙ Why your first sales hire need to think like a technologist. 🤝 What you should NEVER compromise on. 🚀 How to sell them on your company before you've taken off. 💰 And ...
Episode 8: Effective Demos
Decoding Sales - February 08, 2021 15:00 - 31 minutes ★★★★★ - 18 ratingsFind out how CEOs blow their demos - while thinking the call went great. How to prepare for a demo without sounding scripted. How Peter handles curveball questions during a demo. Why feature dumping doesn't work - and what to do instead. How to handle a distracted prospect. Getting meaningf...
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