Decoding Sales

Peter & Alex
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Decoding Sales Podcast

A podcast where an engineer (Alex Allain, CTO @ U.S. Digital Response) and salesperson (Peter Ahn, Tech sales coach) demystify what it means to build meaningful business relationships in the modern age. 

  1. 7 AUG

    Episode 38: When not to chase shiny logos

    Send us a textPeter and Alex discuss founder-led sales mistake #2: Spending too much time on bad-fit leads. They dive into:What makes a bad-fit lead? How do you qualify for fit and what questions can you ask to get clarity around this?When are some examples you may continue working with non-ICP customers? How do you know when to eject out of a deal midstream?Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

    26 min

  2. 16 JUL

    Episode 37: Avoid this founder-led sales mistake

    Send us a textPeter and Alex discuss one of the most common founder-led sales mistakes he's seen early stage founders make: assuming they have a brand when initiating outbound sales. They dive into: Why establishing a digital footprint ahead of going outbound is importantThe value of offering lead magnets and thought leadership content ahead of asking for a meetingWhy personalization may not be what it once wasHow to get your digital brand started and tips to start posting on Linked...

    34 min

  3. 3 JUL

    Episode 36: Scaling authentic sales

    Send us a textPeter 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 salesWhat leaders at public companies can do to reimagine what sales means for their growth and brandLearn more about Peter's on-demand sales coaching service and...

    42 min

  4. 19 JUN

    Episode 35: The pitch

    Send us a textPeter 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 deckwareTeasing a demo to sell the second meetingOther episodes referenced: Episode 32: BANT and MEDDICEpisode 3: Call LeadershipLearn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

    45 min

  5. 3 JUN

    Episode 34: ...And we're back!

    Send us a textAfter 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 environmentThe importance of establishing founder brandingMulti-stakeholder sales in today's environmentThe role of AI in salesFounders mentioned on the episode for thought leadership examples:Victor Hunt,...

    36 min

  6. 15/02/2023

    Episode 33: Micro-negotiations in everyday life

    Send us a textEvery 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 vendors, sales staff, contractors, and even friends. Learn to build stronger relationships, reach win-win outcomes and secure fairer deals for everyone, while also sharpening your your nego...

    49 min

  7. 12/12/2022

    Episode 32: BANT and MEDDIC

    Send us a textBANT 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 dete...

    38 min

  8. 03/10/2022

    Episode 31: Cold outreach - love or hate?

    Send us a text 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.For more on outbound and how to be successful with cold ...

    23 min
See All (38)

About

A podcast where an engineer (Alex Allain, CTO @ U.S. Digital Response) and salesperson (Peter Ahn, Tech sales coach) demystify what it means to build meaningful business relationships in the modern age. 

Information

  • Creator
    Peter & Alex
  • Years Active
    2020 - 2024
  • Episodes
    38
  • Rating
    Clean
  • Copyright
    © 2024 Decoding Sales
  • Show Website
    Decoding Sales

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