Decoding Sales Peter & Alex

Every 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 negotiation chops ...

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-...

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 outreach and c...

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

* 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 callThis is our first video episode! Find it on YouTube: https://www.youtube.com/watch?v=rzNtJUyjKoAThis episode is sponsored by our friends at Salesroom who are building a video conferencing platform specifically for AE's ...

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 guysThis episode is sponsored b...