33 episodes

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. 

Decoding Sales Peter & Alex

    • Business
    • 5.0 • 18 Ratings

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. 

    Episode 33: Micro-negotiations in everyday life

    Episode 33: Micro-negotiations in everyday life

    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 for those big ticket items. Learn actionable tactics, powerful phrases, and the key mindset to build your negotiation skill in everyday life and never feel taken advantage of again.

    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 salesroom.com to get access!

    • 48 min
    Episode 32: BANT and MEDDIC

    Episode 32: BANT and MEDDIC

    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 salesroom.com to get access!

    • 38 min
    Episode 31: Cold outreach - love or hate?

    Episode 31: Cold outreach - love or hate?

     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 cold calling, visit Belal Batrawy's #deathtofluff resource hub 

    • 22 min
    Episode 30: Recession-proof sales

    Episode 30: Recession-proof sales

    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

    • 39 min
    Episode 29: Decoding Subtle Cues

    Episode 29: Decoding Subtle Cues

    * 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 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 salesroom.com to get early access!

    • 49 min
    Episode 28: Dealing with the competition

    Episode 28: Dealing with the competition

    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 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. Salesroom is opening up access to their beta program. Go to salesroom.com to get early access!

    Enjoying Decoding Sales? Leave us a rating or review in your favorite podcasting app!

    • 36 min

Customer Reviews

5.0 out of 5
18 Ratings

18 Ratings

Jc0ol ,

The most useful guide to selling I’ve found!

Decoding sales is one of the most useful guides to selling that I’ve ever come across. Alex and Peter do an incredible job breaking down the sales process in a way that is immediately actionable. It's refreshing to be reminded that this is an interaction between humans at the end of the day, and that the best outcomes come from listening closely, being transparent, and seeking win-win opportunities. Their step-by-step guidance based on experiences at Dropbox covers all aspects of selling from how to run effective sales meetings to closing the sale.

45678325 ,

Thoughtful content

Peter and Alex are super thoughtful in their content, provide lots of concrete examples, and are a joy to listen to. I’m new to the sales world and have learned so much already. Huge fan and will be listening to all of the episodes. Great work!

Bondtl ,

Enjoyed it!

Great first episode and looking forward to more. Already shared with a few friends.

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