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37 episodes
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Decoding Sales Peter & Alex
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- Business
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5.0 • 18 Ratings
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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.
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Episode 37: Avoid this Founder-Led Sales Mistake
Send us a Text Message.Peter 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 ...
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Episode 36: Scaling Authentic Sales
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 salesWhat leaders at public companies can do to reimagine what sales means for their growth and brandLearn more about Peter's bootcamp Sales Sprint and h...
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Episode 35: The Pitch
Send us a Text Message.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 deckwareTeasing a demo to sell the second meetingOther episodes referenced: Episode 32: BANT and MEDDICEpisode 3: Call LeadershipLearn more about Peter's bootcamp Sales Sprint and his founder-led sales community, Zero to Hero!
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Episode 34: ...And we're back!
Send us a Text Message.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 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:Vic...
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Episode 33: Micro-negotiations in everyday life
Send us a Text Message.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 ...
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Episode 32: BANT and MEDDIC
Send us a Text Message.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 ques...
Customer Reviews
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.
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!
Enjoyed it!
Great first episode and looking forward to more. Already shared with a few friends.