Decoding 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

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!

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!

Virtual-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 attention in a high-distraction selling environment
• Buyer-friendly tactics made possible by the freedom of virtual calls

Previous episodes mentioned

• Future of Sales post-COVID - https://www.buzzsprout.com/1260710/episodes/8597153

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!

Zoom 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 change the game.
- Tips for successful - non-embarrassing - demoing over Zoom.
Plus we try out publishing automated transcripts for the first time!
Enjoying Decoding Sales? Leave us a rating or review in your favorite podcasting app!