Decoding Sales

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Peter 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?

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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 important
• The value of offering lead magnets and thought leadership content ahead of asking for a meeting
• Why personalization may not be what it once was
• How to get your digital brand started and tips to start posting on LinkedIn

For the next episode they'll dive into Founder-Led Sales Mistake #2 so stay tuned for that discussion!

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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 sales
• What leaders at public companies can do to reimagine what sales means for their growth and brand

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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 deckware
• Teasing a demo to sell the second meeting

Other episodes referenced: 

• Episode 32: BANT and MEDDIC
• Episode 3: Call Leadership

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• Standing out in a hyper competitive environment
• The importance of establishing founder branding
• Multi-stakeholder sales in today's environment
• The role of AI in sales

• Victor Hunt, Ava
• Julian Park, Bezi
• Ashu Dubey, Gleen.ai
• Animesh Koratana, PlayerZero.ai

Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

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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!

Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

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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!

Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

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 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 

Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

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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

Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!

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* 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!

Learn more about Peter's on-demand sales coaching service and subscribe to his newsletter for bi-weekly coaching nuggets!