Decoding Sales

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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!

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

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!

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

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!

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

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!

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

If you build it, will they come? Maybe not. How do you build a modern outbound sales motion that brings in new customers?
- Peter's moment of insight about the modern sales motion
- How to go beyond cold prospecting
- ...and how to do cold outreach without being obnoxious
- Why you shouldn't think of inbound and outbound as completely independent
- Peter's pep talk for a new rep doing outbound for the first time

For more on outbound and how to be successful with cold prospecting, visit Belal Batrawy's #deathtofluff resource hub 

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

💸 How do you organize your sales team to scale?
🔗 The importance of aligning your product roadmap and sales org design.
📞 How do you share knowledge across sales teams and offices?
📍 The ways sales teams can specialize and how to tell it's time to specialize?

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

How to navigate the modern sales tools suite to accelerate sales

🛫 What tools do you need beyond your CRM?
🤼 How to close deals faster by bringing data out of Salesforce and into your workflows
🌎 How to pull in publicly available data to make your sales data more useful
🔮What the future of sales tools might look like

Thanks to our episode sponsor, Momentum. Momentum is a no code deal collaboration platform to automate sales workflows. With pre-assembled recipes that seamlessly operationalize sales motions, revenue teams close deals faster, with better accountability and collaboration along the way. Check them out at https://momentum.io or on Product Hunt.

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

🛤 Career tracks in sales vs engineering.
🏁 The importance of staying in the trenches to be a sales leader.
💲 Setting and managing the sales team's quota.
💸 How to manage + raise quotas as a team grows.
😰 How to tell if your sales leader is mismanaging the team.

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

What to do when you aren't making the sales.

❓ The first question to ask when debugging the process. 
🎎 How to figure out the right buyer persona for your product.
🪓 How to tell you should fire your sales leader.
🔬 The importance of being hands-on when sales isn't working.

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!

Send a text

What rookie salespeople get wrong - and how to avoid them.

• Key mindset shifts for new salespeople - and how to know you're making them
• Key rites of passage
• How new salespeople throw away leads too quickly
• How to get feedback and support as a founder

Resources and links

• Episode on the price 
• Episode on the first sales hire
• Episode on sales myths
• Peter's article on how the best salespeople are technologists
•  The Authentic Sales episode covers the striplining concept
• Episode on It Takes a Village 

Support the show

To get more sales advice from Peter, Subscribe to his YouTube Channel, check out Peter Ahn Sales School and purchase Peter's newly published book, Unlocking Authentic Sales!