Decoding Sales

Send us a textHow to write emails that get results - and when to switch to other channels.    - How do you know when an email you're writing is too long    - How Peter uses the "phone test" to tell if his email is going to get a response    - When - and how - to switch to text messages, phone or Slack (and how to handle it gracefully when your outreach is rejected)    - Why response speed is an underrated asset in sales    - How to frame powerful questions that get responses    - The one type of conversation you never want to have over email - and what to do insteadSupport the showTo 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 us a textFacts and myths about salespeople What really motivates salespeople (it's not just the number!)What shapes customer perceptions of sales (it's not the average sales person)Peter confesses that as a professional sales leader, he doesn't know how to play golf (and why golf isn't an essential sales skill)Peter explains what's replaced the importance of the rolodex in modern salesHow Peter flips the tactics of normal salespeople to break through and win deals against traditional sales processesOne thing Peter says is 100% true of salespeople (hint - it involves a number!)Resources and linksEpisode on Building Client Relationships Episode on sales as a team sport - It Takes a Village Episode on Call Leadership Alec Baldwin clip from Glengarry Glen Ross Ben Affleck clip from Boiler RoomThe Market for LemonsBANT (Budget, Authority, Need, Timeline)Support the showTo 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 us a textSigning a deal is a legally binding agreement - and legal negotiations can kill deals. Learn the ins-and-outs of navigating the landmines separating you from the prize: how to avoid complex legal negotiations in the first place When you have to negotiate, where to give - and where to hold firmThe key things to never write into a contract - and what to do insteadHow to balance the sales and legal roles during end-of-deal negotiationsResources mentioned:Call Leadership Episode Authentic Sales and sales as relationship building Support the showTo 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 us a textPeter relives some end of quarter moments and discuss what it's like to experience that final inning rush. What does it feel like to manage the end of quarter close?How to prepare for the end of the quarter ... at the start of the quarterHow Peter manages the stress of both the buyer and his sales team at quarter endWhat are the typical last-minute holdups on deals...and how to unstick themAre quarters the right model for tracking sales?Support the showTo 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 us a textLearn to catalyze revenue growth through your early customer community. How your first customers differ from later customersThe formula for finding and winning those customers (and avoiding the wrong first customers)The formula for creating systems to turn your first customers into referral enginesThe incentives that drive individual buyers to choose innovative productsSupport the showTo 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 us a textPeter shares his experiences adapting to COVID, and How COVID upended and accelerated the traditional sales processThe new profile of the ideal salespersonWhat happens when things return to normal, what's changed for good, and what opportunities are opening upLet us know - how have you seen sales change and where do you see it going post-COVID?Support the showTo 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 us a text How Peter got his start in salesThe two key ingredients to advancing to sales leadershipHow Peter thinks about finding the right companyOvercoming stereotypes and how Peter flipped the script to turn perceived weaknesses into strengthsSupport the showTo 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 us a textHow to pick and set up your first CRM tool.What CRM does Peter recommend?How to quickly set up your CRM so you can get back to sellingCommon pitfalls setting up a CRMBeyond CRMs - what other tools do you need?As a bonus - what will the next wave of successful sales tools look like?Support the showTo 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 us a textHow engineering and product contribute to closing dealsHow NBCUniversal took a leap of faith on the Dropbox's team and visionHow a team-oriented approach build trust when selling a roadmap and visionWhen to pull in the CEO...and a story of Peter pulling in his CEO at just the wrong timeSales as the eyes and ears of the organizationThe pitfalls of a team based approach when not everyone's on the same pageSupport the showTo 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 us a textHow sales comp is structured - including real talk about numbersHow do you set a quota?More sophisticated bonus structures - how to incentivize business value beyond deal priceHow to change quotas as the business changes, without burning our your sales teamThe best compensation plans Peter has seen ... and the worstHow to negotiate sales compensation in the hiring processEnjoying Decoding Sales? Leave us a rating or review in your favorite podcasting app!Support the showTo 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!