Episode 14: Future of Sales after COVID

Decoding Sales

Peter & Alex

Enterprise Sales, Business, Virtual Selling, Sales, Entrepreneurship, Software Sales

5 • 20 Ratings

🗓️ 27 May 2021

⏱️ 30 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Peter shares his experiences adapting to COVID, and

How COVID upended and accelerated the traditional sales process
The new profile of the ideal salesperson
What happens when things return to normal, what's changed for good, and what opportunities are opening up

Let us know - how have you seen sales change and where do you see it going post-COVID?

Transcript

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0:00.0	Welcome to Decoding Sales, a podcast, we're a salesperson.
0:10.0	That's me, Peter.
0:12.0	And an engineer, that's me, Alex, talk about the art and science of sales as it relates to
0:17.2	business and life.
0:19.6	In this episode, we're going to talk about current events in a way we haven't before, specifically COVID.
0:25.4	And as the COVID pandemic in the US seems to be winding down with the rise of vaccinations,
0:31.2	what does that mean for sales in the future?
0:34.1	And what were the implications of COVID on the sales process and the sales
0:38.7	profession over the last year?
0:41.0	So Peter, this is really all about your experience and the experience of your
0:45.8	teams and what you've seen. Can you just take us through a little bit of how sales has
0:50.3	changed in the last year?
0:52.8	Yeah, it's changed dramatically just from an organizational perspective
0:56.4	as well as just individual seller in motion perspective.
1:00.0	Just to paint the picture, I think about 2016, 2017 all the way up to 2019. It used to be very common
1:08.0	that we were going in person to meet with our customers, especially at larger enterprises.
1:13.2	So in that context, you have the pre-meeting prep
1:16.1	that you do with your team and the office,
1:18.2	then you have the meeting,
1:19.2	and then you have the post-meeting follow-up.
1:21.5	Now it's all video calls all day long and it's all about
1:25.6	efficiency in your day. So you're stacking video calls back to back to back
	...

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