Episode 30: Recession-proof sales
Decoding Sales
Peter & Alex
5 • 20 Ratings
🗓️ 15 August 2022
⏱️ 39 minutes
🧾️ Download transcript
Summary
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
Transcript
Click on a timestamp to play from that location
| 0:00.0 | Welcome to Decoding Sales, a podcast where an engineer, that's me, Alex, and a sales person. |
| 0:11.0 | That's me, Peter. Talk about the art and science of sales as relates to life and business. |
| 0:17.0 | In this episode we're going to go deep on a current event topic which is what some people are referring to is potentially a recession, and we're |
| 0:26.2 | going to explore the impact of that. |
| 0:28.5 | So if you're worried about how your startup or your sales team should be addressing an economic downturn, a slowdown in economic |
| 0:36.9 | activity. You maybe you're looking at the recent CPI numbers and saying, gosh, inflation looks |
| 0:42.0 | really high. Doesn't that mean Mr. |
| 0:45.0 | Powell is gonna raise some numbers that make my life harder well you're in the |
| 0:50.1 | right place we're gonna explore what's going on in the field right now and how you should be |
| 0:57.5 | reacted. So Peter, let's kick things off. First question here is really, are you seeing indications of a recession or |
| 1:06.4 | downturn in the field either what your teams are seeing or what you're seeing |
| 1:10.6 | in the startups that you're advising like what's what's going on out there? Yeah, I mean definitely it's still fairly |
| 1:17.4 | recent since we've heard of a recession and been experiencing it but we have heard from specific customers, from prospects that they're at the very least |
| 1:27.4 | reassessing their technology budgets. I'm also hearing this across peers in my field. |
| 1:32.7 | Obviously I know a lot of heads of sales and CROs and they're also seeing lead volume |
| 1:37.5 | decrease as well as their existing evaluation slow down because everybody's being |
| 1:42.2 | asked to reassess their budgets. |
| 1:44.6 | So I think the implications of that are you have to be targeting the right buyers, folks |
| 1:49.3 | who are already had your solution in their budget, folks who are at the late stages of |
| 1:53.8 | evaluating something in your space. And then the other thing is your technology |
| 1:57.5 | has to be a must-have, not a nice to have. There has to be a really compelling ROI story to help your prospects and your customers get through the downturn because any of the |
| 2:11.1 | any of the peripheral services that again were nice to have |
... |
Transcript will be available on the free plan in -954 days. Upgrade to see the full transcript now.
Disclaimer: The podcast and artwork embedded on this page are from Peter & Alex, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of Peter & Alex and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2025.