Welcome to Decoding Sales, a podcast, we're a salesperson.

That's me, Peter.

And an engineer, that's me, Alex, talk about the art and science of sales as it relates to

business and life.

In this episode, we're going to talk about current events in a way we haven't before, specifically COVID.

And as the COVID pandemic in the US seems to be winding down with the rise of vaccinations,

what does that mean for sales in the future?

And what were the implications of COVID on the sales process and the sales

profession over the last year?

So Peter, this is really all about your experience and the experience of your

teams and what you've seen. Can you just take us through a little bit of how sales has

changed in the last year?

Yeah, it's changed dramatically just from an organizational perspective

as well as just individual seller in motion perspective.

Just to paint the picture, I think about 2016, 2017 all the way up to 2019. It used to be very common

that we were going in person to meet with our customers, especially at larger enterprises.

So in that context, you have the pre-meeting prep

that you do with your team and the office,

then you have the meeting,

and then you have the post-meeting follow-up.

Now it's all video calls all day long and it's all about

efficiency in your day. So you're stacking video calls back to back to back

...