Welcome to Decoding the sales, a podcast where an engineer, that's me, Alex, and a salesperson. That's me, Peter. Talk about the art and

science of sales as it relates to life and business. In this episode we're going to

talk about how to handle a sales process that isn't working.

Have you ever been in a situation where you're either wondering is it the

product is it the sales leader is it the sales process or just getting stuck you're team, your organization is not hitting the number, how do you

know what's wrong and most importantly what to do to fix it?

In this episode, Peter's going to pull back the curtains on how he helps his

team and others actually navigate these thorny questions so they can get from sales failures

and being read on the numbers to hitting and exceeding quota regularly.

So Peter, just to start off, when people come to you and ask my sales process,

something's wrong.

Where do you start?

The first thing I start with is to figure out

who the buyer is and what is the feedback

that you're getting even qualitatively on your product because to get to a number you have a lot of feedback that you've gotten

presumably from research as well as early customer conversations.

So that's the first thing I asked, do you have the right buyer?

And is the buyer saying that there's an obvious pain point that your product could solve?

Even without the numbers, are people saying

you're solving a problem for them.

And what are you looking for there?

What's the difference between lukewarm and polite

...