Welcome to Decoding Sales, episode 3, where we're going to talk about leading a sales call. My name is Alex

Elaine and I'm the engineer. And I'm Peter on. I am the salesperson. All right Peter

today we're going to talk about leading sales calls. And what I think is really interesting about this

topic is it's the first time in a lot of cases where you and someone else are meeting two different

organizations, two different backgrounds.

And if I think about a lot of our listeners

who are potentially engineers kind of thinking about this,

that's kind of scary, right?

Like even for me. You don't know this for a year. right? Even for me.

You don't know this first.

Yeah, even for me, right?

Like, I get nervous before every single call that I lead.

And I probably had thousands of calls at this point, I don't know.

But yeah, it's an awkward situation to your point. I think

that's important for people to hear that nervous energy doesn't go away. So I guess the

question is how do you translate that nervous energy into something productive?

Yeah, I think for me there's three crucial components to a call that really good facilitators follow

and help calm the nerves if you can follow this framework in your mind.

First thing is you always want to make sure your introduction is solid and that you're able

to give the floor to the other person to open up as fast as possible as well.

Defusing the awkwardness by having a conversation, not a one-way monologue, is super

important.

...