Jul 17, 2018
Sales for Non-Sales Professionals
A segment of the audience who listens to the Catalyst Sale podcast are not practicing sales professionals. This week we discuss some high-level topics related to sales for non-sales professionals. For the sales pros out there, some of this may be a little basic, but you may want to share it with other members of your organization.
Questions Discussed
- Why is sales an interesting topic to those who are not in sales?
- What comes to mind when thinking about sales for non-sales professionals?
- How does sales apply in a non-sales role?
Key Takeaways
- Everybody sells
- We are all trading something, sometimes it is time, sometimes it is insight, sometimes it is information
- Sales for Non-Sales Professionals is one of the workshops we facilitate at Catalyst Sale.
- Sales is the activity that leads toward a business transaction
- Success is often measured by the dollars generated, number of people or number of companies you expose to your product.
- Sales is about connecting a problem to a solution.
- A core component of sales is influence. How do you influence others? Communication, Empathy, Listening, these are all skills that are important.
- We can get better with influence by understanding general sales best practices.
- Influence requires listening, gathering information, and delivering the solution in the context of what is important to the individual.
- Vocabulary plays a big role in this discussion as well.
- Quota - the sales professionals target for a given timeframe (year, quarter, month)
- Activity metrics - the number of calls, number of proposals, number of demos. These can be leading indicators for an organization.
- The sales team's ability to meet objectives can have a significant impact on other aspects of the organization, including investment.
- Take the time to ask people questions about their roles within the organization.
- Be cognizant of the time period and time of year. i.e. budget planning and award periods, or mid-year/beginning of the year kickoffs.
- As a sales rep leverage the other members of your team to improve and shift your perspective.
- Salespeople are people - they are human.
Show Links
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.