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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Aug 21, 2018

Sales for Non-Sales Professionals Part II - Workshop Feedback and Lessons Learned

This week on the Catalyst Sale Podcast we share feedback captured from the "Sales for Non-Sales Professionals" workshops we have facilitated, discuss some general lessons learned, and provide a brief overview of the Catalyst Sale Process.

Questions Discussed

  • What did we learn?
  • How did this change the course?
  • What were some of the common questions asked?
  • What was it about the process slide that led to the detailed discussion around process?
  • What is the Catalyst Sale Process?
  • Why were the participants interested in the process?

Lessons learned.

  • The expectation was that we would have people who were interested in sales, but not necessarily interested in selling.  ~75% of the participants were people who were not in a sales role, but are being asked to sell.
  • We ended up spending over an hour on the sales process.  I did not expect this.
  • We thought we would start with definitions, then move into concepts.  A significant amount of time was spent on definitions.
  • The discussion around business acumen and knowing your business was very active.  Leverage resources like your 10K, About Us pages, and Job Descriptions.
  • "Asking Effective Questions" was also a very popular topic.  You can do this well by keeping the questions simple and by conducting your research in advance. 

Catalyst Sale Process

  • Validation – do I see the potential for a business relationship between both organizations?
  • Qualification – This is where we build out the customer story
  • Fit – Based on what we know about the customer, can we solve their problem?
  • Feasibility – Can the customer implement?
  • Proposal – The solution in the context of the customer, costs, timeline, etc.
  • Closed Won – Contract is executed.
  • Confirmation – Did we do what we said we were going to do?

Agenda for the Workshop

  • Definitions
  • Research
  • Asking Effective Questions
  • Evaluating Fit/Feasibility
  • Alignment with the Business
  • Improve Execution
  • The Process

Links

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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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. 

Sales is a Thinking Process.