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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.

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.

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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.