Organizational overview, where sales fits, how sales can drives innovation, and operations.
- Imagine you and I meet at at a cocktail party, and you ask me that age old question, what do you do for a living? And I proudly say I'm in sales! Now how are most people going to respond to that? Oh, looking over to the other side of the room, oh I think I see someone I need to talk to. Or, I'll tell you the answer I often hear, oh, I could never do that. It's a very interesting response. So I want to talk to you some about the noble profession of selling.
Because when people think about sales they often think about shady deal makers and those overly aggressive, really obnoxious people, but those kinds of people actually aren't very successful in sales. So I'm on a mission. We need to reframe this narrative. Think about this, there are plenty of people who are bad parents in the world, but nobody says that families are an awful thing. In sales, just because we have a few bad apples, we shouldn't let that taint the entire profession. Because I want you to think about this.
Sales is actually the lynchpin of any organization. Think about it, you've got product development, you've got finance, you've got manufacturing. What drives the economic engine? It's sales! Now every part of every organization ought to matter, but sales is unique, because sales is the piece of the organization that has direct contact with the people who are the true purpose of the organization, and that's customers. Customers are why your organization exists.
So when sales is managed correctly, sales actually drives innovation, and it drives operation, because the sales people are the ones who provide the customer intelligence. They're on the front line, as a salesperson you hear what customers are saying. You know what they think, you know what the competition is doing. So you think about, oftentimes, why people are driven to get into sales. Sometimes it's because of the money, let's be real about this, but you wouldn't have been driven to this profession if you didn't also have a very sincere desire to connect with others and have an impact on their lives.
So, the money and the impact are directly related. And it's okay to want both. So I want to eliminate any ambiguity you may have about being in sales. You deserve to be proud of it. Sales is a noble profession. It drives the economic engine of our society. Our entire economy is built on people buying and selling things. If no one sold anything we wouldn't have an economy, and you wouldn't have a company. So if what you sell adds value to the lives of your customers, if it improves someone's business, then you need to know your job matters.
The data has already told us what we already knew in our hearts to be true. People who care about their customers, people who are assertive on behalf of their customers, people who want their customers to be successful, those are the people who are truly successful in this noble profession we call sales.
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Selling with noble purpose
- Sales as a fast track to leadership
- Making the first call
- Avoiding sounding scripted
- Recovering from a bad call
- Working with your bosses and senior leaders
- Networking and being coachable