Overview
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Don't just meet quotas. Exceed them. Become a purpose-driven salesperson who builds relationships and creates value for customers.
Syllabus
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Introduction
- Welcome
- What noble purpose is, and what it isn't
- Why sales is the lynchpin of organizations
- How noble purpose sellers beat quota sellers
- Why sales is a fast track to leadership
- How to write up your wins as case studies that impress
- Marshall your energy for the first call
- Critical components of precall planning
- Open a call without sounding scripted
- The death of the pitch deck
- Sales process vs. sales cycle
- How to recover from a bad call
- Three kinds of obstacles
- This is not your father’s sales environment
- How to work with your boss on sales
- How to talk with senior leaders inside and outside your company
- How to be coachable and why it matters
- How to network without being obnoxious
- Next steps
