Sales for Non Sales Professionals - Part 2 - Lessons Learned - 104

Catalyst Sale Podcast

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

• Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong
• Catalyst Sale Website
• Catalyst Sale Workshops & Training

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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.