Find My Catalyst Podcast Sales for Non Sales Professionals - Part 2 - Lessons Learned - 104
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?
- 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.
- 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
- 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.