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

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 Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play 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.