Purpose-Driven Sales (2016)

Learn how to become a purpose-driven salesperson who builds relationships, creates value, and makes an impact (all while crushing your quota).

Introduction

• Sales is a noble profession

1. Selling with Noble Purpose

• Why sales is the lynchpin of organizations
• What is noble purpose?
• How noble purpose sellers beat quota sellers
• Why sales is a fast track to leadership
• How and why the sales environment has changed forever

2. Managing Your Mindset

• Marshall your energy for the first call
• Two critical and misunderstood elements of pre-call planning
• How to recover from a bad call

3. Differentiating in Customer Interactions

• Open a call without sounding scripted
• Ask strategic questions
• The death of the pitch deck
• Three kinds of obstacles
• How to work with your boss on sales

4. Positioning Yourself in the Long Term

• How to write case studies that impress
• Talk with senior leaders inside and outside your company
• How to network without being obnoxious