Weekly Alluviance #60: The Sales Professional: Elevating the Game
YOUR WEEKLY DOSE OF ALLUVIANCE!
Let's get tactical about mastering the craft of sales.
This newsletter goes deep into what it means to be a true Sales Professional and the clear distinction from a Sales Rep.
(Quick note: we've spent a bunch of time in the last few newsletters on the other half of the equation. If you want to get caught up on the inner game work, you can view all of our old newsletter editions here.)
The Sales Professional is seen as a leader for clients, prospects, peers, and cross functional teams needed to drive deals home. They also support mentees, new hires, and even leaders of their organization. And most importantly, a Sales Professional leads themselves FIRST.
The distinction between professional and rep goes well beyond leadership though. It includes:
Expertise:
Sales Rep: Expert on their product
Sales Professional: Expert on their industry
Flow of a demo:
Sales Rep: Talks majority of time
Sales Professional: Creates a powerful conversation that includes the prospect and themselves as an expert
Intention with Discovery:
Sales Rep: Discovery to figure out how to pitch the product
Sales Professional: Discovery to understand key problems / initiatives
Competition:
Sales Rep: Views the competition as a threat
Sales Professional: Helps the prospect create the lens with which to evaluate the competitive landscape
Relationships:
Sales Rep: A means to an end – help close more deals
Sales Professional: You're an advisor and partner to the prospect's problems
Response to a "No":
Sales Rep: Either take it personally, see it as rejection, or just plow through it to try to get to a yes
Sale Professional: Uses it as feedback and opportunity to learn more either to help turn around this deal or to help in the future
The inner game:
Sales Rep: that's for losers and people who are weak
Sales Professional: knows that the inner game just is as important as mastering the craft of sales
And so we arrive at the definition of a Sales Professional:
Sales Professional = a master of connection and leadership who delivers results at the highest level through their commitment to their own personal and professional development
A Sales Professional transcends the limiting beliefs and mindsets of the sales rep while also including the best parts of it. As we help pave the way for the future of sales, we strive to embody more of what it means to be a true Sales Professional in all that we do.
1. The Rising Leader Podcast:
Leading with Joy with Cassie Pless
Cassie Pless, VP of Sales at Lexion, shares her journey from passionate salesperson to inspiring leader, emphasizing the importance of connection, both within her team and with customers. Cassie’s story is a testament to the power of being "interested, not interesting," as she navigates the challenges and joys of leadership with authenticity and a deep commitment to the success of her team. As she talks about her own experiences and insights into the psychology of sales, Cassie reveals how genuine curiosity and a desire to understand others can lead to remarkable results, both personally and professionally. If you are looking to infuse your leadership style with passion, purpose, and a little bit of competitive spirit, Cassie Pless will leave you inspired to explore the endless possibilities that come from truly connecting with those around you.
Find it on Spotify, Apple Podcast, and Youtube.
2. Featured LinkedIn Post:
"Pre-Call Priming?"
The most overlooked sales tactics, and it only takes 60 seconds👇
3. Quote to fuel your Alluviance:
"The difference between great people and everyone else is that great people create their lives actively, while everyone else is created by their lives, passively waiting to see where life takes them next. The difference between the two is the difference between living fully and just existing." – Michael E. Gerber
Sales Professionals are playing a different game, and the world needs more leaders. It's time you step up.
With Alluviance,
Alex Kremer
If you're interesting in getting more Alluviance in your life, we would love to host you at a future immersion. Let's chat.
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