Purpose-Driven Sales: B2B Sales 101

As a purpose-driven person, finding purpose in your work is instrumental. We begin this section with talking about why your purpose is so important and how to connect it to your work.

Take some time to identify your "why". What are the things that you are passionate about? What do you want your reputation to be? This will help you focus in on what kind of salesperson you want to be.

Once you have identified the kind of person you want to be, the next step is connecting that to your work. How will your sales career connect to your larger purpose?

Purpose-driven salespeople need to believe in what they are selling, or else they won't be very good salespeople. This lesson covers how to find a company you can believe in and how to use that alignment to everyone's benefit.

Your personal purpose is not the same as the corporate purpose of the company for which you work. Learn how to keep them separate, especially when they do not align.

There will come a time when you feel like your personal purpose is no longer aligned with the work you are doing. How do you know to stick it out or find new work?

Long-term success in sales requires a strategy. Learn about some of the strategic work that is vital to your success as a purpose-driven salesperson.

Territory planning is the most basic and most important of strategic planning in sales. Learn what a territory plan is and how to find the data points that will help you set up an effective strategy.

Sometimes, everything goes wrong. You can't plan for every contingency, but a solid contingency plan will help you adapt to whatever unforeseen circumstances might arise.

A strong strategy will help you prioritize your time to achieve the best results. Learn how to identify what those priorities are and how they will benefit your sales and your purpose.

Partnerships can be a game changer for your sales if you find the right ones. Learn how to identify potential partners and plan your work with them.

Learn how to build a strategy to find new potential customers.

Predicting future sales is a challenging task, but an important one. Learn basic forecasting techniques and how to get better at it over time.

Underpromise and overdeliver. Why is it so important?

Creativity is key to a salesperson finding new clients. This lecture introduces some tried and true methods for finding new clients that can help you find clients who will align with your purpose.

Your reputation will be the foundation for all your work in sales. Learn the value of your reputation and how to maintain it as a purpose-driven human.

Learn how to build a referral network that will get you more leads and more clients.

Networking is one of the oldest sales practices but also an important one. Learn how to network in a digital age while seeking out people aligned with your purpose.

Learn how to effectively attend events that will help you build your pipeline and find new potential clients.

Reaching out to strangers who have never heard of you is one of the hardest parts of sales, but can also be one of the most rewarding. Learn how to use your purpose to make these cold outreaches valuable and life-affirming.

In this introduction to the selling module, learn how to pitch a product or a service through a sales process that helps your customers rather than manipulates them.

Preparing for a sales call is almost as important as the call itself. Learn how to find the relevant information that will help you be a valued partner for your clients.

Before you can effectively sell - or help anyone - you need to understand them. Learn how to understand your potential clients and see if you can actually help them or not.

Making the presentation to a potential client is the culmination of much information gathering, planning, and preparation. Learn how to bring it all together to give a pitch that will stick out to your audience.

Following up from a sales call is just as important as the sales call. Learn how to keep in touch with your leads in a way that brings value and fulfills your purpose.

In this introduction to the negotiation module, you will learn that negotiation does not need to be a painful process but can actually help you feel fulfilled and engaged in your deeper purpose.

Don't enter any negotiation unprepared. Learn some basic research methods to help you prepare for a negotiation.

Learn how to enhance your reputation through every aspect of your negotiation.

Instead of using manipulation to close a sale, learn how to align your goals with your client's to create a mutually-beneficial timeline.

Learn how to be confident in your pricing and to not sell yourself - or your client - short.

Negotiating live is often the best practice for negotiations. Learn some basic lessons around how to lead a live negotiation in a way that brings value and is about purpose, not profits.

Walking away from a negotiation is one of the hardest things to do in sales. In this lesson, you will learn how to identify those situations when it just isn't worth the headache.

In this introduction to the closing deals module, you will learn that the sales process often goes beyond a simple "yes".

Procurement processes can be lengthy and time-consuming or short and simple. Learn how to navigate these processes and not lose a deal to bureaucracy.

If a security review is part of your sales process, you will need to learn some techniques for navigating it in parallel with the rest of your sales process.

If a legal review is part of your sales process, you will need to learn some techniques for navigating it in parallel with the rest of your sales process.

Your sale isn't closed until someone has signed off on it. Learn how to make sure that paperwork gets signed.

Make sure none of your new clients fall through the cracks with a seamless and efficient transition to service.

In this introduction to the retention module, learn why it is so important to keep your customers happy and what different kinds of touchpoints might look like with each customer.

Onboarding new clients is an important part of retaining customers. Here are some basics on how to make that experience a memorable one.

Learn about the importance of a regular check-in cadence with your clients, as well as a few basic benchmarks to measure over time.

Purpose-driven salespeople know the value of relationships. Learn some common relational activities you can use to build those relationships with your clients.

Learn some of the common reasons why customers leave and some ways to make sure that you are aligned with their goals to retain them as customers.

Getting a client to purchase more product or service from you seems like a greedy thing to do, but it can actually be a mutually-beneficial opportunity through a purpose-driven lens.

Learn how referrals can help with renewals and keeping your customers as well as finding new ones.

What do you do when things go sideways and a customer wants to leave (either on good terms or bad)? Here are a few techniques to navigate these tricky conversations.

Learn why sharpening your axe makes you a better woodcutter, and taking care of the administrative tasks makes you a better salesperson.

Learn basic pipeline management skills to keep yourself focused on the most important deals.

Basic planning will help you follow up effectively with your customers.

Learn some common practices that will help you keep track of all your notes.

Learn how to become an industry expert.

Learn the importance of celebrating when things are going well and when they aren't.

Your mental health is most important, and sales can be especially hard in this area. Learn some important ways to keep yourself mentally well.

Always be learning! Learn the value of professional development in sales.

In this final lesson, learn the value of creativity in sales and why you should always be trying new things!

Introduction to working sales.

Learn about different roles in sales. This is not a comprehensive list, but it does cover the main sales roles.

Learn several different entry points into sales and how to get into the industry.

Review what we learned in this course.