Episode 5

Last updated Sep 4, 2022 Edit Source

Topics 

3:35 – How to Improve Your Sales Skills, Even if You Are not a Salesperson 

• Discussions based on this article -  https://hbr.org/2017/05/how-to-improve-your-sales-skills-even-if-youre-not-a-salesperson 

• Why did John decide to subscribe to Harvard Business Review? 

• Why do folks in IT need to know how to sell? 

  • Working the help desk 

  • Getting IT projects prioritized and funded 

  • Isn’t Sales just persuasion? 

  • Even outside of technology, a Sales perspective is useful (i.e. relationships, etc.). 

• Important points 

  • Know the customer / audience  

    • This requires getting outside your own bubble to understand other people and departments. 

    • Ask questions. 

    • Understand the priorities and concerns. 

    • Choose the best communication method for the audience. 

    • Listen to how John got experience here. 

  • Practice 

    • Enjoy story time with Nick. 

    • Practice pitching an idea, and get feedback from your audience (i.e. a manager). 

  • Understand the path forward 

    • Path to close 

      • What are the things that must be done for my idea / project to be approved and funded?   

        • This includes approval people and spending limits, which may extend further than just your boss. 

        • Adapt the pitch as needed for the next approval in the chain. 

        • As John mentions, the path to close can differ based on company size and budget structure. 

        • Numbers need the right context for your audience. 

  • Don’t tense up 

    • This is why you practice. 

    • People are bad at things on their first attempt.  Take the beginner mindset. 

    • Practice doing what you need to do and relaxing. 

  • Don’t talk too much 

    • Beware of weak words. 

    • Ask questions instead of filling silence. 

  • Don’t let early failure be the end of the conversation. 

    • Understand what no means. 

    • Ask for a follow up conversation down the road. 

35:20 – Questionable LinkedIn Advice 

• Discussions based on this article -  https://www.forbes.com/sites/williamarruda/2018/01/03/three-things-you-must-do-on-linkedin-every-day/ 

• Do John and Nick get on LinkedIn every day? 

• Article recommends… 

  • Update your status daily 

    • LinkedIn isn’t Facebook.  Share things appropriate for the platform. 

  • Accept connection requests 

    • Beware of social engineering attempts. 

    • Knowing someone personally may be a poor metric for accepting a connection. 

    • Do you accept connection requests from recruiters? 

    • What does John want to see before accepting a connection request? 

    • Cold calling and connecting on LinkedIn afterward is the new trend. 

  • Acknowledge connections 

    • When is LinkedIn the best medium to acknowledge a promotion, birthday, etc.?   

      • Listen to the John White methodology on this. 

  • Closing thoughts on this one 

    • Sharing updates to be top of mind for opportunities is ok if you have quality updates. 

    • Set aside a time to accept connection requests daily.