Sales Mapping is a technique that increases the effectiveness of your sales conversations while reducing the stress and anxiety of each sales call, enabling you to focus on Tasks and Outcomes. (A Sales Task is a specific 'to-do' item that brings you closer to achieving your stated Outcome. In aggregate, achieving Outcomes bring to the final sale of your product or service.)
By building a plan for both your individual sales calls (CallMapping) and your prospect's organization, stakeholders, and influencers in the sale (ProspectMapping), SalesMapping removes the stress, anxiety, and reduces the unknowns in your sales process.
This is an active workshop - yes, you'll be asked to work!
It's kind of like this but ties are strictly optional for the workshop.
The best part? You'll leave the workshop with an action plan for your next set of sales calls and accounts... and best of all, it's only $5. (The fee is to cover the cost of materials we'll be using during the workshop.)
In preparation for the workshop:
We'll collaboratively develop a Sales Map for your sales call situations that you can employ with future calls. It's fun stuff - trust me!
See you on Wednesday, November 7!
I'm a sales professional with more than 15 years of sales, management, and product development experience, with 10+ years experience in Silicon Valley. So far, I'm 2-1 in startups (can't win 'em all you know... :--)
A few helpful links to learn more about me:
Startup Selling: How to sell if you really, really have to and don't know how (Amazon): Recently published. Available in paperback and Kindle. I'll be making an abridged version available to workshop attendees free of charge.
The Shifted Sales Environment (TEDx): Hosted at the Hult International Business School earlier this year. I discussed how the role of the sales person has changed in the last decade, requiring more technical knowledge and expertise than ever before.
Startup Sales Circle (Meetup Group): Just took over as organizer of this group in June 2012. We'll be hosting events both in the Bay Area and the Sacramento Valley. Join the group now for updates on upcoming events.
Me on Quora: Most of my answers focus on sales, business development, and startup strategy.
SalesQualia: Blog posts and ideas for sales professionals.
I've taught university classes at the University of San Francisco, Cal State-East Bay, and Saint Leo University where I earned with the Faculty Member of Excellence Award in 2012. I promise the workshop will be fun for both of us.
Mon, Dec 10th, 2012
6:30 pm – 8:00 pm PST