LESSONS LEARNED FROM THE ART OF SALES (TORONTO)

The Art of Sales in Toronto featured Dan Roam, Daniel Pink, Stephen Shapiro, Matthew Dixon, Jim Fannin, and Porter Gale, The Executive Panel featured Kevin Peesker, President, Dell Canada; Kristie Painting, VP Sales, Checkout 51; and Dennis Cerasoli, VP, Microsoft Canada.

These are what I thought summarized what everyone in attendance learned that day.

Please note: While I edited and curated these words, most the content below was written and spoken by the talented speakers and panelists who graced the stage. For more brilliance, check them out directly.

FINAL THOUGHTS:

How do you define a sales person? Sleazy? Pushy? Slimy? Korny? Well, however you have defined it, you’ll probably agree that the definition is changing. Rapidly. We’ve gone from Buyer-Beware to Seller-Beware. That’s a problem.

Customers and prospects have less time but more information.
That’s a problem.

We used to be in a battle for the wallet. Now we’re in a battle for time. And we’re losing.
That’s a problem.

We want to get better while also realizing that expertise is the enemy of innovation.
That’s a problem.

That’s one problem after another and whoever describes the problem the best is the most likely to solve it. And let’s not forget that problems become opportunities when the right team comes together. Want to really trigger creativity? Just reframe the opportunity. After all, there is the science of sales. But there is also the art of sales.

So start today.

Let people know who you are.
Define your super power.
Travel with your headphones off.
Be an ambivert.
Sales is a contact sport. Wear a helmet.
If you’re comfortable, you’re not moving fast enough.
So unhinge your jaw. Relax your body. And work like a duck.
Don’t lead with, lead to. Serve first. Sell next.
Make the pain of the same worse than the pain of change.
Innovate where you differentiate.
Make your network your net worth.
Be a champion.
You’re not a sales person, you’re an influencer of thought.
And if you take nothing else away, remember... we may be in economy but you’re first class.