The Sales Professional: Elevating the Game

If you want to get this newsletter one week early, sign up here before 7am tomorrow to get Alluviance delivered right to your inbox.

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??

[Continue reading]

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