Catalyst Sale Podcast
Sales for Non Sales Professionals - Part I - 99
Jul 17, 2018 · 21 min
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Sales for Non-Sales Professionals

A segment of the audience who listens to the Catalyst Sale podcast are not practicing sales professionals.  This week we discuss some high-level topics related to sales for non-sales professionals.  For the sales pros out there, some of this may be a little basic, but you may want to share it with other members of your organization.

Questions Discussed
  • Why is sales an interesting topic to those who are not in sales?
  • What comes to mind when thinking about sales for non-sales professionals?
  • How does sales apply in a non-sales role?
Key Takeaways
  • Everybody sells
  • We are all trading something, sometimes it is time, sometimes it is insight, sometimes it is information
  • Sales for Non-Sales Professionals is one of the workshops we facilitate at Catalyst Sale.
  • Sales is the activity that leads toward a business transaction
  • Success is often measured by the dollars generated, number of people or number of companies you expose to your product.
  • Sales is about connecting a problem to a solution.
  • A core component of sales is influence. How do you influence others?  Communication, Empathy, Listening, these are all skills that are important.
  • We can get better with influence by understanding general sales best practices.
  • Influence requires listening, gathering information, and delivering the solution in the context of what is important to the individual.
  • Vocabulary plays a big role in this discussion as well.
  • Quota - the sales professionals target for a given timeframe (year, quarter, month)
  • Activity metrics - the number of calls, number of proposals, number of demos.  These can be leading indicators for an organization.
  • The sales team's ability to meet objectives can have a significant impact on other aspects of the organization, including investment.
  • Take the time to ask people questions about their roles within the organization.
  • Be cognizant of the time period and time of year. i.e. budget planning and award periods, or mid-year/beginning of the year kickoffs.
  • As a sales rep leverage the other members of your team to improve and shift your perspective.
  • Salespeople are people - they are human.
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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.


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