In this episode, Leisa Pickles talks about her interpretation of Sales as a process, types of salespeople and the key skills required to be a successful Sales person.
Leisa talks about Sales as being a process of establishing and growing relationships with customers, clients and prospects which result in a transaction of money, time or skills.
Leisa compares the sales process to a three course meal consisting of a starter, main course and dessert. Leisa shares her interpretation of what's involved in each part of the process and how businesses should align their Sales teams to the part of the process that plays to their strengths.
Leisa also talks about two types of Salespeople, Hunters and Farmers. Hunters being those that like to prospect for new business and Farmers being those that like to maintain and nurture existing customer relationships.
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