What I Learned and Created In Sales In Just One Month
For one whole month I worked on the sales module. Here is everything I learned and created this month.
Here is a video version as well
This is everything I learned and created in the Sales module:
The difference between a positive and negative sales experience
Buyer's journey
Building a sales funnel
Sales sequence
Week one:
This week we focused on
Sales experience
Positive vs. negative sales experience
Expectations vs. reality
Buyer’s journey
Sales experience
When sales is done right it helps the customer or the potential customer get closer to what they want. It also gives them a clear picture on the problem they are facing and helps them find a solution that perfectly fits.
For this we thought of sales experience that we had experienced in our own life.
Here is the link for the full blog post.
Then we worked on expectation vs. reality when it comes to a product
Everyone has had that product that they bought that either met or exceeded their expectations for their problem or never was even close to those expectations.
That's what we had to do for this exercise.
Here is the link to the full blog post
Lastly, we had to think about our own buyer’s journey. For example, we had to think about a time when we bought a purchase and answer questions about how we felt after and before making the purchase.
Here is the link to the full blog post
Week two:
This week we focused on
Problems, solutions, and personas
Building a sales funnel-Prospecting and lead building
Problems, solutions, and personas
Everyone has their own problems, but not all solutions help fix their problems. Many people have different problems which require different solutions.
But at the same time some people have different problems looking for the same solution to help fix it.
That is why when sales are done well it helps the customer identify the perfect solution for their customer leaving the customer feeling satisfied.
Our first exercise of week two was working with problems and personas.
For this exercise we had to pick a solution like a product or service and find five to ten people who would likely be buyers.
These could be real or fictional people.
For each person we thought of or created we had to think of the following questions:
Who are these people?
What characteristics stand out?
Are there common themes?
How might you find and reach these people?
How much is the problem likely worth to them?
Why is solving this problem important to them?
How well does the solution you’ve chosen address their problem?
This exercise helped to think about the different personas and how everyone is different, but they all could benefit from this one solution. It also helps to think about what personas work best for each solution.
Building a sales funnel-Prospecting and list building
For this exercise, I had to build a prospecting list of potential customers for a business.
Ideally we had to choose a company that sells a product or a service to another business rather than a consumer product.
The company I chose was Gymdesk.
GymDesk is a gym management software mainly built for gyms and martial art studios. This software helps you organize the cash flow coming in and out, attendance, memberships, and more.
Now I chose a specific area for my search and that was Austin, Texas. I did some research and saw that there were a lot of martial arts and gym schools in that area so I thought it would be the perfect fit.
I decided to use Yelp as my tool to find local businesses within that area. Now the list has begun!
For my search I grabbed all the info on the potential customer/potential businesses that could benefit from this software.
The info I found that would be the most useful was the company name, email address, phone number, description of what the business does, website, and location.
After I had gathered all my info this is what the final list looked like
Time to move on to week three!
Week three:
This week focused on:
Outbound sales vs. inbound sales
Building a sales sequence
Outbound sales vs. inbound sales
The main difference between the two are that outbound sales is that the business is actively putting the effort to get the customers to come to them. For example, like cold calling or cold emailing. In outbound sales, the business is doing a lot of the sales work. Inbound sales is when the customer finds your business organically and reaches out to learn more about your business. In inbound sales, the customer is doing the sales work.
Now that we knew the difference it was time to build a 21-day sales outreach sequence
21-day sales outreach sequence
For this exercise, We used outbound sales to create an email campaign that I could use to potentially email the business list that was created in week two.
When creating my 21-day sales outreach sequence I wanted to have multiple different contact types like email, phone call, social media connection, and video conferencing. While I think email is effective, I believe that face to face interaction or phone call could also be beneficial as well.
This is what the final of my 21-day sales outreach sequence came out like before the custom emails I made:
Here is what it looked like after with the custom emails:
If you would like the individual blog post I created click here
Lastly, let's move on to the final week. Recap week!
Week 4:
Overall, I think there was a lot of new information that I have learned in the last month. I believe that I also now have some tools that I could take with me into my next journey whether that is in a sales team or a different field. This was a great month of creating all kinds of different projects and learning.
