[00.52] Barbara shares her journey into sales – Barbara the eldest of seven daughters, talks about her journey into teaching and eventually became a Dean, shares her journey from teaching into sales.
[01.50] How Has Selling Changed – Today B2B sales is much more professional, technology has played a major part in many of the changes we have seen.
[05.15] The Key Attributes of a Modern Successful Sales Professional – Depends on the sales setting, in B2B – An ability to communicate in many different ways, You need to be Curious, You need an ability to analyze and synthesize, you need a good character, you need to be a good person.
[06.40] Barbara’s Top Three Sales Do’s and Don’ts – Do remember that you are ‘Selling Outcomes’, listen and learn, tell the truth.
[08.17] Barbara’s Most Satisfying Sales Pursuit and Lesson – Barbara shares a $5 Million non-profit grant pursuit.
[11.47] Barbara’s Advice to Her Younger Self – Barbara would have embraced sales sooner.