with Head of Corporate Sales at Google
13 APR 2021 - 20 MAY 2021
DURATION:
6 WEEKS
TUESDAYS & THURSDAYS
5 PM PST / 8 PM EST
Buy-in: it’s what managers want from their sales teams and what sales reps want from prospects. This course will teach you how to build it the right way.
Let Google’s persuader-in-chief take you beyond the basics to learn tools and techniques to maximize your sales team’s impact from prospect to close.
Course Value Points
You’ll take your existing sales or management knowledge to the next level through lessons, projects, and break-outs designed to help you sustain a high-performing sales culture. Each lesson digs deep into one aspect of sales management. At the end of this course, you’ll have a full-cycle view of sales management and the skills to go with it.
Course Structure and Format
This intimate course is an opportunity to learn personally from a Google sales head. You’ll collaborate closely with your fellow learners and Lilah every week in a dynamic virtual classroom. Lilah will coach you on the most relevant trends in sales management and teach you how to build, develop, and grow a thriving sales team.
and Network
and Implement
You’ll practice using sales methodologies, learn the basics of hiring and building a team, and learn how to leverage employee feedback as a growth tool for yourself and your team.
and Tools
Master the art of negotiation with the techniques that Lilah uses every day at Google.
Plus, Lilah will share with you 15+ tools she uses to connect with, inspire, and develop her own team remotely.
JONES LinkedIn Profile
- Head of Corporate Sales, North Central US Google Cloud
- Brings together the “best of Google” to solve growth challenges for strategic customers across multiple verticals globally
- 10+ years at Microsoft and Dell in sales and leadership roles
- Adjunct professor in change management at Suffolk University and guest lecturer at Northwestern
- Known for her authentic leadership and love of endurance sports
COURSE INTRODUCTION
- Importance of “why”
- Mission & purpose
- Motivation & human behavior
- Alcoa Steel: Habits and the impact of “why”
Assignment 1
- Prepare an MIP of your work to share during the next lecture
- Read the Alcoa Steel Case Study
- What were your key takeaways (break into groups, nominate a spokesperson to share 1 point)
- Application: Your organization
- What problem are you solving?
- For whom?
- What benefit do they get from you/your organization?
- Write a brief self evaluation: What are your strengths? What areas do you see for improvement and what do you bring to the table at your organization?
- Volunteers can share it with the class.
Additional resources provided by Lilah.
- Targeting smart: Where do you win?
- Business acumen
- Tailored messaging (stakeholders, competition)
- Research (10K’s, Google News, Pitchbook, Discover.org)
- Career section of website (roles they are looking to fill)
- Lead generation & nurturing
- Tools: Email template
- Script: Compelling VM using urgency
Assignment 2
- Create an email template for your target prospect
- Read the article provided by Lilah on Social Selling
- Social selling workshop
- Tools: Digital platforms to engage your target audience
- Events: Networking 101
- What were your key takeaways (Break into groups, nominate a spokesperson to share 1 point)
- Developing a prospect: Discovery call role play
- Group feedback: What was it like? What did you learn? Nominate a spokesperson
Assignment 3
Update your LinkedIn Profile using the tips provided by Lilah.
- Sales methodologies
- Sandler
- Challenger
- Spin
- Spin Selling
- Choosing a sales methodology
- Types of stories
- Story mix
- Your value proposition
- Challenger sales methodology: Tailor, teach, take control
Assignment 4
- Develop your Elevator Pitch and prepare to share it with the class.
- Additional readings provided by Lilah on Storytelling and Fun Example of The Sales Pitch.
- Develop and share your elevator pitch with the class
- Share a key takeaway from the reading provided by Lilah
Additional resources provided by Lilah.
- Importance of team engagement
- Google research on high-performing teams
- 5 traits of high-performing teams
- Workshop: In groups, use the discussion guide to analyze and discuss the use case
Assignment 5
Using the material you learned in class and from the video provided by Lilah, create a one-page proposal that includes 2-3 things you can do to create psychological safety on your team over the next 30 days.
- Breakout session (What did you just hear?)
- Consulting exercise: WeWork Lessons in Leadership
- Group questions:
- What did Adam Nuemann do well?
- What was missing in his leadership style?
- What could he have done differently?
Additional resources provided by Lilah.
- Importance of feedback
- Challenges to giving and accepting feedback
- HIP Feedback Method
- Humble
- Helpful
- Immediate
- In Person
- Private Criticism/Public Praise
- Not about Personality
- Class discussion: What aspect of giving or receiving feedback do you struggle with, and why? Break into groups to discuss and prepare to share common themes with the class
Assignment 6
360 Degree Feedback Exercise: If your organization uses a 360 degree feedback survey, use it to gather feedback from 5 people. If you don’t have one through your organization, use the template through Survey Monkey.
- Work with a partner through the exercises provided by Lilah
- Class discussion: What did you learn? Share key takeaways from the workshop with the class.
Assignment 7
Using the feedback you received from the 360 Degree feedback exercise complete a Self-Portrait exercise.
- Hiring
- Attributes (cultural fit, key attributes, integrity)
- Finding talent
- Interviewing
- Onboarding
- Compensation
- Retention
- Performance management
- Career 1:1’s & development plans
- Using strengths and stretch assignments
Assignment 8
Schedule a 1:1 with your direct or with your boss. Use your own template or the one provided by Lilah. Write a 250-word de-brief on what it was like, what you learned, and what surprised you.
- Breakout session: What did you hear?
- Course wrap-up
Assignment 9
Reflection exercise