live online course

SALES
MANAGEMENT

LILAH JONES
HEAD OF CORPORATE SALES / GOOGLE
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Live online course
with Head of Corporate Sales at Google
DATES:
9 MAR 2021 - 15 APR 2021 
DURATION:
6 WEEKS
TUESDAYSs & THURSDAYSs
8 PM EASTERN TIME (US)

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.

PREPARE TO ACCELERATE

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.

 
ABOUT THE COURSE
01
Learn
and Network
This course gives you personal access to esteemed global sales leaders with two guest talks. Speak with the people heading some of the highest performing sales teams about what makes them successful -- and how to apply it within your own team. Then, face off with your peers in a pitch competition judged by a sales and management expert from one of today’s biggest brands.
02
Ideate
and Implement
Dive into the work of building and managing a sales team with hands-on learning from Day 1. Over 6 weeks, you’ll learn from case studies and put knowledge into action with 9 implementation assignments. You’ll also draft a winning employee pitch, perfect your prospect development strategy, and put yourself in the hot seat for an employee feedback simulation.
03
Tactics
and Tools

Master the art of persuasion and sales management in today’s business environment. This course will help you dig deeper into the strategies that drive highly successful businesses (and high-profile failures). Plus, Lilah will share with you 15+ tools she uses to connect with, inspire, and develop her own team remotely.

Instructor
LILAH
JONES
  • 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
SYLLABUS
01
TUE (3/9) at 8 PM ET
What Is Your “Why”?: Defining Your Mission in Sales
  • Importance of “why”
  • Mission & purpose
  • Motivation & human behavior
  • Alcoa Steel: Habits and the impact of “why”

Assignment 1

  1. Prepare an MIP of your work to share during the next lecture
  2. Read the Alcoa Steel Case Study
02
THU (3/11) at 8 PM ET
Sales IRL: What's Your Value in Your Organization?
  • 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?
  • Break into groups and share an MIP of your work or organization
  • Volunteers share with the class their MIP and its alignment to the work they do

Additional resources provided by Lilah.

03
TUE (3/16) at 8 PM ET
The Sales Funnel: Building from the Top
  • 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

  1. Create an email template for your target prospect
  2. Read the article provided by Lilah on Social Selling
04
THU (3/18) at 8 PM ET
Sales IRL: 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.

05
TUE (3/23) at 8 PM ET
Sales Methodologies & Storytelling
  • 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

  1. Develop your Elevator Pitch and prepare to share it with the class.
  2. Additional readings provided by Lilah on Storytelling and Fun Example of The Sales Pitch.
06
THU (3/25) at 8 PM ET
Sales IRL: Pitch Competition judged by Zeeshan Hafeez - Chief Revenue Officer at VeeMed Inc.
  • Develop and share your elevator pitch with the class
  • Share a key takeaway from the reading provided by Lilah

Additional resources provided by Lilah.

07
TUE (3/30) at 8 PM ET
How to Build Great Sales Teams
  • 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.

08
THU (4/1) at 8 PM ET
Fireside Chat with Serena Garg - VP of Sales at ShopRunner
  • 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.

09
TUE (4/6) at 8 PM ET
Growth Hack: Harnessing the Power of Feedback Within Your Team
  • 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.

10
THU (4/8) at 8 PM ET
Sales IRL: Feedback Workshop
  • 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.

11
TUE (4/13) at 8 PM ET
How to Scout and Nurture Talent
  • 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.

12
THU (4/15) at 8 PM ET
Fireside Chat with with Kurt Clesle - Area Vice President at MuleSoft
  • Breakout session: What did you hear?
  • Course wrap-up

Assignment 9

Reflection exercise

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