Become The Best Sales Leader You Can Be

Rana Salman, Ph.D.

Wes Schaeffer
July 06, 2023

Immigrant from Beirut
MBA and Ph.D. “nerd.”
Had bills to pay, so she got into sales
Sales requires a lot of disciplines
You need to be humble, have common sense, etc. No degree needed.
Started in marketing, which helped her learn about her audience and influencing behavior.

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She loves to prepare, but you must also be flexible.
Customers have deadlines.
She would record the top performers and transcribe their calls and memorize them.
She was a content developer.
She started learning from the sellers and liked it and liked the money.
As an immigrant, she grew up with entrepreneurs.
It was not easy.
But it was empowering and rewarding.
She has been in sales and marketing for over 20 years.
You can get a lot of research done quickly, i.e., 5-10 minutes.
Your work will expand to the time allotted.
You just need the hook.
You can learn to improvise.
You don’t have to know it all.

❝

You have to add value.”

Dr. Rana Salman on The Sales Podcast

You have to provide insight.
You need to execute.
You need to be consistent.
You’re accountable for your own destiny.
Put yourself in your buyer’s shoes.
Plan your day to get in front of them.
Build your pipeline always.
Network, cold call, social media, etc.
Fill the pipeline.
Do non-revenue-generating activities after hours.
Be intentional with everything.
Deliver on your promise.
Speed is a competitive differentiator.
Collaborate with your customers.
Be disruptive inside your own organization.
Be an advocate for your customers.
Take care of your people internally.
There is more noise today.
Expand your existing accounts.
Be strategic with your expansion.
Leverage your networks.
Ask but also give.
Givers gain.
Leverage social media.
Go to past customers and reengage.
Look at lost deals. Maybe you clicked with the prospect, but it just wasn’t the right time.
A bad attitude toward marketing will hurt you.
Always be prospecting.
Always be listening.
Appreciate and leverage the silence.

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