I covered topics such as why students should consider choosing a career as a Professional Sales Executive, the exciting benefits & risks, corproate growth potential, financial security & insecurity possibilities, and what skills they should have or aim to gain in order to be successful in a Sales career.

1. Sales as a Career
Choice: The Good, The Bad
and The Ugly
By Steven Tulman
Email: stulman@icmconsulting.com
Twitter: @StevenTulman
LinkedIn: ca.linkedin.com/in/stevetulman

2. Why a Career in Sales?
1. Do you want to have unlimited income
potential?
2. Do you want to run your own company or be
the CEO of another organization?
3. Are you good at managing your finances?
4. Are you ready to work hard and have fun?
5. Almost Recession-Proof

3. About Me
• MenuPalace.com
• Dealfind.com
• The Biz Media
• SEOlogist
• Info-Tech Research Group
• ICM Consulting & Media Corp.
• One Core Media – Ecommerce Solutions

4. The Evolution of Sales
Providing Solutions
Mid 70’s to late 90’s
Building Relationships
1950 to 70’s
Building Partnerships
Late 90’s to Now

5. The 2 Breeds of Sales
Professionals
Are you a hunter or a farmer?

6. 2 Kinds of Sales Jobs
Inside Sales
Vs
Outside Sales

7. Choosing Your First
Corporate Sales Job
• What are your options?
• Where do you look?
• How today’s choice will
affect you tomorrow?
• What to expect when you
start?

8. How to Excel in Sales:
The 6 Main Attributes
that Will Make You
Successful
1. Empathy (EQ)
2. Product and Industry Knowledge
3. Focus
4. Accountability
5. Enthusiasm
6. Ego-drive

9. The 10 Step Sales Process
1. Prospecting Stage
2. Qualifying Stage
3. Initial Meeting
4. Needs Analysis
5. Product/Service Demo
6. Proposal/Quotation Presentation
7. Influencer Approves
8. Key Decision Maker or Committee
Approves
9. Purchasing Approves
10. Product/Service Delivered & Payment
Received
As seen in the QUOTA Sales Training System

10. Developing Your Skills
as a Sales Professional
• A sale is the result of all of
the actions leading up to
the decision
• To sell more, strive to
improve your skills and
perfect your process

11. Developing Your Skills
as a Sales Professional
*Suggested reading:
- The Challenger Sale: Taking Control of the Customer Conversation
by Matthew Dixon and Brent Adamson
- SPIN Selling by Neil Rackham
- Selling to VITO, the Very Important Top Officer by Tony Parinello

12. Building Your Sales Pipeline and
Managing Your Funnel
When does 5x=x?

13. • The 5 Times Rule: Always have 5 times
your sales target in your active sales
pipeline
Building Your Sales Pipeline and
Managing Your Funnel
When does 5x=x?
When you’re in the world of Sales!

14. How to Climb the Corporate
Sales Ladder
• The best salesperson is
rarely the best manager
• To grow into management,
you must acquire a new
skillset
*Suggested reading:
- Coaching Salespeople Into Sales Champions: A Tactical Playbook for
Managers and Executives - by Keith Rosen
- Coaching for Performance: Growing Human Potential and Purpose – The
Principals of and Practice of Coaching and Leadership - by John Whitmore

15. Q &A
The End
By Steven Tulman
Email: stulman@icmconsulting.com
Twitter: @StevenTulman
LinkedIn: ca.linkedin.com/in/stevetulman