An effective Sales Map increases call effectiveness by visualizing sales conversation outcomes and reducing selling anxiety. This presentation is a series of screen shots from a live Sales Map developed on Mindomo. Scott Sambucci presented this sale map as part of the SalesQualia Skillshare Class offered on 11.7.12 at SandboxSuites in San Francisco, CA. To contact Scott Sambucci or SalesQualia: Email: scott [at] salesqualia [dot] com Twitter: www.twitter.com/salesqualia.com YouTube: www.youtube.com/salesqualia Website: www.salesqualia.com

1. SALES
MAPPING
WORKSHOP
PRESENTED
BY
SCOTT
SAMBUCCI
FOUNDER
&
CHIEF
SALES
GEEK
SALESQUALIA
WWW.SALESQUALIA.COM

2. Developing
Your
Sales
Map
1. State
your
ObjecLve
(“I
want
to…”)
– Be
specific.
Ask
yourself
–
“What
is
the
desired
outcome
of
the
call?”
– For
example:
Qualify
your
lead,
Set
an
appointment
for
a
demo,
Learn
about
the
decision
criteria
for
new
product.
2. Consider
all
possibiliLes
and
outcomes
for
the
sales
conversaLon
3. IdenLfy
tasks
that
lead
to
your
objecLve.
– What
are
the
key
steps
that
must
happen
to
reach
your
call
objecLve?
4. Visualize
the
process
– Play
the
conversaLon
in
your
mind.
Is
your
Sales
Map
a
natural
flow
of
conversaLon
or
clearly
scripted?
5. Document
what
happened
in
your
call
6. Iterate
your
Sales
Map

3. Sample
Sales
Map
for
a
“New
Call”
This
is
a
sales
map
for
an
outbound
phone
call
to
a
prospecLve
client
or
an
inbound
lead
or
referral.

11. CONTACT
SALESQUALIA
SCOTT
SAMBUCCI,
FOUNDER
&
CHIEF
SALES
GEEK
SCOTT@SALESQUALIA.COM
P:
(415)
596
0804
T:
WWW.TWITTER.COM/SALESQUALIA
F:
WWW.FACEBOOK.COM/SALESQUALIA
W:
WWW.SALESQUALIA.COM