Lisa Earle McLeod, Elizabeth McLeod – Business Development Foundations: Researching Market and Customer Needs

• Unpacking the sales process
• Leveraging your internal team
• Understanding your prospect’s customers
• Unpacking the competitive landscape
• Opening your call
• Handling rejection
• Addressing competitors
• Avoiding common mistakes

Contents:

• Introduction
• 1. Understanding your World
• 2. Diving into your Customer’s World
• 3. Customers Conversations
• 4. The Five Big Mistakes (and how to Avoid them)
• Conclusion

Lisa Earle McLeod created the “noble purpose” concept and strategy after her research revealed that organizations driven by a noble purpose outperformed the market by over 350%. A sought-after keynote speaker who has rocked the house everywhere from Apple to Peterbilt Trucks, Lisa is known for her cutting-edge ideas, practical techniques, and inspirational humor. She is the author of four best-selling books on leadership, sales, and personal development. Her book Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud has been a game changer at global firms like Flight Centre, Hootsuite, and Roche. She is also the sales leadership expert for Forbes.com, and she has appeared on NBC Nightly News, The Today Show, Oprah.com, and Good Morning America. Find out more at McleodandMore.com.

Elizabeth McLeod manages projects for clients like Google, G Adventures, and Hootsuite. She also spearheads McLeod & More’s marketing and executive events. Before joining McLeod & More, Elizabeth worked in advertising in both Boston and London. She has an undergraduate education in advertising from Boston University, and a master’s degree in industrial and organizational psychology.