Jim Speredelozzi, VP Sales, The Predictive Index

<ul><li>Sales might be the only profession where people commonly have the “this is how I fell into sales story”</li><li>College roommate had a father in sales. Roommate said he was going to be in sales too…..why would you even go to college?</li><li>Finished college with Liberal Arts degree but no liberal arts jobs</li><li>Didn’t think he would be a fit for sales, but he was a nerd and passionate about computers so it seemed to work out</li><li>Sociology stigma in sales and he had it but thinks it is changing - colleges starting to teach sales, guest lecture at MIT & Harvard & Bentley</li><li><strong>Helping people make a positive change is how the best salespeople operate</strong></li><li><strong>The best sellers and sales leaders instill a belief system FIRST, before they focus on the tactics </strong></li><li>Assumptive close….probably not the best</li><li><strong>Your Belief system is the most important part of sales - ATTITUDE</strong></li><li><a href="https://www.sandler.com/success-triangle/">Sandler- Success Triangles </a></li><li><strong>If you do not believe you’re there to help people, you will not be successful in the long-term</strong></li><li><strong>Shouldn’t sell to people that you can’t HELP</strong></li><li><strong>Make the world better through Better work! Make people’s life at work more enjoyable, be more engaged at work</strong></li><li>More engaged at work = happier employees = happier relationships at home = better world</li><li>90%+ of revenue comes from a partner network of business consultants</li><li>PI Tools & Talent Optimization platform to enable those changes - But first WHAT IS THE PROBLEM THAT NEEDS FIXING?</li><li>PI Reference Profile - Captain - Proactive, task orientation, assertive, extroverted - good for sales - flexible but enjoys process too</li><li>PI founded in 1959</li><li>Collaborators - ME- help teams be cohesive, get everyone to feel good, useful when you have a toxic culture because they help the teams gel, long-term affiliations, patience, struggle to deal with tran