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Selling into Industries: Technology Companies

By: Lisa Earle McLeod & Elizabeth McLeod

Skill Level: Intermediate

Duration: 41m 49s

Released: May 17, 2018


Tech firms move fast and make decisions quickly. In this course, learn how to figure out who your tech buyer is and how to win their business in an ever-changing environment. Lisa Earle McLeod and Elizabeth McLeod guide you through the world of tech, spelling out tech jargon, key industry trends, and the tech funding process so that you can tailor your sales approach to your buyer. Learn how to unpack your potential client’s competitive landscape, connect yourself with pertinent financial metrics, and break through the clutter to get yourself noticed.

Topics include:

  • Understanding the nuanced titles of tech and identifying key buyers
  • Technology terms you need to know
  • Understanding tech financial metrics
  • Determining where your sale fits in the funding process
  • Connecting to your buyer’s challenges and aspirations
  • Creating pitch decks, proposals, and contracts


  • Introduction
  • 1. Setting Yourself Up for Success
  • 2. Tailoring your Approach
  • 3. Creating Urgency
  • 4. Closing the Deal
  • 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.

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Lisa Earle McLeod, Elizabeth McLeod – Selling into Industries: Technology Companies
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