Deal Winning: Political Mapping and Execution - SCC

Add to Calendar 05/02/2018 11:30 am 05/02/2018 1:30 pm Deal Winning: Political Mapping and Execution - SCC Sales Mastery: Do your deals fall short of a sale? Find out if it's a done deal or are you still in demand creation? Identify opportunities by locating critical information. Ask yourself why your company is the best choice by developing a message of value to convey to the executive sponsor. Develop a competitive strategy and avoid traps. Formulate a political strategy to gain enough support to win the sale. 400 Washington St., Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Deal Winning: Political Mapping and Execution - SCC (Zoom Live Streaming)

Add to Calendar 05/02/2018 11:30 am 05/02/2018 1:30 pm Deal Winning: Political Mapping and Execution - SCC (Zoom Live Streaming) Sales Mastery: Do your deals fall short of a sale? Find out if it's a done deal or are you still in demand creation? Identify opportunities by locating critical information. Ask yourself why your company is the best choice by developing a message of value to convey to the executive sponsor. Develop a competitive strategy and avoid traps. Formulate a political strategy to gain enough support to win the sale. Online Event cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 05/04/2018 7:30 am 05/04/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Deal Winning: Political Mapping and Execution - SCC

Add to Calendar 05/04/2018 11:30 am 05/04/2018 1:30 pm Deal Winning: Political Mapping and Execution - SCC Sales Mastery: Do your deals fall short of a sale? Find out if it's a done deal or are you still in demand creation? Identify opportunities by locating critical information. Ask yourself why your company is the best choice by developing a message of value to convey to the executive sponsor. Develop a competitive strategy and avoid traps. Formulate a political strategy to gain enough support to win the sale. 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 05/10/2018 9:00 am 05/10/2018 10:30 am B to B Networking TipClub: B to B Networking 400 Washington St. Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic

Add to Calendar 05/10/2018 10:30 am 05/10/2018 1:30 pm Advanced Prospecting & Closing Clinic Sales Mastery: This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals. Learn how to: •Get through to the decision maker •Book more appointments •Close more leads •Avoid “I’ll think it over” •Make more money •Reach your goals 400 Washington St., Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic (Zoom Live Streaming)

Add to Calendar 05/10/2018 11:30 am 05/10/2018 1:30 pm Advanced Prospecting & Closing Clinic (Zoom Live Streaming) Sales Mastery: This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals. Learn how to: •Get through to the decision maker •Book more appointments •Close more leads •Avoid “I’ll think it over” •Make more money •Reach your goals Online Event cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Forum

Add to Calendar 05/10/2018 5:30 pm 05/10/2018 8:30 pm Sales Managers' Forum It seems like more and more Sales Managers are challenged with higher goals in a tightening economy. So, we have created a Forum in which Sales Managers, Owners and Chief Executives can come together and have their sales management challenges heard, as well as leave with solutions. Even though we may sell in different verticals, marketplaces and territories, and even though we may all come from different businesses, sales management problems are pretty universal. The Managers' Forum is a fast, efficient and effective way to address sales management problems. So we invite you to participate in one session as our guest. Below are the purposes, logistics, format and what you can expect for results. Managers' Forum Purpose: To help people that manage people that sell, sales teams and representatives, to improve sales management skills and competencies. Topics are varied covering a wide range, including coaching, training, mentoring, supervising, motivating, recruiting, staging sales meetings, employee reviews, conflict resolution, communication, surveying customers, goal setting for self and team, correcting negative behavioral patterns and “growing team members to the next level”. Managers' Forum Logistics: Managers’ Forum meets monthly one Thursday evening per month. Meetings start at 5:30p and ending at 8:30p. Dates are scheduled 90 days out. It meets over dinner and is preceded by an informal “meet and greet”. Meals are included. Guests are welcome to participate in one meeting at no charge. Managers' Forum Format: Participants share problems, challenges, goals and agenda prior to each meeting. These become topics of the next Managers’ Forum meeting. Meetings are facilitated by Greg Nanigian – an accomplished sales and sales management trainer. There are usually one or more hand-outs based on the topics. Participants share a 30 day implementation at the close of each meeting. Results of 30 day implementations are shared at the next Managers’ Forum. Managers' Forum Results: Participants from different industries are co-mingled in Managers’ Forum Meetings and the one thing they have in common is that they manage people that sell. Through the sharing and training that takes place the average manager achieves a 50 percent increase in sales management competency in one year of participation. Given that meetings are fun, no fluff and based on the Sandler Sales Management System, results are extraordinary. You will also receive a FREE copy of: Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers! Strega Prime, 100 Sylvan Rd., Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 05/11/2018 7:30 am 05/11/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 05/11/2018 9:00 am 05/11/2018 10:30 am B to B Networking TipClub: B to B Networking 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic

Add to Calendar 05/11/2018 11:30 am 05/11/2018 1:30 pm Advanced Prospecting & Closing Clinic Sales Mastery: This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals. Watch a short video about this workshop. Learn how to: •Get through to the decision maker •Book more appointments •Close more leads •Avoid “I’ll think it over” •Make more money •Reach your goals 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Sandler Sales 2-Day Boot Camp

Add to Calendar 05/16/2018 8:00 am 05/17/2018 3:30 pm Sandler Sales 2-Day Boot Camp Close More Deals and Get More Appointments If you aren't satisfied with your sales, your closing ratios, or how many appointments you book, discover how to overcome those problems in the Sandler Sales 2-Day Boot Camp. The Sandler Sales 2-Day Boot Camp is known for providing a systematic approach to selling and non-traditional techniques that really work. Whether you’re the CEO, President, Owner or salesperson of a company that sells technology, manufactured products, financial services, tangible products or intangible services - this is a boot camp is suitable for everyone regardless of sales experience! Topics will include, but not be limited to: Creating new business opportunities from scratch Achieving mutual respect in the sales process Not getting bled for "Unpaid Consulting" Overcoming difficult objections Getting your price for your products and services Winning business when you are not the 'cheapest solution' Knowing what it takes to truly differentiate yourself from the competition Moving prospects and clients out of "stall mode" and triggering them to action The boot camp is from 8:00 AM to 3:30 PM on both days and includes full breakfast and lunch. Dress is business casual. 400 Washington St. Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Forum

Add to Calendar 05/17/2018 5:30 pm 05/17/2018 8:30 pm Sales Managers' Forum It seems like more and more Sales Managers are challenged with higher goals in a tightening economy. So, we have created a Forum in which Sales Managers, Owners and Chief Executives can come together and have their sales management challenges heard, as well as leave with solutions. Even though we may sell in different verticals, marketplaces and territories, and even though we may all come from different businesses, sales management problems are pretty universal. The Managers' Forum is a fast, efficient and effective way to address sales management problems. So we invite you to participate in one session as our guest. Below are the purposes, logistics, format and what you can expect for results. Managers' Forum Purpose: To help people that manage people that sell, sales teams and representatives, to improve sales management skills and competencies. Topics are varied covering a wide range, including coaching, training, mentoring, supervising, motivating, recruiting, staging sales meetings, employee reviews, conflict resolution, communication, surveying customers, goal setting for self and team, correcting negative behavioral patterns and “growing team members to the next level”. Managers' Forum Logistics: Managers’ Forum meets monthly one Thursday evening per month. Meetings start at 5:30p and ending at 8:30p. Dates are scheduled 90 days out. It meets over dinner and is preceded by an informal “meet and greet”. Meals are included. Guests are welcome to participate in one meeting at no charge. Managers' Forum Format: Participants share problems, challenges, goals and agenda prior to each meeting. These become topics of the next Managers’ Forum meeting. Meetings are facilitated by Greg Nanigian – an accomplished sales and sales management trainer. There are usually one or more hand-outs based on the topics. Participants share a 30 day implementation at the close of each meeting. Results of 30 day implementations are shared at the next Managers’ Forum. Managers' Forum Results: Participants from different industries are co-mingled in Managers’ Forum Meetings and the one thing they have in common is that they manage people that sell. Through the sharing and training that takes place the average manager achieves a 50 percent increase in sales management competency in one year of participation. Given that meetings are fun, no fluff and based on the Sandler Sales Management System, results are extraordinary. You will also receive a FREE copy of: Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers! Scarlet Oak, 1217 Main St., Hingham, MA 02043 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 05/18/2018 7:30 am 05/18/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

How to Negotiate with Different Personality Styles - SCC

Add to Calendar 05/18/2018 11:30 am 05/18/2018 1:30 pm How to Negotiate with Different Personality Styles - SCC Sales Mastery: Discover the powerful DISC psychological model and how to apply it in negotiating and sales. Watch a short workshop video here Join us for this 2-hour workshop and you will learn: •The four basic behavioral styles •How they differ •How to spot them quickly in your prospects and customers •How to adapt to them to be most effective whether you are cold calling, selling or servicing 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 05/21/2018 1:00 pm 05/21/2018 2:30 pm B to B Networking TipClub: Join us on Monday afternoon, May 21st, for our powerful business networking events that come with a unique twist. We use a structured format that allows for spotlight introductions followed by our famous "lightning round" so connections are made instantly! For first time guests, there is no cost to attend. Register early before the event closes out, and feel free to forward this invitation to an associate! This is a structured meeting and starts PROMPTLY at 1:00 PM. Not suitable for job seekers! Registration is Required - One Registration Per Individual! 200 Clarendon St. 19th Floor, Boston, MA 02116 cs1@gnatraining.com MM/DD/YYYY

How to Be a Master Introduction Getter - SCC

Add to Calendar 05/24/2018 11:30 am 05/24/2018 1:30 pm How to Be a Master Introduction Getter - SCC Sales Mastery: Do you need to diversify your prospecting activities? Referrals and introductions should be central to building a quality pipeline for our business. Having a well-thought process and goals for pursuing them can dramatically increase our referral business. Whether you’re asking for them poorly or not asking at all, this workshop will guide you to build a successful system for getting introductions that lead to quality prospects. 400 Washington St., Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

How to Be a Master Introduction Getter - SCC (Zoom Live Streaming)

Add to Calendar 05/24/2018 11:30 am 05/24/2018 1:30 pm How to Be a Master Introduction Getter - SCC (Zoom Live Streaming) Sales Mastery: Do you need to diversify your prospecting activities? Referrals and introductions should be central to building a quality pipeline for our business. Having a well-thought process and goals for pursuing them can dramatically increase our referral business. Whether you’re asking for them poorly or not asking at all, this workshop will guide you to build a successful system for getting introductions that lead to quality prospects. Online Event cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 05/25/2018 7:30 am 05/25/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Questioning Strategies - SCC

Add to Calendar 05/25/2018 11:30 am 05/25/2018 1:30 pm Questioning Strategies - SCC Sales Mastery: Can Asking Questions Be The Answer? This lesson will instruct you how not to spill your knowledge and expertise into your prospect’s lap. The strategy of asking a question in response to a prospect’s question is called reversing. Reverses are verbal probes that make sure you answer the prospect’s “real” question. When handled in a nurturing manner, reverses help the prospect uncover his/her true motivations for buying, without pressure from you. Learn how to use softening statements preceding a reverse in order to decrease the pressure on the prospect. Watch a short video about workshop Also in this session, participants will learn how to use questions to handle the stalls and objections heard most often from prospects. The only person qualified to handle the prospect’s stalls and objections is the prospect. By using questions to bring up the common stalls and objections before the prospect has a chance to, you remove the roadblocks. 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

How to Update Non-Supportive Selling Beliefs - SCC

Add to Calendar 05/31/2018 11:30 am 05/31/2018 1:30 pm How to Update Non-Supportive Selling Beliefs - SCC Sales Mastery: Discover a systematic approach to uncovering what is holding salespeople, sales managers, and customer service personnel back from succeeding, and how to correct those negative behavior patterns. This program will help you get rid of 55 common belief systems that hold salespeople back, and replace them with supportive belief-systems that will help you make a lot of money, have more fun and save time. This empowering session will also help you to 'own' more of our powerful selling techniques, own more of yourself and put you in total control of the sale! 400 Washington St., Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

How to Update Non-Supportive Selling Beliefs - SCC (Zoom Live Streaming)

Add to Calendar 05/31/2018 11:30 am 05/31/2018 1:30 pm How to Update Non-Supportive Selling Beliefs - SCC (Zoom Live Streaming) Sales Mastery: Discover a systematic approach to uncovering what is holding salespeople, sales managers, and customer service personnel back from succeeding, and how to correct those negative behavior patterns. This program will help you get rid of 55 common belief systems that hold salespeople back, and replace them with supportive belief-systems that will help you make a lot of money, have more fun and save time. This empowering session will also help you to 'own' more of our powerful selling techniques, own more of yourself and put you in total control of the sale! Online Event cs1@gnatraining.com MM/DD/YYYY