LinkedIn Optimization

Add to Calendar 10/05/2017 11:30 am 10/05/2017 1:30 pm LinkedIn Optimization Sales Mastery - President's Club Struggling to efficiently leverage LinkedIn to maximize your sales? No matter your age or experience level, LinkedIn is the platform for social networking when it comes to business. Today, there are more than 300 million registered LinkedIn users with 100 million of those users residing in the United States. This workshop explores the importance of maximizing LinkedIn in order to expand your connections and your horizons. 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Up-Front Contracts (SCC)

Add to Calendar 10/06/2017 11:30 am 10/06/2017 1:30 pm Up-Front Contracts (SCC) Sales Mastery - President's Club One of the keys to successful selling is to maintain control of the process. The Up-Front Contract, which is an important part of the Sandler Selling System, is the tool that will enable you to begin that process. In this class you will learn when and how to establish Up-Front Contracts throughout the selling process in order to keep you and the prospect on the same page, come away from every meeting with a clear, concise, verbal agreement as to what the next step is, and solidify strong relationships with your prospects and customers built on transparency and trust. 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting and Closing Clinic

Add to Calendar 10/12/2017 11:30 am 10/12/2017 1:30 pm Advanced Prospecting and Closing Clinic Sales Mastery - President's Club 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. 400 Washington St. Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Managers' Forum

Add to Calendar 10/12/2017 5:30 pm 10/12/2017 8:30 pm 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. We invite you to join us once for a commitment fee of only $5 which will be refunded upon arrival. 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

Advanced Prospecting and Closing Clinic

Add to Calendar 10/13/2017 11:30 am 10/13/2017 1:30 pm Advanced Prospecting and Closing Clinic 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. 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

SBANE Service Provider Group

Add to Calendar 10/17/2017 8:00 am 10/17/2017 9:45 am SBANE Service Provider Group SBANE Service Provider Group 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

How to be a Master Introduction Getter (SCC)

Add to Calendar 10/19/2017 11:30 am 10/19/2017 1:30 pm How to be a Master Introduction Getter (SCC) Sales Mastery - President's Club 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

Managers' Forum

Add to Calendar 10/19/2017 5:30 pm 10/19/2017 8:30 pm 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. We invite you to join us once for a commitment fee of only $5 which will be refunded upon arrival. 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

Decision Step (SCC)

Add to Calendar 10/20/2017 11:30 am 10/20/2017 1:30 pm Decision Step (SCC) Sales Mastery - President's Club How a prospect will make buying decision should not be a mystery. If you don’t know ahead of time exactly what a prospect will need to see or hear to make a buying decision when you make your presentation, it’s unlikely that you will leave with a decision. The third and final step in qualifying and disqualifying an opportunity – identifying the process by which prospect make buying decisions. Learn how to skillfully question prospects to uncover this information and how to determine the players, the specific elements of the process, and the timeframe for the decision. 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Maximize Peaks and Minimize Valleys in Sales (SCC)

Add to Calendar 10/26/2017 11:30 am 10/26/2017 1:30 pm Maximize Peaks and Minimize Valleys in Sales (SCC) This program is for anyone who, from time to time, may feel overwhelmed with the balancing act of continuing to sell new business while delivering to existing clients. Do you find yourself with a ton in your pipeline, closing deals and achieving goals, and then suddenly without and prospects on your horizon? Whatever you call it, “peaks and valleys” or “roller coaster sales”, this workshop is for those who want to learn a dozen ways to deal with these sales roadblocks and take your business, and yourself to a whole new level. 400 Washington St. Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Closing the Sale (SCC)

Add to Calendar 10/27/2017 11:30 am 10/27/2017 1:30 pm Closing the Sale (SCC) Sales Mastery - President's Club All too often sales are lost because the salesperson didn’t know when to stop talking. In this workshop, you will learn how to increase your chance of closing the sale. We explore how to present your product or service in a manner consistent with the prospect’s priorities, how to obtain a decision and prevent buyer’s remorse from taking hold, and how to prevent stalls and objections. Additionally, you will learn how to set the stage for future business and obtain referrals from your new client. 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY