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Greg Nanigian and Associates, Inc. | Braintree, MA,

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Upcoming Workshops - No Charge For First Time Guests

December 8, 11:30 - 1:00 p.m.

The 5x5 Prospecting Formula

Business development reps have 3 major challenges: Telling a story to uncover a prospect's pain, keeping the prospect engaged in the 1st conversation & landing the new meeting. In this Zoom workshop, participants will learn how to develop a prospecting formula which integrates phone, email, and LinkedIn messaging to produce a consistent, predictable number of new conversations.

At this workshop you’ll learn:

  • Effective formula (5x5) for uncovering the prospect's business pain
  • Call flow that keeps the prospect on the phone and engaged
  • Developing low and medium performing BDRs & AEs into high performing new meeting getters
  • Dramatic increase in new meetings

December 9, 11:30 - 1:00 p.m.

Cross Sell & Upsell

In the wake of COVID-19, protecting existing accounts is more crucial to business success! With the collapsed selling cycle, competitors are eating up existing accounts faster than ever. If you’re in an industry where new business is at a virtual stand-still, getting more out of existing clients is mission critical. We’ve loaded this workshop full of ground level, ready to use techniques that, if used consistently, will help you sell more to your existing accounts in the current climate.

At this workshop you’ll learn:

  • How to move into new business units without stepping on the toes of contacts in existing accounts
  • How to introduce new service lines into existing accounts without coming across as “salesy”
  • How to insulate your accounts from competitors
  • How to increase your average client value

Sales Managers' Roundtable

Attend one of our upcoming Friday 11:30 a.m. - 1:00 p.m. Managers' Roundtables as our guest

12/18/20 - Leadership Skills: Time Management & Delegation

1/15/21 - Team Performance: How To Understand Behavioral & Communication Styles of Your Team-Using Assessments (DISC)

2/19/21 - Growth Strategies: Coaching Your Teams to Protect & Grow Key Accounts

3/19/21 - Team Performance: Team Selling in a Covid-19 Environment

Crash a Class

Attend one of our upcoming Thursday 11:30 a.m. - 1:00 p.m. workshops as our guest

December 3rd - Uncovering the Prospect's Budget

December 10th - How to Negotiate with Different Personality Styles

December 17th - Pipeline Challenges and Closing Clinic

December 24th - Christmas Holiday Break

December 31st - Happy New Year

Get 50% of your sales and sales management training reimbursed by the state of MA for Sandler Training!

You have really helped me get focused and committed to realizing my full potential. Before I started with you I avoided certain prospects because I did not think I was good enough to do business with them. After working with you I learned how to put that luggage down and start selling to a lot of prospects that I avoided before.

Jim Berry, Vice President, H.T. Berry & Co.

Sandler Bookstore

The Sandler library of books includes two Amazon and Wall Street Journal best-sellers, as well as the best-selling sales classic for any sales book ever.

The Sandler Blog

Insight and tips on current sales, sales management, leadership and management topics. We invite you to
comment on our posts and to pass them on to your colleagues.

Video Testimonials

Heather A. from HomeVestors Testimonial
Ed Hubbard from Knights of Columbus Mailman to Salesman Testimonial
Sandler Client Testimonial from Mike Philipps, Cemex
Kristine K. from JAH Machine Inc. Testimonial on Attending Boot Camp