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

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Upcoming Workshops - No Charge For First Time Guests

October 23, 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

October 28, 11:30 - 1:00 p.m.

How to Protect & Grow Key Accounts

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

Friday, 10/16/20 11:30 a.m. - 1:00 p.m.

Performance Skills: Goal Setting - Performance Reviews

Friday, 11/20/20 11:30 a.m. - 1:00 p.m.

Account Management: Growth Strategies

Friday, 12/18/20 11:30 a.m. - 1:00 p.m.

Leadership Skills: Time Management & Delegation

     

Crash a Class

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

October 1st - Bonding & Rapport with Neuro-linguistic Programming (NLP)

October 8th - Uncovering Your Prospect's Pain

October 15th - Pipeline Challenges & Closing Clinic

October 22nd - Decision, Fulfillment & Post-Sell

October 29th - Goal Setting for Success

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

Greg introduced me to Sandler while at a large private jet charter company. At the very beginning of training, there was major resistance from our sales reps to adapt a system while selling such a big-ticket transaction. Greg could sense this, so he offered to make live prospecting calls in front of the group, on a speaker phone, as part of that day's training. After three calls on the conference room speaker phone, he had the team convinced. All three calls were successful. Ten years later, I continue to receive training from him and his team for myself and my team.

Kevin Brennan, Apollo Jets

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