FRIDAYS - All Times 11:30am - 1:30pm - via Live Stream

Friday, May 21st - Understanding & Coaching-Up Your Teams Using DISC Assessments. Each member of your team possesses a unique communication & behavioral style. Learn why they do what they do and how you can better coach each member to greater success by helping them identify the communication & behavioral styles of their clients, prospects and teammates. We will also discuss the importance of mirror-imaging and neurolinguistic programming. All attendees will be given a DISC assessment to complete as part of this session. (Facilitated by Greg Nanigian)

Friday, May 28th – Why Have a Selling System? One question many sales organization struggle with is if they can define their selling system. Are your people consistent and disciplined in your delivering your selling system? Can it be replicate after each sale and for each salesperson? In this session we’ll discuss the importance of coaching your teams on having a consistent sales system that can be followed to the desired outcome. Do you and your team know the 4 desired outcomes of every meeting? Learn how to coach your team in the buyer/seller dance. We will go into detail of the Sandler Sales Methodology; we call the Sandler Submarine. There are 7 components that have to followed-from bonding & rapport, to uncovering pain, to identifying a prospects true budget and to closing the deal. Are your teams practicing this? (Facilitated by Andrew Botieri)

Friday June 4th – How to Coach Your Teams to Improve Their Key Account Implementation. Key Account Planning is a critical strategy to implement for your sales teams, though not many companies have a consistent process or strategy for this. You will learn how to coach your teams to Protect & Grow key accounts and how to create new demand for new sales opportunities and how to upsell to exiting accounts. Jeff will walk you through how to coach your teams to politically map and organization to find the real decision makers and how to penetrate those Key Accounts to lock out your competition. (Facilitated by Jeff Morgenthaler)

Friday June 11th - Coaching Your Teams To Increase Their Pipeline and Prospecting Strategies. How are you coaching your sales team to get more appointments? Is it working? Our proven 5 x 5 New Call Conversation session helps guide you and your team to No More Cold Calls, finding pain to uncover your prospects critical business problems, so they will want to meet with your team. You will also learn the proper cadence to coach your teams in following up with their prospects. (Facilitated by Jeff Morgenthaler/Will Longwe)

Friday June 18th - Team Selling and the Pre-Post Meeting Strategies. Team selling can be such a powerful strategy you can use to increase sales. But how do you coach your teams on how to pull this off? In this session you will learn the three parts of the Joint Call: The Pre-Call Activity, The Call and the Post-Call Debrief. You’ll also learn how to create a Pre-meeting checklist and learn what the “Coffee Shop” concept is all about and how to use it to your advantage. (Facilitated by Greg Nanigian)

Friday June 25th – Coaching To Win: Helping Your Teams Improve Their Win Rates Using Pain and Negative Reverse Questioning Strategies. If your team can not uncover a prospect’s or client’s pain-points, they will not get the sale. It’s that simple. In this session, we will take you through the Sandler Pain Funnel methodology that is a proven winner! Learn the three types of pain: Surface, Business & Personal and how each one of these feeds into the prospects reason to do business with you. People buy emotionally, they make decisions intellectually. The more pain you find, the easier the sale will be. Find out how! (Facilitated by Andrew Botieri)

12 Hours of high energy, including your own DISC assessment, breakout groups, role playing and the powerful Sandler Methodology Sales Boot Camp. If you are a MA based company, you may qualify for the MA Workforce Training Grant Reimbursement Program and receive 50% of your investment back. Ask us how on our grants page.