|January 2 & 4
|| Formula for Success
We'll outline the best examples of success formulas we've seen in 15 years as a business consulting firm and encourage attendees to share their formulas as well. This about the behaviors, attitudes and techniques you are using to create success in business.
|January 9 & 11
|| The Rules of Presentation
In this session we will outline some rules for presenting with impact and preventing wasted time.
|January 16 & 18
|| Niche Message Workshop
People work with you because they believe you understand their world better than anyone else. The more custom you can make your message to an industry, or type of customer, the more credibility you create quickly. You'll leave this session with at least one niche message designed to create instant credibility with your prospects.
|January 23 & 25
|| Your Rules for Engagement in the Sale
Your time is the most valuable thing you have to invest as a selling professional. This session will guide you to defining the rules that a customer must follow to earn that time.
|January 30 & February 1
|| Getting Things Done
Using concepts from time management experts, this session is all about making you more efficient and reliable at getting your tasks completed. If you've been feeling overwhelmed, this session is a must.
|February 6 & 8
|| Beyond the Post-Sell - Grading Using CSAT
After the sale, the effort must go toward ensuring long term customer loyalty. Sandler Enterprise Selling has created a tool for doing just that, which we will train and practice using in this session.
|February 13 & 15
|| Dealing with Stalls & Objections
If you're in sales, then you've heard every excuse in the book for not buying, or not buying now. This session will offer you an opportunity to bring your most challenging scenarios to a workshop environment designed to help you to overcome the toughest excuses you come across.
|February 20 & 22
|| I Don’t Need Your Approval
This session will help you to stop worrying about doing things so that others approve of you, and shift your thinking to doing what is right regardless.
|February 27 & March 1
|| Stump the Trainers
Bring your most challenging business issues to this open-forum style session and see if you can stump our team of rock star trainers!
|March 6 & 8
|| Eat your Vegetables
We use "eat your vegetables" as an analogy for the healthies behavior choices you have. You'll leave this session motivated to make healthier business choices and know which "vegetables" will make you most successful long term.
|March 13 & 15
|| Adding Services and Budget - Cross Sell and Upsell
We frequently find that you are getting less than 50% of the potential business from your customers. This session will help you to change that by offering proven techniques for increasing budget for cross-selling and upselling your clients.
|March 20 & 22
|| Helping People do what they Say they Will
If you've ever found yourself frustrated at people who have let you down, this session is for you. The title says it all…when people make a commitment, learn how to make sure that commitment sticks.
|March 27 & 29
|| Building Success from the Inside Out
Success is subjective. You must decide what it means to you and decide that you will be successful starting right now. This session works on the mindset of success and builds a path for you to achieve better outcomes in life.
|April 3 & 5
|| 1 Minute Strategic Pitch
A lot of time is spent talking about a "30-second elevator pitch" and, while that is a great tool, very few people have taken the next step to refine a longer message that is more strategic and targeted. This session will provide you with a more impactful message geared at getting more meetings in your calendar.
|April 10 & 12
|| Getting Paid More: Budget v. Competition
Are you competing against a budget or the competition. We'll differentiate strategies at dealing with each in this session designed to get you paid more for your services.
|April 17 & 19
|| Thinking Like a Leader
The more you think like a leader, the more you will earn the respect of those around you, especially that of other leaders. This session will explore the psychology of leaders and challenge you to change some of your thinking.
|April 24 & 26
|| The Sales Call A-Z
In this skill-check session, we will be running a role play though each component of the sales call and finding your areas for improvement. Whether you're a Sandler pro, or a newbie, this session will bring value to you.
|May 1 & 3
|| How Gutsy are You?
On a scale of 1-10, how gutsy are you? How gusty do you want to be? In this session, examine your level of guts and identify the things that are holding you back from being your gutsiest self!
|May 8 & 10
|| Make your Accounts Competition-Proof
You never want to give your competition an opening to come in and steal your hard-won business. Learn the best practices for protecting your accounts from competition over the long haul in this session.
|May 15 & 17
|| Executive Level Prospecting
Executives are seen as some of the hardest people to reach in prospecting, but for a highly successful few salespeople, executives are the only prospects they pursue. Learn how to approach the C-Suite in this session and get more meetings with the real decision makers.
|May 22 & 24
|| Real Life Sales Calls
In this session, we will share some of our team's best and worst sales calls. You'll have the chance to spot what you'd like to copy and what you would never do in this fun session!
|May 29 & 31
|| Self Confidence
What's the secret to confidence? This session will help you to find the answer for you and unlock a higher level of confidence for your future.
|June 5 & 7
|| Selling Through Confirmation Bias
People want to believe that they are right and they seek confirmation of it all the time. The problem we can have with selling is that we are often telling people that what they think right now "they don't need what we have" is wrong. This session helps with a proven method for breaking through confirmation bias and winning more business.
|June 12 & 14
|| Enhancing Customer Touchpoints
Every customer communication matters. We call these "touchpoints" and very few people have assessed how to enhance the client experience at each step. This session does exactly that, and attendees will leave with a plan for providing a world class customer experience.
|June 19 & 21
|| Gaining Control Quickly
We want to be in control. This session helps you to gain control quickly in any communication, while maintaining a respectful and mutually beneficial relationship with the communication partner. This session is meant for anyone in business.
|June 26 & 28
|| Creating Urgency with Prospects
When you're prospecting, the people you are calling on are not often waiting for your call. For that reason, it can be difficult to create any sense of urgency for them to meet with you. This session offers a plan for creating a sense of urgency with your prospects
|July 3 & 5
|| Never Say No - Say Yes, but Have Clear Terms
One of the most challenging things for salespeople to do is walk away from a sale. This session helps to create a more comfortable approach to walking away that leaves the door wide open for a prospect to stay in the sales process, but protects the integrity of the selling system.
|July 10 & 12
|| Our Existing Customers Want to Help Grow our Business
They really do! Rather than calling on strangers all day long, this session will help you to unlock the growth that your existing customers want to help you experience.
|July 17 & 19
These three ingredients are what determines success no matter your role. In this session, work on all three and leave with a better chance of winning.
|July 24 & 26
|| How Do You Know You Have Enough Pain?
The Sandler pain step is frequently the least understood and worst executed step. In this session we'll discuss it in detail and help you to find the right approach for you.
|July 31 & August 2
|| Recovering from Rejection
You will experience rejection and failure, but how you handle it when it happens will determine your ultimate success. In this session, learn to bounce back stronger and use rejection as fuel.
|August 7 & 9
|| Project-based Sales/Closing the Next One
Many of your sales are project-based and happen with the same people over and over. If you are being forced to compete for the next project with the same customers repeatedly, this session is for you…win the next one.
|August 14 & 16
|| Close Every Proposal…Period.
If you're doing a proposal, it should be for the kill. This session will help you to enhance you hit rate by training the mentality of proposing to win.
|August 21 & 23
|| LinkedIn for Selling
There's so much that can be done with LinkedIn in sales. Are you leveraging the tool? This session will help take even avid users to the next level.
|August 28 & 30
|| Having Business Owners' Mentality
To think like a business owner will lead to better outcomes in business. From more sales, to promotions, to more impact with vendors and employees, this session will help you to think like and be viewed as an "owner".
|September 4 & 6
|| Decision Timeline
The decision timeline is a tool that, if used effectively in the sales process, can uncover the entire decision process and allow you to design your ideal sale. Learn how to get the most of this tool in our session.
|September 11 & 13
|| Getting Paid for ALL of your Work
Are you giving too much "free consulting" in an effort to win the business? This session will help you to convert your opportunities sooner and start getting paid for all of your work.
|September 18 & 20
|| The Link Between I/R and Core Values
Maintaining your edge in business is critical. This comes from having a high "I-Score", which relates to your self-esteem. This session will show how you can systematically improve your I-Score through understanding your core values.
|September 25 & 27
|| Post -Sell – A-Z
The post-sell step is often under-appreciated. Done to its fullest potential, the post-sell step should eliminate back outs, create referrals and future business, as well as ensure a happy customer in delivery. We'll train and practice the step from A to Z in this session.
|October 2 & 4
|| Your Market Creation Workflow
This session will train a proven method for prospecting that incrementally elevates the commitments that your prospects make. If you need to take people who do not think they have a need for what you sell and help them to discover they do, this session will help you fill your funnel.
|October 9 & 11
|| How To Deal With Your Life Script
We all have a "script" we're following, and we are our own main character. Do you like the direction of your life's script? Since you have the ability to be your own author, change the narrative to fit your goals and aspirations in this session.
|October 16 & 18
|| Decoding Questions
When a prospect asks you a question, it can have a deeper meaning? This session helps you to decode what the prospect is really asking you and provides direction for how to handle these multi-layered questions in a way that gets to the truth as quickly and comfortably as possible.
|October 23 & 25
No guts, no gain. There are countless scenarios in business where you need to risk to experience the best possible outcome. Leave this session with more guts and less risk aversion.
|October 30 & November 1
|| Defining your Target Client
Business developers who know exactly who their target customer is and how to articulate that message will more consistently reach them. Elevate your clarity and improve your communication in this session.
|November 6 & 8
|| Client Retention
Learn the rules that support client retention in this session. Why clients leave, what makes them stay, and the tools that top-notch account managers use to maintain high retention rates.
|November 13 & 15
|| Managing All of the Steps Between your Meetings
In multiple-meeting sales processes, the time between meetings can be the most dangerous with cancellations and internal conversations knocking things off-track. This session will leave you with a plan for managing those dangerous times between your meetings and keep your sales processes on track.
|November 20 & 22
|| Core Values and Simple rules for Life
If you learn to take your core values and convert them into a set of simple behavior rules, you will maintain a high level of performance and positivity in everything you do. This session will help you to make this happen and everyone around you will thank you for coming!
|November 27 & 29
|| Upfront Contract Mastery
Perhaps there is nothing more important to selling success than mastering the upfront contract. This session will test your skills and take you to the next level on executing truly powerful expectation setting conversations for selling.
|December 4 & 6
|| Presence, Attitude & Edge
You must be in control of how you're perceived. This session will help you to see yourself through the eyes of others and develop a personal presence that represents how you want to be perceived.
|December 11 & 13
|| Crafting your Message
Who are you and what do you do? How can you help me and why should I take a meeting with you? You'll need a compelling message if you are going to break through in prospecting. This session will arm you with the tools you need to get more prospect conversations.
|December 18 & 20
|| Negotiation Process
Stop giving too much in negotiation by applying this structured process to every negotiation.
|December 25 & 27