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Location: Livestream Only
June 2nd, 2020
8:00 am - 9:30 am
A sales cookbook is a proven list of activities and behaviors that you can do every day and every week to be successful. We call this tool a cookbook because it operates on exactly the same principle as a recipe that’s been tested and validated by a professional chef. If you turn to the page of your favorite cookbook and find the page that reads “Chocolate Cake,” and if you obtain ingredients A, B, and C, and follow steps X, Y, and Z to the letter, then the end result, you’re going to experience is a chocolate cake – not just sometimes, but every time! Now that we are at the midpoint of 2020, how is your cookbook? Are you on track for a recipe for success? Do you need to adjust some of the ingredients you are using? Remember, a cookbook is only beneficial if you are revisiting it and being held accountable to it, so you won’t want to miss this workshop.
Location: Livestream Only
June 2nd, 2020
10:00 am - 11:30 am
Join us to identify your personal life goals, determine what you need to do to achieve those goals. Additionally, make a plan to track your progress and fine-tune the plan.
Location: Livestream Only
June 2nd, 2020
12:00 pm - 1:30 pm
A sales cookbook is a proven list of activities and behaviors that you can do every day and every week to be successful. We call this tool a cookbook because it operates on exactly the same principle as a recipe that’s been tested and validated by a professional chef. If you turn to the page of your favorite cookbook and find the page that reads “Chocolate Cake,” and if you obtain ingredients A, B, and C, and follow steps X, Y, and Z to the letter, then the end result, you’re going to experience is a chocolate cake – not just sometimes, but every time! Now that we are at the midpoint of 2020, how is your cookbook? Are you on track for a recipe for success? Do you need to adjust some of the ingredients you are using? Remember, a cookbook is only beneficial if you are revisiting it and being held accountable to it, so you won’t want to miss this workshop.
Location: Livestream Only
June 9th, 2020
8:00 am - 9:30 am
Trying to keep track of the unique personalities and factors tied to even one of your key accounts can be daunting. In this workshop we will talk about the importance of jotting down an account’s key decision makers and cast of characters. Do you know what their individual personal goals and wins are? Can you remember the contacts, traits, and specific relationships with the selling firm? Join us as we develop a tool to answer these questions while developing action plans to specify next steps.
Location: Livestream Only
June 9th, 2020
10:00 am - 11:30 am
For you to succeed in sales, you must have a strategy that guides you throughout the workday. In this lesson, you will learn about Sandler’s Formula for Success and how to use it to generate your strategy for accomplishing the everyday tasks involved in sales.
Location: Livestream Only
June 9th, 2020
12:00 pm - 1:30 pm
Trying to keep track of the unique personalities and factors tied to even one of your key accounts can be daunting. In this workshop we will talk about the importance of jotting down an account’s key decision makers and cast of characters. Do you know what their individual personal goals and wins are? Can you remember the contacts, traits, and specific relationships with the selling firm? Join us as we develop a tool to answer these questions while developing action plans to specify next steps.
Location: Livestream Only
June 15th, 2020
3:00 pm - 5:00 pm
Coach's Playbook - Dealing with Change
Location: Livestream Only
June 16th, 2020
8:00 am - 9:30 am
Landing major accounts can be game-changing. But what about keeping them? Most selling organizations focus on account growth but not account retention. As a result, treasured major clients often move on. Join us for this workshop as we demonstrate a retention framework based on 16 critical retention factors that dictate why accounts decide to stay or go. Assessing your performance in these areas is mandatory, but the real magic in major account retention is in crafting impactful improvement actions in each area.
Location: Livestream Only
June 16th, 2020
10:00 am - 11:30 am
The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control.
Location: Livestream Only
June 16th, 2020
12:00 pm - 1:30 pm
Landing major accounts can be game-changing. But what about keeping them? Most selling organizations focus on account growth but not account retention. As a result, treasured major clients often move on. Join us for this workshop as we demonstrate a retention framework based on 16 critical retention factors that dictate why accounts decide to stay or go. Assessing your performance in these areas is mandatory, but the real magic in major account retention is in crafting impactful improvement actions in each area.
Location: Livestream Only
June 23rd, 2020
8:00 am - 9:30 am
Without a process to segment your accounts, whether they are prospects or customers, there is a tendency to spend equal time with each one of those potential buyers in your territory. You may also use the same tactics and strategies depending on how you view your accounts.
In Sandler, we use a concept called KARE. KARE segments customers and prospects into four categories and offers guidelines on how much time we should spend under each one of these four designations. Join us as we ask what tactics and strategies that we should implement in order to make sure that we maximize our effectiveness in each of the KARE accounts?
Location: Livestream Only
June 23rd, 2020
8:00 am - 9:30 am
Without a process to segment your accounts, whether they are prospects or customers, there is a tendency to spend equal time with each one of those potential buyers in your territory. You may also use the same tactics and strategies depending on how you view your accounts.
In Sandler, we use a concept called KARE. KARE segments customers and prospects into four categories and offers guidelines on how much time we should spend under each one of these four designations. Join us as we ask what tactics and strategies that we should implement in order to make sure that we maximize our effectiveness in each of the KARE accounts?
Location: Livestream Only
June 23rd, 2020
10:00 am - 11:30 am
Join us as we explore how to connect meaningfully with your prospects, build rapport, avoid sending mixed messages, and ensure that you and your prospects are on the same page as you move through the development process.
Location: Livestream Only
June 30th, 2020
8:00 am - 9:30 am
We all know how to set a clear up-front contract early in a meeting. We all get commitments from our prospects to say "yes" or "no", but not think-it-over. We might even define what yes and no mean. BUT, is that the only up-front contract you set? If so, you may be missing a few key points. Come to this interactive workshop to learn just how many up-front contracts there really are.
Location: Livestream Only
June 30th, 2020
10:00 am - 11:30 am
It’s difficult to achieve a win/win outcome unless all parties agree to the outcome they seek. That’s why up-front contracts are a strategic element of the Sandler selling system. In this lesson, we will take a closer look at the purpose and benefits of developing strong up-front contracts at various stages of the selling process.
Location: Livestream Only
June 30th, 2020
12:00 pm - 1:30 pm
We all know how to set a clear up-front contract early in a meeting. We all get commitments from our prospects to say "yes" or "no", but not think-it-over. We might even define what yes and no mean. BUT, is that the only up-front contract you set? If so, you may be missing a few key points. Come to this interactive workshop to learn just how many up-front contracts there really are.
Location: Zoom call-register for more info
June 30th, 2020
2:00 pm - 3:30 pm
This 90-minute orientation and debrief will show you how to utilize our online resources to facilitate your success, and will give you an opportunity to unpack the results of your assessment. This orientation and debrief will be held via Zoom Call and will be held monthly. It is not an enhancement to the Boot Camp experience, not a prerequisite. It is highly suggested that you have a printed copy of your report in front of you to look at and take notes on as we go through the debrief. Please register for the assessment Debrief to receive the login information.