Sales Mastery Program

Add to Calendar 10/01/2019 8:00 am 10/01/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Pain Funnel Role Play Participants customize their own Pain Funnel questions. Bring Pain Funnel to class and role play. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - PROSPECTING BEHAVIOR AND COOKBOOK

Add to Calendar 10/01/2019 10:30 am 10/01/2019 12:00 pm Core Sales Skills Program - PROSPECTING BEHAVIOR AND COOKBOOK This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • Manage Your Behavior • Cookbook for Success • Prospecting Activities Worksheet • Your Competitive Advantage • The 30-Second Commercial • The No-Pressure Prospecting Call 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 10/08/2019 8:00 am 10/08/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Up Front Contract for Pain Funnel Complete custom Pain Funnel questions and create an Up Front Contract for it. Be prepared to role play. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Two-Day Sales Academy: Race to Win in Q4

Add to Calendar 10/08/2019 8:30 am 10/09/2019 5:00 pm Two-Day Sales Academy: Race to Win in Q4 You're probably where you thought you'd be by October, but if you're not, accelerate your 2019 goals to make this your best year yet. Join us for this immersive two-day training academy to learn how to accelerate your performance to reach your sales goals; uncover new opportunities, and overcome any challenges. Invest in these two days and in return, you'll learn how to: - Increase your close ratio - Build a robust pipeline - Finish 2019 as a top performer Who Should Attend Designed for sales teams who sell SaaS, IT Services or On-Prem SW, this 2-day sales immersion training opportunity will provide you with the foundational skills you need to prospect, qualify (or disqualify) and close quality business. What Past Attendees are Saying: “I really liked the level of engagement & % of the activity with role play. Participants had no choice NOT to participate." “Excellent bonding and team-building experience” “Informative/enthusiastic/invaluable information presented in a fantastic, easily absorbable way.” “We need to get back to teaching this in the VAR channel.” “Very pleased – was entertained and learned some great techniques” “Great workshop, great concepts and applied correctly will ensure success.” "Extremely informative. I’ve learned skills that will be very useful in years to come.” Click here for more information or to register! Sandler Training Boston DoubleTree by Hilton 44 Middlesex Turnpike Bedford, MA 01730 sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - The Importance of Owning Your Sales Process

Add to Calendar 10/08/2019 10:30 am 10/08/2019 12:00 pm Core Sales Skills Program - The Importance of Owning Your Sales Process This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • Benefits of an Effective, Efficient Selling System • Positive Results of the Sandler Selling Process • The Buyer-Seller Dance • Sandler® Philosophy 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Organizational Excellence - Lunch Program

Add to Calendar 10/14/2019 11:30 am 10/14/2019 1:30 pm Organizational Excellence - Lunch Program This program is designed for CEO's, Business Owners, Executives, who want to focus on their company's strategic direction and to enhance its growth and profitability. The focus of these bi-weekly sessions will be to learn how to avoid classic blind spots that can kill any business by utilizing a proven leadership model know at the Six P's: Planning, Positions, People, Processes, Performetrics, Passion PLANNING: Analysis of External Environment Acknowledge that growth and success is impossible unless you look objectively at the forces affecting your current and future opportunities. Registration is required and a light lunch will be served. Please contact sue.hynes@sandler.com for registration details. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 10/15/2019 8:00 am 10/15/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Understanding Your Customer's DISC Profile You know your communication style - How about your clients? Learn how to understand, adapt and adjust to keep your prospects and clients OK in all of your interactions. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - BONDING & RAPPORT- Are You Making a Connection or Just Being You?

Add to Calendar 10/15/2019 10:30 am 10/15/2019 12:00 pm Core Sales Skills Program - BONDING & RAPPORT- Are You Making a Connection or Just Being You? This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • The Role of Active Participation in Bonding & Building Rapport • Three Elements of Communication • Active Listening Techniques • Transactional Analysis (TA) • Primary Sensory Dominance (PSD) • DISC Graph • Reach for the Prospect's OK-ness 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 10/22/2019 8:00 am 10/22/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Closing a Sale or Flying an Airplane Pilots can't take off until they complete their pre-flight check lists.  Most operational functions have critical stages or steps to increase a successful outcome.  Do you have a check list for your sales process that will increase the likelihood of your success?  Learn how to increase your odds for success and create your own pre-flight check list. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - UP-FRONT CONTRACT - The Art of Mutual Agreement

Add to Calendar 10/22/2019 10:30 am 10/22/2019 12:00 pm Core Sales Skills Program - UP-FRONT CONTRACT - The Art of Mutual Agreement This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • Creating an environment of mutual agreement • When Should You Make an Up-Front Contract? • Up-Front Contract Using ANOT • Sandler Rules for Up-Front Contracts 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Strategic Leadership Program - Hiring Workshop

Add to Calendar 10/23/2019 8:30 am 10/23/2019 12:30 pm Strategic Leadership Program - Hiring Workshop This class is for Managers or Leaders of a sales force or anyone who supervises direct reports. Interviewing is a critical step in the hiring process. Learn how to use the Hiring Template elements to narrow the applicant field and ultimately select the best-fit candidate. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Organizational Excellence - Leadership Learning Luncheon Program

Add to Calendar 10/28/2019 11:30 am 10/28/2019 1:30 pm Organizational Excellence - Leadership Learning Luncheon Program This program is designed for CEO's, Business Owners, Executives, who want to focus on their company's strategic direction and to enhance its growth and profitability. The focus of these bi-weekly sessions will be to learn how to avoid classic blind spots that can kill any business by utilizing a proven leadership model know at the Six P's: Planning, Positions, People, Processes, Performetrics, Passion PLANNING: SWOT Analysis Further refine your analysis by assessing your Strengths, Weaknesses, Opportunities, and Threats. Registration is required and a light lunch will be served. Please contact sue.hynes@sandler.com for registration details. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 10/29/2019 8:00 am 10/29/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Up Front Contract Role Play Using Customer's DISC 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY