Sandler’s Digital Summit, which takes place on September 22, 2022, is the place hundreds of salespeople, gross sales leaders and different professionals liable for producing income for a company can come collectively to share greatest practices. It’s really going to be a one-of-a-kind occasion.
Final yr, over 10,000 folks registered for this occasion. It was an enormous success, and we’re carrying the momentum into 2022. We’re wanting ahead to masking some thrilling, game-changing subjects as Sandler’s greatest and brightest get collectively just about. And we are able to inform you with confidence that the quantity of sharing that takes place in our digital breakout rooms once they’re facilitated by world-class Sandler trainers merely can’t be beat.
We all know time is valuable, and we need to be sure that we deliver action-packed techniques and methods to you and your group that you could rapidly begin implementing. No matter you do throughout the group to generate income, there can be one thing for you in each single session.
I’ll kick off this system with a dialogue of How one can Promote to the Fashionable Purchaser. Collectively, we’re going to look intently on the trendy shopping for journey: how that journey has modified over time, what it seems to be like at present, and how one can adapt to it and but nonetheless keep true to your gross sales methodology. Consumers are extra educated than in years previous, and there are more likely to be extra decision-makers concerned in any given buy. Traits in digital shopping for have accelerated, a whole lot of patrons are inclined to carry salespeople at arm’s size, and folks in any respect ranges of the shopping for group are profiting from a dizzying array of communication and expertise platforms. The expertise has modified, the way in which we work together with our clients has modified, and the social and cultural norms have actually modified. So how will we adapt to the trendy purchaser journey…however nonetheless keep true to our gross sales methodology? How do we discover the candy spot that enables us to verify each of these bins? I’ll share some highly effective ideas for doing simply that, and I’ll preview the 52 up to date and expanded Sandler Guidelines included in my forthcoming ebook – additionally known as How one can Promote to the Fashionable Purchaser.
Subsequent up can be Barry Trailer; he’s co-founder, with Jim Dickie, of Gross sales Mastery, a gross sales analysis and advisory agency centered on AI-for-Gross sales options and Gross sales as a Career. In his speak The Gross sales Efficiency Scorecard, Barry can be assessing the brand new gross sales course of and sharing a number of the insights he has amassed during the last couple of many years about maximizing efficiency. He’ll even be sharing how you should utilize the appropriate information to each promote and handle extra successfully. Barry’s insights will enable you information your choices to complete 2022 robust and likewise enable you set the appropriate technique for 2023. It’s one factor to know what the analysis says, it’s one other to include the analysis into your working day in a method that makes each you and your group extra environment friendly. Barry will present you the way you should utilize at present’s info instruments to promote and handle smarter.
John Rosso, a Sandler coach with deep expertise and the creator or coauthor of a number of books on prospecting, will tackle an enormous subject: Understanding the Funding Standards in a Complicated Sale. Let’s face it: it’s arduous to grasp the funding standards in any kind of sale. We’re typically hurtling over roadblocks that we could have put in entrance of ourselves – like discomfort with regards to speaking instantly about cash. However, on the similar time, we additionally wrestle with the technical facet of the equation, particularly with regards to complicated offers. John’s going to speak about each the artwork and the science of the complicated sale: what to do, when to do it, easy methods to establish the forged of characters (which is more likely to be larger than you suppose), and easy methods to outline and leverage the funding standards within the ever-changing promoting atmosphere that we discover ourselves in.
Amy Woodall, a top-rated speaker at our final Summit, can be speaking about Aligning Gross sales and Service: How one can Cease the Infighting and Enhance the Outcomes. Congruency and collaboration are the keys – however how will we get there? If you concentrate on the 2 most necessary teams of individuals in a income engine after a sale is consummated, it’s gross sales and repair. The important juncture the place they work collectively is a singular cut-off date for our patrons. They’ve simply made the choice to work with us, and now they’re transitioning from gross sales to service. We would like that transition to be nothing however stellar. We need to instill them with full confidence of their selection and the conviction that they picked the appropriate accomplice. However all too typically, as a result of there’s a misalignment between gross sales and repair, that’s not the message that the client receives. Why does that occur? What are the pitfalls we need to keep away from? Amy will establish them, after which present us a number of the confirmed greatest practices for more practical purchaser engagement and purchaser onboarding.
Jeff Pankoff, a prime Sandler coach and advisor, goes to speak about easy methods to Keep away from the Superhero Syndrome. All of us run into this downside. One thing goes proper, and the subsequent factor we all know, we’re on the highest of the heap, and we fall into the entice referred to as “No one Is aware of What I Know.” This could be a main impediment to each private and organizational progress – particularly if we discover ourselves in a management function. We would like folks to self-discover and never change into reliant on our solutions to each single query. Self-sufficiency is the important thing. And for leaders, more often than not which means asking extra questions than we reply. However as an alternative of asking good questions, we might imagine to ourselves, “I’m pressed for time, and anyway no person is aware of what I do know. I’ll simply give them the reply.” So we are saying, “Do X, Y and Z.” And other people say to themselves as they return to work, “That didn’t take lengthy! Now I understand how to unravel all my issues. I simply must ask for assist.” This retains each of us from rising. Jeff’s speak will present you easy methods to take the Superhero Syndrome out of your day-to-day administration, so your group will flourish, and it can save you time. A self-sufficient group is the last word timesaver!
Lastly, Sandler coach and creator Peter Oliver can be main a panel dialogue on Making the Climb: From Salesperson to Gross sales Supervisor – and Past, primarily based on his highly effective ebook of the identical identify. Most rising gross sales managers obtain little or no coaching earlier than taking over the job. That may be a big mistake. Pete can be main a bunch dialogue about why the climb from particular person contributor to supervisor is value planning and making ready for – and what organizations can do to make the journey profitable.
Now, right here’s the most effective half: This can be a complimentary occasion! You may register at no cost right here.
See you on the Summit!
