Sandler’s Digital Summit, which takes place on September 22, 2022, is the place 1000’s of salespeople, gross sales leaders and different professionals accountable for producing income for a corporation can come collectively to share finest practices. It’s actually going to be a one-of-a-kind occasion.
Final 12 months, over 10,000 individuals registered for this occasion. It was an enormous success, and we’re carrying the momentum into 2022. We’re wanting ahead to protecting some thrilling, game-changing subjects as Sandler’s finest and brightest get collectively just about. And we will let you know with confidence that the quantity of sharing that takes place in our digital breakout rooms after they’re facilitated by world-class Sandler trainers merely can’t be beat.
We all know time is treasured, and we need to ensure that we convey action-packed ways and techniques to you and your staff you can shortly begin implementing. No matter you do throughout the group to generate income, there might 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 Trendy Purchaser. Collectively, we’re going to look carefully on the fashionable shopping for journey: how that journey has modified over time, what it seems to be like right this moment, and how one can adapt to it and but nonetheless keep true to your gross sales methodology. Patrons are extra educated than in years previous, and there are prone to be extra decision-makers concerned in any given buy. Developments in digital shopping for have accelerated, quite a lot of consumers are inclined to carry salespeople at arm’s size, and folks in any respect ranges of the shopping for group are making the most of a dizzying array of communication and expertise platforms. The expertise has modified, the best way we work together with our clients has modified, and the social and cultural norms have actually modified. So how can we adapt to the fashionable purchaser journey…however nonetheless keep true to our gross sales methodology? How do we discover the candy spot that permits us to examine each of these containers? 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 guide – additionally referred to as How one can Promote to the Trendy Purchaser.
Subsequent up might 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 might be assessing the brand new gross sales course of and sharing a few of the insights he has amassed over the past couple of many years about maximizing efficiency. He’ll even be sharing how you need to use the fitting information to each promote and handle extra successfully. Barry’s insights will aid you information your choices to complete 2022 robust and in addition aid you set the fitting 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 approach that makes each you and your staff extra environment friendly. Barry will present you ways you need to use right this moment’s info instruments to promote and handle smarter.
John Rosso, a Sandler coach with deep expertise and the writer or coauthor of a number of books on prospecting, will handle an enormous subject: Understanding the Funding Standards in a Complicated Sale. Let’s face it: it’s exhausting to grasp the funding standards in any kind of sale. We’re usually hurtling over roadblocks that we could have put in entrance of ourselves – like discomfort with regards to speaking instantly about cash. However, on the identical 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, the way to establish the forged of characters (which is prone to be larger than you assume), and the way to outline and leverage the funding standards within the ever-changing promoting surroundings that we discover ourselves in.
Amy Woodall, a top-rated speaker at our final Summit, might 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 can we get there? If you consider the 2 most vital teams of individuals in a income engine after a sale is consummated, it’s gross sales and repair. The essential juncture the place they work collectively is a novel time limit for our consumers. They’ve simply made the choice to work with us, and now they’re transitioning from gross sales to service. We wish that transition to be nothing however stellar. We need to instill them with full confidence of their alternative and the conviction that they picked the fitting associate. However all too usually, as a result of there’s a misalignment between gross sales and repair, that’s not the message that the shopper receives. Why does that occur? What are the pitfalls we need to keep away from? Amy will establish them, after which present us a few of the confirmed finest practices for simpler purchaser engagement and purchaser onboarding.
Jeff Pankoff, a high Sandler coach and marketing consultant, goes to speak about the way to Keep away from the Superhero Syndrome. All of us run into this drawback. 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 often called “No one Is aware of What I Know.” This could be a main impediment to each private and organizational development – particularly if we discover ourselves in a management position. We wish individuals to self-discover and never develop 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 one 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 resolve all my issues. I simply have to ask for assist.” This retains each of us from rising. Jeff’s speak will present you the way 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 staff is the last word timesaver!
Lastly, Sandler coach and writer Peter Oliver might be main a panel dialogue on Making the Climb: From Salesperson to Gross sales Supervisor – and Past, based mostly on his highly effective guide of the identical title. Most rising gross sales managers obtain little or no coaching earlier than taking up the job. That may be a enormous mistake. Pete might be main a bunch dialogue about why the climb from particular person contributor to supervisor is price planning and making ready for – and what organizations can do to make the journey profitable.
Now, right here’s the perfect half: It is a complimentary occasion! You possibly can register at no cost right here.
See you on the Summit!
