Sandler’s Digital Summit, which takes place on September 22, 2022, is the place 1000’s of salespeople, gross sales leaders and different professionals answerable for producing income for a corporation can come collectively to share finest practices. It’s really going to be a one-of-a-kind occasion.
Final 12 months, over 10,000 folks registered for this occasion. It was an enormous success, and we’re carrying the momentum into 2022. We’re trying ahead to protecting some thrilling, game-changing matters as Sandler’s finest 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 after they’re facilitated by world-class Sandler trainers merely can’t be beat.
We all know time is valuable, and we wish to make it possible for we convey action-packed ways and methods to you and your group you could shortly begin implementing. No matter you do inside the group to generate income, there will likely be one thing for you in each single session.
I’ll kick off this system with a dialogue of Find out how to Promote to the Trendy Purchaser. Collectively, we’re going to look carefully on the trendy shopping for journey: how that journey has modified over time, what it seems to be like at the 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. Traits in digital shopping for have accelerated, lots of patrons are inclined to carry salespeople at arm’s size, and other people 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 best way we work together with our clients has modified, and the social and cultural norms have definitely modified. So how can 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 test 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 e book – additionally known as Find out how to Promote to the Trendy Purchaser.
Subsequent up will likely 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 Occupation. In his discuss The Gross sales Efficiency Scorecard, Barry will likely be assessing the brand new gross sales course of and sharing a few of the insights he has collected during the last couple of a long time about maximizing efficiency. He’ll even be sharing how you should utilize the suitable information to each promote and handle extra successfully. Barry’s insights will make it easier to information your choices to complete 2022 robust and in addition make it easier to set the suitable 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 means that makes each you and your group extra environment friendly. Barry will present you ways you should utilize at the moment’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 handle an enormous matter: 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 usually hurtling over roadblocks that we could have put in entrance of ourselves – like discomfort in relation to speaking straight about cash. However, on the similar time, we additionally wrestle with the technical facet of the equation, particularly in relation 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, determine the forged of characters (which is prone to be greater than you suppose), and 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, will likely be speaking about Aligning Gross sales and Service: Find out how to 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 essential 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 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 wish that transition to be nothing however stellar. We wish to instill them with full confidence of their selection and the conviction that they picked the suitable accomplice. However all too usually, 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 wish to keep away from? Amy will determine them, after which present us a few of the confirmed finest practices for more practical purchaser engagement and purchaser onboarding.
Jeff Pankoff, a high Sandler coach and guide, goes to speak about Keep away from the Superhero Syndrome. All of us run into this downside. One thing goes proper, and the following factor we all know, we’re on the highest of the heap, and we fall into the entice often known as “No one Is aware of What I Know.” This generally is a main impediment to each private and organizational development – particularly if we discover ourselves in a management function. We wish folks to self-discover and never turn 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 folks 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 discuss will present you 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 final word timesaver!
Lastly, Sandler coach and creator Peter Oliver will likely be main a panel dialogue on Making the Climb: From Salesperson to Gross sales Supervisor – and Past, based mostly on his highly effective e book of the identical title. Most rising gross sales managers obtain little or no coaching earlier than taking over the job. That could be a large mistake. Pete will likely be main a gaggle dialogue about why the climb from particular person contributor to supervisor is value planning and getting ready for – and what organizations can do to make the journey profitable.
Now, right here’s the very best half: It is a complimentary occasion! You may register at no cost right here.
See you on the Summit!