Sandler’s Digital Summit, which takes place on September 22, 2022, is the place hundreds of salespeople, gross sales leaders and different professionals answerable for producing income for a company can come collectively to share greatest practices. It’s actually going to be a one-of-a-kind occasion.
Final yr, 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 overlaying some thrilling, game-changing subjects as Sandler’s greatest and brightest get collectively nearly. 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 make it possible for we carry action-packed techniques and techniques to you and your crew that you would be able to rapidly begin implementing. No matter you do inside 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 The way to Promote to the Fashionable Purchaser. Collectively, we’re going to look intently on the fashionable shopping for journey: how that journey has modified over time, what it appears like right this moment, 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. Developments in digital shopping for have accelerated, a number of consumers 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 know-how platforms. The know-how has modified, the way in which we work together with our clients has modified, and the social and cultural norms have definitely 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 verify each of these packing containers? I’ll share some highly effective rules 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 The way to 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 targeted on AI-for-Gross sales options and Gross sales as a Career. In his discuss The Gross sales Efficiency Scorecard, Barry can be assessing the brand new gross sales course of and sharing among the insights he has amassed during the last couple of a long time about maximizing efficiency. He’ll even be sharing how you should utilize the appropriate knowledge to each promote and handle extra successfully. Barry’s insights will enable you to information your choices to complete 2022 sturdy and likewise enable you to 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 manner that makes each you and your crew extra environment friendly. Barry will present you the way you should utilize right this moment’s data 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 matter: Understanding the Funding Standards in a Advanced 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 might have put in entrance of ourselves – like discomfort in the case of speaking immediately about cash. However, on the identical time, we additionally wrestle with the technical facet of the equation, particularly in the case of advanced offers. John’s going to speak about each the artwork and the science of the advanced sale: what to do, when to do it, easy methods to establish the forged of characters (which is more likely to be greater than you assume), and easy methods 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, can be speaking about Aligning Gross sales and Service: The way 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 necessary 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 cut-off date 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 appropriate companion. 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 among the confirmed greatest practices for more practical purchaser engagement and purchaser onboarding.
Jeff Pankoff, a high Sandler coach and guide, goes to speak about easy methods 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 person 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 wish individuals 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 meaning asking extra questions than we reply. However as a substitute 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 discuss 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 crew is the last word timesaver!
Lastly, Sandler coach and writer Peter Oliver can 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 identify. Most rising gross sales managers obtain little or no coaching earlier than taking over the job. That could be a big mistake. Pete can be main a gaggle 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 perfect half: It is a complimentary occasion! You’ll be able to register at no cost right here.
See you on the Summit!