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 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 masking some thrilling, game-changing matters as Sandler’s finest and brightest get collectively nearly. And we are able to let you know 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 treasured, and we wish to make it possible for we convey action-packed techniques and techniques to you and your group you can rapidly begin implementing. No matter you do throughout 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 How you can Promote to the Trendy 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 now, 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 more likely to be extra decision-makers concerned in any given buy. Tendencies in digital shopping for have accelerated, a variety 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 expertise platforms. The expertise has modified, the best way we work together with our prospects has modified, and the social and cultural norms have actually 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 verify each of these 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 referred to as How you can 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 Career. In his speak The Gross sales Efficiency Scorecard, Barry will likely be assessing the brand new gross sales course of and sharing a number of the insights he has collected over the past couple of many years about maximizing efficiency. He’ll even be sharing how you should utilize the fitting information to each promote and handle extra successfully. Barry’s insights will enable you information your selections to complete 2022 robust and in addition enable 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 manner that makes each you and your group extra environment friendly. Barry will present you the way you should utilize right now’s data 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 deal with a giant subject: Understanding the Funding Standards in a Advanced Sale. Let’s face it: it’s laborious 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 straight 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, determine the solid of characters (which is more likely to be greater than you assume), 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: How you 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 necessary teams of individuals in a income engine after a sale is consummated, it’s gross sales and repair. The crucial 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 would like that transition to be nothing however stellar. We wish to instill them with full confidence of their alternative and the conviction that they picked the fitting associate. However all too typically, 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 wish to keep away from? Amy will determine them, after which present us a number of the confirmed finest practices for more practical purchaser engagement and purchaser onboarding.
Jeff Pankoff, a prime Sandler coach and guide, goes to speak about 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 lure referred to as “No person 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 would like individuals 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 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 folks 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 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 will likely be main a panel dialogue on Making the Climb: From Salesperson to Gross sales Supervisor – and Past, primarily based on his highly effective e book of the identical identify. Most rising gross sales managers obtain little or no coaching earlier than taking up the job. That may be a enormous mistake. Pete will likely be main a bunch dialogue about why the climb from particular person contributor to supervisor is price planning and getting ready for – and what organizations can do to make the journey profitable.
Now, right here’s the perfect half: This can be a complimentary occasion! You’ll be able to register at no cost right here.
See you on the Summit!
