PC: Pursuit Navigator

Add to Calendar 02/04/2016 8:00 am 02/04/2016 10:00 am PC: Pursuit Navigator We’ll examine how we can use quantifiable metrics and business logic we’ll develop a process to support making sound decisions about proceeding with the sale cycle. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 02/04/2016 3:00 pm 02/04/2016 5:00 pm FND: Improving Your BATting Average Participants will understand the major points of the Success Triangle and how Identity/Role Theory can help or hinder their success in sales. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

EB: Improving the ROI on your "Average" Producer

Add to Calendar 02/05/2016 8:00 am 02/05/2016 10:00 am EB: Improving the ROI on your "Average" Producer According to research from Maritz, by increasing performance by 5 percent from the middle, an organization can yield more than 70 percent more revenue than they can through a 5 percent performance boost among top performers. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Time and Effort in the Budget Step

Add to Calendar 02/11/2016 8:00 am 02/11/2016 10:00 am PC: Time and Effort in the Budget Step The Budget step is a critical part of the Sandler Submarine because if there is no money, there is no sale. But money is not the only investment the prospect needs to make. In every sales, there is a significant investment of time and effort required on the part of the buyer in order to produce the bet outcomes But the Savvy Sandler Seller will use the Pendulum and 3rd party stories to aggressively test their prospect’s commitment level, while subtly demonstrating their own Trusted Advisor credibility. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Rapport

Add to Calendar 02/11/2016 3:00 pm 02/11/2016 5:00 pm FND: The Importance of Bonding & Rapport Participants will understand the importance of understanding how people communicate and the different behavioral styles so that the salesperson can adapt to the prospect's preferred styles and adapt. This will allow the participant to focus on the prospect and build a more trusting relationship. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Improving Team Performance: Debriefing

Add to Calendar 02/12/2016 8:00 am 02/12/2016 10:30 am SSL: Improving Team Performance: Debriefing We will discuss the importance of having a pre-call strategy, having a list of questions to debrief a sales call and the best way to provide support to your team. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Change Your Beliefs Or Fail

Add to Calendar 02/18/2016 8:00 am 02/18/2016 10:00 am PC: Change Your Beliefs Or Fail Some of us continue to fly while others around us SOAR! Why is that? This sessions will help you to understand what has really been holding you back and how to calibrate your mind for the real success you want and deserve. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 02/18/2016 3:00 pm 02/18/2016 5:00 pm FND: Elements and Terms of an Up-Front Contract Participants will understand the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or outcomes. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Building a Strong Personal Presence - the Sandler® Way

Add to Calendar 02/25/2016 8:00 am 02/25/2016 10:00 am PC: Building a Strong Personal Presence - the Sandler® Way This session will focus on the types of buyers we encounter, and utilizing Sandler tactics and tools to build a strong personal presence in our conversation. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Identifying Reasons for Doing Business

Add to Calendar 02/25/2016 3:00 pm 02/25/2016 5:00 pm PC: Identifying Reasons for Doing Business Participants will understand the importance of helping the prospect to discover the compelling emotional reason to do business. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY