February 2014

Unlocking the CEO Within

Add to Calendar 02/03/2014 2:30 pm 02/03/2014 4:30 pm Unlocking the CEO Within In today’s business climate, those professionals with a CEO mentality stand apart from their competition. Decision makers and potential clients will never treat you as their peer, let alone a trusted advisor or the solution to their needs, if you cannot act the part. Confidence begins with your own beliefs. This interactive session combines instruction and activities designed to help you identify and manage your role(s) within your business, challenge your belief systems. Flick the “mini me” off your shoulder who keeps holding you back, and learn how you can be the CEO of your business, regardless of the title on your business card. $195 investment Sandler Training Center - Bel Air 108 E. Wheel Rd, Suite 102 Bel Air, MD 21015 410-569-8803 kmcdonell@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/04/2014 8:30 am 02/04/2014 10:30 am President's Club The President’s Club is the mainstay of Sandler sales training. It is the ongoing program that enables sales professionals in a wide variety of industries—selling tangible products and intangible services—to sell more…and sell more easily. Salespeople are not likely to consistently implement a particular selling strategy or technique, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a behavioral plan unless it is supported by the appropriate attitude and outlook. Sandler’s President’s Club training addresses all three areas necessary for Success—attitude, behavior, and technique. Learning, developing, and mastering new skills and behaviors takes time, practice, and guidance. That’s exactly what you get from President’s Club training. Sandler training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement, and coaching. With Sandler training, you’re not alone. Your Sandler trainer is at your side providing coaching, encouragement, and feedback as you learn to apply the Sandler strategies and tactics to your business environment. Each participant-centered training session provides you with the concept, knowledge, and understanding of the topic as it applies to your selling situation. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 MCGTraining@sandler.com MM/DD/YYYY

Executive Briefing

Add to Calendar 02/05/2014 8:30 am 02/05/2014 10:30 am Executive Briefing This free seminar is designed for Business Owners, Executives, and Sales Leaders. During the workshop you will learn: •The three most common mistakes sales people make – and how to fix them •How to sound different from all of your competitors •How feature and benefit selling is actually costing you sales •How to shorten your sales cycle •How to get in front of more qualified prospects No charge,but registration is required for this event. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 kdaw@sandler.com MM/DD/YYYY

Management Class

Add to Calendar 02/10/2014 8:30 am 02/10/2014 11:30 am Management Class Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations. The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment. Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts. As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5169 keith.daw@sandler.com MM/DD/YYYY

Maximize LinkedIn

Add to Calendar 02/10/2014 2:30 pm 02/10/2014 4:30 pm Maximize LinkedIn Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world. $149 investment Safe Harbors Travel Group 126 S. Main Street Bel Air, MD 21014 keith.daw@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/11/2014 8:30 am 02/11/2014 10:30 am President's Club The President’s Club is the mainstay of Sandler sales training. It is the ongoing program that enables sales professionals in a wide variety of industries—selling tangible products and intangible services—to sell more…and sell more easily. Salespeople are not likely to consistently implement a particular selling strategy or technique, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a behavioral plan unless it is supported by the appropriate attitude and outlook. Sandler’s President’s Club training addresses all three areas necessary for Success—attitude, behavior, and technique. Learning, developing, and mastering new skills and behaviors takes time, practice, and guidance. That’s exactly what you get from President’s Club training. Sandler training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement, and coaching. With Sandler training, you’re not alone. Your Sandler trainer is at your side providing coaching, encouragement, and feedback as you learn to apply the Sandler strategies and tactics to your business environment. Each participant-centered training session provides you with the concept, knowledge, and understanding of the topic as it applies to your selling situation. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 MCGTraining@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/18/2014 8:30 am 02/18/2014 10:30 am President's Club The President’s Club is the mainstay of Sandler sales training. It is the ongoing program that enables sales professionals in a wide variety of industries—selling tangible products and intangible services—to sell more…and sell more easily. Salespeople are not likely to consistently implement a particular selling strategy or technique, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a behavioral plan unless it is supported by the appropriate attitude and outlook. Sandler’s President’s Club training addresses all three areas necessary for Success—attitude, behavior, and technique. Learning, developing, and mastering new skills and behaviors takes time, practice, and guidance. That’s exactly what you get from President’s Club training. Sandler training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement, and coaching. With Sandler training, you’re not alone. Your Sandler trainer is at your side providing coaching, encouragement, and feedback as you learn to apply the Sandler strategies and tactics to your business environment. Each participant-centered training session provides you with the concept, knowledge, and understanding of the topic as it applies to your selling situation. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 MCGTraining@sandler.com MM/DD/YYYY

Stress Free Prospecting Series - Phone Camp, Session 2

Add to Calendar 02/24/2014 2:30 pm 02/24/2014 4:30 pm Stress Free Prospecting Series - Phone Camp, Session 2 • Learn warm calling 2.0. • Differentiate yourself from your competition in 15 seconds. • Stop getting trapped in voice mail and have live conversations. • Discover your “Head Trash” that’s costing you money. • Leave voice mail messages that get returned. • Understand the psychology to overcome Call Reluctance and develop the right mindset • Interrupt and eliminate “salesy” patterns • Make a referral call that gets results • Make a “No-Pressure” Cold Call (How to engage & get past gatekeepers Cost is $250 for Session 1 & 2! Sandler Training Center - Bel Air 108 E. Wheel Road, Suite 102 Bel Air, MD 21015 410-569-8803 kmcdonell@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/25/2014 8:30 am 02/25/2014 10:30 am President's Club The President’s Club is the mainstay of Sandler sales training. It is the ongoing program that enables sales professionals in a wide variety of industries—selling tangible products and intangible services—to sell more…and sell more easily. Salespeople are not likely to consistently implement a particular selling strategy or technique, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a behavioral plan unless it is supported by the appropriate attitude and outlook. Sandler’s President’s Club training addresses all three areas necessary for Success—attitude, behavior, and technique. Learning, developing, and mastering new skills and behaviors takes time, practice, and guidance. That’s exactly what you get from President’s Club training. Sandler training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement, and coaching. With Sandler training, you’re not alone. Your Sandler trainer is at your side providing coaching, encouragement, and feedback as you learn to apply the Sandler strategies and tactics to your business environment. Each participant-centered training session provides you with the concept, knowledge, and understanding of the topic as it applies to your selling situation. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 MCGTraining@sandler.com MM/DD/YYYY

Prospecting Clinic for New Business

Add to Calendar 02/27/2014 8:30 am 02/27/2014 12:00 pm Prospecting Clinic for New Business Investment: $325 per person. This clinic is designed to drastically reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telepone sales strategies and communication tactics available today - techniques you can implement immediately to see real results - FAST! Sandler Training 108 E. Wheel Rd. Suite 103 Bel Air, MD 21015 410-569-8803 kmcdonell@sandler.com MM/DD/YYYY