1. Sales Growth AssociatesCarlsbad, CA sga.sandler.comWelcome

2. OverviewSales Growth AssociatesCarlsbad, CA sga.sandler.comA Day in Sales 3. 70,000 PossibleSales Growth AssociatesCarlsbad, CA sga.sandler.comThree Key AreasOut of 70,000Possible 4. What Happened?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWrong Turn? 5. What Happened?Sales Growth AssociatesCarlsbad, CA sga.sandler.com70,000 Possible ErrorsThree Key Areas 6. Sandler Success TriangleSales Growth AssociatesCarlsbad, CA sga.sandler.comBehaviorTechniqueAttitude 7. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comHopefour letter word 8. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comPerhaps we had thewrong Hope 9. ChaseSales Growth AssociatesCarlsbad, CA sga.sandler.comChase 10. ChaseSales Growth AssociatesCarlsbad, CA sga.sandler.comChase 11. Death SpiralSales Growth AssociatesCarlsbad, CA sga.sandler.comBlack HoleEscaping Sales 12. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWhere did theproblem occur? 13. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comCritical Points inyour Sell? 14. ApproachSales Growth AssociatesCarlsbad, CA sga.sandler.comSystematicApproach 15. NeedSales Growth AssociatesCarlsbad, CA sga.sandler.comFind the Need 16. Decision MakingSales Growth AssociatesCarlsbad, CA sga.sandler.comBudget andDecision Making 17. Moving OnSales Growth AssociatesCarlsbad, CA sga.sandler.comSaying No 18. The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comGood relationships 19. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comPipelineSales 20. What are we measuring?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWheredid theaccidentoccur? 21. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comLets do theMath$100, 000. Total Sales 22. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comConnectCommon ElementDiscovery Discussions 50%Close Rate 50%Total SalesQualification Mtgs 25%Average Sales Order32 (16/.5)16 (4/.25)4 deals$50K$100K 23. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comProspecting Mix 24. The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comSolution 25. The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comScripts 26. My BeliefsSales Growth AssociatesCarlsbad, CA sga.sandler.comAre my beliefsserving me well?Are they effective? 27. Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comIs the Sky Falling?... 28. Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comdata and peoplesupportideas/beliefs 29. Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comDig deep forsolutions 30. The Outcome No is okay!Sales Growth AssociatesCarlsbad, CA sga.sandler.comYou cantcontrolThe Outcome 31. ConclusionSales Growth AssociatesCarlsbad, CA sga.sandler.comHave a SystemScrub the PipelineProspect and TrackSchedule TimeKnow your beliefsNo is okayYoure the Company!Top TakeawaysThis Weeks 32. Thank YouSandler Training + Sales Growth Associates = Results