2016 Sandler Client Summit March 11 & 12, 2016 Rosen Centre, Orlando, Florida. Wednesday, March 9, 2016 Registration & Welcome Mixer

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1 2016 Sandler Client Summit March 11 & 12, 2016 Rosen Centre, Orlando, Florida Wednesday, March 9, 2016 Registration & Welcome Mixer 3:00 5:30 PM Client Registration 4:30 5:30 PM Welcome Mixer Thursday, March 10, 2016 General Sessions 6:30 AM Breakfast & Registration David Mattson Strategies to Elevate Your Performance 8:30 9:30 AM At the beginning of each year, David Sandler would ask two questions, What are we going to continue to do this year and improve on it? and What will we do differently? David Mattson will take you through the areas Sandler focused on to elevate performance year after year. Sandler always stressed that improvement starts with you and ripples out and not to wait for things around you to improve so that you can elevate. This fast paced session will give you areas to focus on so you can elevate your game to the next level. 9:30 9:45 AM BREAK 9:45 10:45 AM 10:45 11:00 AM BREAK 11:00 12:00 PM 12:00 12:15 PM BREAK Bill Bartlett - Coaching: One of the Keys to Elevating Performance Bill will explore coaching from two perspectives, salesperson and manager, as each benefits significantly from the effects of coaching. There is a strong relationship between coaching and performance and once the link is established, both parties view it as an asset versus a liability. Bill authored Sandler's latest book, "The Sales Coach's Playbook... Breaking the Performance Code" and will review key coaching concepts from the book. Rochelle Carrington - Sandler "Magic Bullets" Revealed When it comes to improving sales, most people would love to learn the magic bullet - the best techniques to cure any sales problem (without harmful side effects). But does a "magic bullet" really exist? Rochelle went deep into the Sandler archives to uncover the best, most potent techniques that result in more closed business, more quickly. These magic bullets will help you deal with budget issues, get prospects quickly vested in your sales appointment, co-create your solution, and convert the toughest, most skeptical prospects. Join us to learn the best, lesser known Sandler techniques as well as the beliefs necessary to pull them off. 1

2 12:15 12:45 PM Client Awards 12:45 2:15 PM LUNCH Management Track Sales Track 2:15 3:15 PM Jody Williamson Simplify Sandler Management As a Sales Manager, there are many Sandler techniques you can use. However, it can be a bit overwhelming! It s not just with Sandler processes, but with the overall use of technology things can get even more complicated. There are so many distractions that it can be paralyzing to even decide where to focus. In this session, Jody will review some best practices of how to simplify your life as a Sales Manager. John Rosso Slight Edge: 7 Principles of Being Sales Superstar Whether it was selling encyclopedias in NYC, selling enterprise software for IBM, or throughout his 21 years as a Sandler trainer John has been a top performer. John will share the research behind what it takes to elevate your performance and be a sales superstar. Taken from over 30 years of hardfought lessons of field sales experience, John will share the success habits of succeeding regardless of market conditions. Be prepared to answer a few tough questions about yourself and make decisions about what you will do differently to take your sales to the next level. 3:15 3:30 PM BREAK 3:30 4:30 PM Karl Scheible The Short List for Sales Leader Success Sandler provides an almost infinite amount of management strategies, tools and tactics to elevate the performance of a sales organization. So where do you start? Karl Scheible, an 11 year Sandler veteran and co-author of the book Succeed the Sandler Way, will share the most critical Sandler Management Principles that should be adopted first when trying to improve a sales team. The handful of principles that Karl will share have consistently impacted his client s success. Over 25 of his team s clients have been awarded sales growth awards. Yours should as well. Hamish Knox Elevate Your Prospecting and Face-to-Face calls Have you ever deleted a phone numer from your database because you didn't want to talk to the gatekeeper again? Ever sent an to a prospect instead of calling them? Ever had your day ruined by a bad prospecting call or face-to-face? Then join former Sandler Rookie of the Year and author of Accountability the Sandler Way, Hamish Knox as he shares with you the keys to elevate your prospecting calls and start being treated differently by your prospects. 5:00 6:30 PM Networking & Cocktails 2

3 Friday, March 11, 2016 Morning Breakout Sessions Management Track Sales Track 6:30 AM Breakfast & Registration 8:00 9:00 AM John Glennon - The Top 5 Sandler Management Best Practices That Saved My Sales Management Career 2016 marks John Glennon s 20th anniversary of being involved with Sandler Training. He started as a student in President s Club, then was promoted to Sales Management by his thenemployer. Like many companies, it promoted its best salespeople to management with very little training. John will share his experiences with the transition from Sales to Sales Management. His lessons learned should be a practice for any managers who want to elevate their teams to better performance. The great Canadian hockey player Wayne Gretzky said I skate where the puck is going, not where it s been. The same focus with your sales people will certainly make a huge difference! Lissa Versteegh Avoiding The Sniper in the Bush through Good Decision Discussions We ve all done it, not taking enough time to have a thorough Decision discussion with a prospect. It s the last compartment in the qualification section of the Sandler Submarine, and occasionally we are worn out by the Pain and Budget discussions resulting in a less than adequate job in the Decision Step. Join Lissa as she shares what happens when you skip or treat lightly the Decision Step. Learn some practical ways to apply Sandler techniques to avoid getting taken out by the sniper in the bushes when it comes time to get a decision. 9:00 9:15 AM BREAK BREAK Steve Hall - Money: Is There Bigger Head Trash? 9:15 10:15 AM Roger Wentworth Managing the Belief System for Higher Performance We all know that success is the result of attitude, behavior and technique. Roger will give you a process and tools to examine desire, diagnose specific areas for improvement, and manage the belief system of your sales people. It s been said that money is the root of all evil. In sales-speak, money is the downfall of our beliefs and probably our biggest head trash. Do you or your team sell through their own wallets? Do you accept the greatest stall in selling: It s not in our budget? Explore some of the great Sandler techniques and mindsets in this discussion. Steve has sold for 25 years - solutions in the millions as well as in the pennies. As CEO he learned how to improve gross profit and now reinforces his client s behaviors in this important step of the Sandler Selling System. 10:15 10:30 AM BREAK BREAK 3

4 10:30 11:30 AM Rich Isaac 10 Sandler Selling Tactics that will Make You a Better Sales Leader It is well known that Sandler Training has many effective and unique sales techniques, rules and tactics. But did you know that many of them can be used in your communication with your sales team to make you a more effective manager? In this session, veteran trainer Rich Isaac will help you discover hidden management gems hiding in plain sight within the Sandler Selling System. Bill Morrison Self-Leadership Bill Morrison from Sandler Training's team in Switzerland brings a challenge to this year's Client Summit: "If you can't lead yourself how can you lead the prospect and how can you lead a team?" Bill, author of the new Sandler book, Bootstrap Selling the Sandler Way, will talk about some of the key steps we need to take if we want to push ourselves, and help move those around us, to the next level of success. 11:30 11:45 AM BREAK BREAK 11:45 12:45 PM Tom Niesen - Pipeline and Process - The Two P s of Performance Every company has two business goals: Increase revenue and lower the cost of doing business. Most people think Sandler is only about increasing sales, but with the correct Pipeline and Process management, you will dramatically lower many business costs. To get your team to buy in, you need a discipline and structure in your Pipeline Review meeting. Join Tom as he shares how to create a process that delivers the most pragmatic application of the Sandler principles for your leaders and your team. Mike Jones - Death of a Salesman Like the play and movie state so well, common people go nowhere. In today s business world, salespeople and sales cultures must act uncommon, think uncommon, and be uncommon in order to rise above the competition. Join Mike as he shares the BAT tools he and his team lives every day and drives his clients to proactively instigate opportunities for success. 12:45 2:15 PM LUNCH 4

5 Friday, March 11, 2016 (continued) General Sessions Suzie Andrews - Living the Dream to Elevate Your Performance 2:15 3:15 PM In this session, we will explore the importance of establishing a mindset to dream. We will lay out how to align yourself, your company, and your team to the work needed to achieve the dream. You will discover how to follow a path of unbridled passion and determination and live the dreams of a lifetime. 3:15 3:30 PM BREAK Matt Neuberger S.N.A.P. into 5 Seconds of Guts 3:30 4:30 PM Have you ever experienced the sensation of realizing the perfect gutsy thing to say during a management discussion or sales call only it's after the discussion or call? For most Sandler trained people, it's not that they don't know what the courageous thing to say is, it's accessing that wisdom in the moment that makes the difference. In this session, Matthew Neuberger will share two tools from his upcoming book, Five Seconds of Guts, that will allow you and your team the ability to access your/their courage in a S.N.A.P. 4:30 5:00 PM Wrap Up David Mattson Sandler Systems, Inc. All rights reserved. Sandler is a registered service mark of Sandler Systems, Inc.