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Spotlight on Sales
Virtual Summit

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Sessions were recorded live on May 4, 2023

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Thanks for Joining Us!

Thanks for attending the very first Spotlight on Sales Virtual Summit! 

Continue the conversation and network with other attendees by joining our Spotlight on Sales Summit Slack workspace. You can also check out recordings of the event and revisit some of your favorite sessions or watch anything you might have missed! 

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Who is this valuable for?

All are welcome! The summit recordings have content applicable to all sales roles from entry-level to executive. Whether you're a business development rep, an account executive, or are in sales leadership, you'll find actionable takeaways you can put into practice immediately.

We hope you and your team will enjoy the recordings from this inspiring and educational event!

Agenda

Program Keynote

Hear from our motivational keynote on new approaches to establishing relationships with leads and making a lasting impression.

Breakout Sessions

Watch three live training sessions hosted by Sandler and CoachEm. These sessions are designed for your entire team.

Explore Sessions

Sales Leadership Panel

Watch (or rewatch) our empowering, inspiring closing panel on the power of authenticity and diversity in the sales sphere.

Engage with Other Attendees
and Start Connecting Today!

Join our Spotlight on Sales Summit Slack channel to network with other attendees before, during, and after the event.

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Register to be Entered to Win a Free Sandler Training Course

All registrants will be entered to win a 4 week, 8 session Sales Development Series training course from Sandler, designed to evolve the behaviors, attitudes and techniques to elevate performance and excel at selling.

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Breakout Sessions

Learn more about our breakout sessions below.

Differentiating Through Pattern Interrupt

Presented by Sandler

In this session, we'll discuss how to use the pattern interrupt when prospecting. Participants will be given the tools to develop a pattern interrupt opener which includes a Mini Up-Front Contract. The pattern interrupt helps salespeople to differentiate themselves when making a prospecting call, giving them a higher probability of success.

Better Understanding Through Asking Questions: Uncovering Issues and Overcoming Objections

Presented by Sandler

In this session, we’ll address why buyers’ questions can feel risky to answer. Asking you to share information without reciprocation is at best unpaid consulting from you, at worst a genuine bad-faith practice on your buyer’s part. In this session, you’ll learn strategies for asking questions that uncover your buyer’s true intentions and help you qualify them for further development. You’ll discover how to maintain momentum throughout the sales interaction while navigating stalls and objections with tact. Instead of leading with your own expertise, you’ll learn how to use curiosity to cultivate trust.

Sales Coaching Reinvented: It's All about Effectiveness and Accountability

Presented by CoachEm

In this session we’ll discuss what it means to develop talent in 2023 and provide you, the sales leader, with new techniques and tactics that will have an immediate impact on your employees. This interactive session will give you practical advice and insight to help you hone and execute skills you need to improve your teams’ performance. Begin your journey of becoming the best coach you can be by learning what the best in the business do to set the right expectations, leverage a consistent approach to coaching and develop a culture of accountability.

Speakers

  • Alex Banayan

    Bestselling Business Author

    The Third Door

    #1 International Bestselling Author of The Third Door and Expert on growth, perseverance, and top performance. Alex Banayan is the youngest bestselling business author in American history.

    The Third Door chronicles Banayan’s seven-year quest to decode the definitive mindset of growth and success. The book is a #1 international bestseller and has been translated into seventeen languages.

    Over the course of his unprecedented journey, Banayan’s research led him to interview the most innovative leaders of the past half-century, including Bill Gates, Lady Gaga, Larry King, Jane Goodall, Maya Angelou, Steve Wozniak, Pitbull,
    Jessica Alba, Quincy Jones, and others.

    Banayan is one of the world’s leading experts on high performance and personal development, having been featured in Fortune, Forbes, CNBC, Businessweek, The Washington Post, MSNBC, Fox News, and NBC News. A renowned keynote
    speaker, Banayan presents the Third Door framework regularly to corporate leadership teams around the globe, including Apple, Google, Nike, IBM, Salesforce, Delta Airlines, Bank of America, Mastercard, and Disney.

  • Precious L. Williams

    CEO

    Perfect Pitches by Precious

    Want to learn how to take your sales, investor, or elevator pitches from trash to straight CASH? Or have your prospects throwing money at you every time you open your mouth? Then, it's time to learn how to convert conversations into currency with the Pitch Queen, Precious L. Williams. Her company, Perfect Pitches by Precious, teaches you the tools and tenacity to pitch with power, sell with storytelling, and develop a masterful mindset for communication. It’s time for you to learn how to #SlayAllCompetition.

    Precious busts norms and shifts perspectives to help teams own their awesome and bring out their
    “wow” factor. Your leaders and teams will up their game — on their terms — in order to develop the
    cunning, clarity and confidence that’s been inside them all along.

    What’s more, they’ll get unstuck and discover a renewed and refreshed energy to own the mindset of the pitch in a way they never thought possible. If you’re ready to go from milquetoast to memorable,
    attracting and captivating your prospects while closing the sale in an authentic way, it’s time to
    #pitchforprofit.

    And you can bet, you’re going to have fun doing it!

    Precious L. Williams is a 13-time national elevator pitch champion. Besides helping women
    entrepreneurs and business leaders, she is also a TOP corporate sales trainer, helping sales teams to
    create killer communication skills, craft messaging and understand how to pitch and build sales
    programs. Precious is a world-class speaker/trainer for global brands including BMW, Google, LinkedIn, Microsoft, Harvard University, Columbia University, Spelman College, Morehouse College, George Washington University, Intuit Quickbooks, Yelp, and more.  As an international professional speaker, she is also hired to Keynote global conferences, summits, and events.

  • Colum Lundt

    CEO and Co-Founder

    CoachEm
    27 years recruiting, selling, building and leading organizations in the Technology and Services sectors including founding five for-profit companies and a 501(c)3 non-profit organization. Colum’s experience includes running global sales and delivery organizations, raising capital from PE and institutional investors and negotiating three successful exits including the sale of Bridge Energy Group to Accenture. Prior to founding CoachEm, Colum was Chief Revenue Officer of Sandler Sales managing global sales and delivery where the team achieved a 215% y/y growth rate prior to selling Sandler to Blue Marlin Group. 

  • Suzette Patterson

    Sandler Facilitator

    Sandler

    Suzette Patterson has over 20 years of experience in both sales and leadership roles.

    What she learned is that most companies do a great job of product and service training, but they underestimate the value of having a sales process and developing their leadership teams.

    Today she blends her own experience with the internationally proven training and evaluation tools from Sandler to teach a unique brand of sales and leadership training as well as personal development.

    Suzette has been instrumental in helping successful companies with sales, leadership, and client success strategies.

    Suzette resides in Frisco, Texas.

  • Jeffrey Nay

    Director of Facilitation

    Sandler

    Jeffrey Nay is one of Sandler’s most highly skilled and experienced facilitators across a network of more than 300 Sandler facilitators worldwide. He has been with Sandler since 2004 and is based in Virginia, in the DC Metro area.

    His experience covers hundreds of companies, having trained sales and management teams from large and medium-sized regional and multi-national companies across multiple industries. A short list of industries Jeffrey has worked in includes SaaS and tech; professional services; cybersecurity and internet technologies; medical device and lab instrument providers; industrial products and services; Federal Government sales, among others. He has trained sales and management teams in locations across the world. 

    Sandler recognized his years of skill and expertise by inviting him to serve as a Corporate Facilitator, as well as the Director of Facilitation for an elite team of facilitators serving Sandler’s enterprise clients. 

    Jeffrey is an avid student of global cultures and cultural awareness. He has visited 44 countries across 6 continents in the last 25 years and remains an eager world traveler and its offer of constant learning opportunities.

  • Alex Brennen

    Senior Account Executive

    QuotaPath
    Alex Brennen is a seasoned SaaS sales professional with a track record of success in both individual contributor and team lead roles. Alex has had the opportunity to work at companies in a variety of stages of growth, including Series B, Series C, Series D, Series E, publicly held, and acquired by private equity.

    With a focus on empathy and inclusivity as core values, Alex brings a unique perspective to her sales cycle. Her commitment to leading with empathy has enabled her to connect with customers on a personal level and truly partner with them to reimagine their workflows, helping them achieve their goals and drastically improve their quality of life at work.

  • MJ Kettler

    Vice President of Sales

    HubSpot

    About Our Partners

    SANDLER_Wordmark_2 Color_SM (7)

    Sandler is the leading global sales organization responsible for empowering over 50,000 sales professionals and leaders.

    Sandler will be hosting the following breakout sessions: Prospecting Tips & Tricks and Objection Handling.

    Learn More about Sandler

    CoachEm Logo 1

    CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively identify patterns of great behavior, determine opportunities for improvement and serve up practical recommendations for managers to help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention and replicate best practices across your team(s).

    Learn More about CoachEm

    HubSpot-Logo-Mar-28-2023-10-31-23-8444-AM

    HubSpot is a CRM platform with all the software, integrations, and resources you need to connect marketing, sales, content management, and customer service. Each product in the platform is powerful on its own, but the real magic happens when you use them together.

    Learn More about HubSpot

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