Akron & Columbus, OH and Jacksonville, FL Events

As a sales leader, are your daily activities aligned with the key success measures of your role? This session explores the core disciplines and operating rhythm essential to effective leadership.

With numerous responsibilities and frequent distractions, a structured Operating Framework helps you maintain focus and drive results. Learn a step-by-step approach to identifying the core disciplines and top recurring activities that are pivotal to success. With these activities set into a regular schedule, you’ll develop an operating rhythm that not only keeps you focused but also ensures progress toward your goals.

Trainers: Ken Guest and Jason Reynolds

Habits are firmly entrenched in our daily patterns and are difficult to break. By recognizing your patterns and developing a growth mindset, you can change your behaviors over time and push yourself farther than you thought possible.

In this course, you’ll evaluate your current mindset and learn what it means to adopt a growth mindset. Challenge preconceived ideas about what you’re capable of accomplishing. Learn how to break existing habits and form healthier ones by changing your context clues. You will also develop an action plan for your growth trajectory.

Through hands-on activities and peer-to-peer learning, you can learn to develop habits that support your professional success.

Trainer: Doug Whittington

Habits are firmly entrenched in our daily patterns and are difficult to break. By recognizing your patterns and developing a growth mindset, you can change your behaviors over time and push yourself farther than you thought possible.

In this course, you’ll evaluate your current mindset and learn what it means to adopt a growth mindset. Challenge preconceived ideas about what you’re capable of accomplishing. Learn how to break existing habits and form healthier ones by changing your context clues. You will also develop an action plan for your growth trajectory.

Through hands-on activities and peer-to-peer learning, you can learn to develop habits that support your professional success.

Trainer: Doug Whittington

David Sandler, the visionary behind Sandler Training, created a powerful list of “musts” for salespeople to unlock their true potential—a presentation he aptly named “No Guts, No Gain.

“As I looked at those who have done well, I have compiled a list, in no special order, of those things that make the average person successful. I call it The Building Blocks of Success, among these are learning how to fail, overcoming procrastination, being assertive, not aggressive, seeking help, not allowing mediocre standards…” — David Sandler.

Success isn’t accidental—it’s built on specific behaviors and attitudes. Join this workshop to discover the essential habits that create a foundation for long-term success and learn how to apply them to your own journey.

Trainer: Pat McManamon

David Sandler, the visionary behind Sandler Training, created a powerful list of “musts” for salespeople to unlock their true potential—a presentation he aptly named “No Guts, No Gain.

“As I looked at those who have done well, I have compiled a list, in no special order, of those things that make the average person successful. I call it The Building Blocks of Success, among these are learning how to fail, overcoming procrastination, being assertive, not aggressive, seeking help, not allowing mediocre standards…” — David Sandler.

Success isn’t accidental—it’s built on specific behaviors and attitudes. Join this workshop to discover the essential habits that create a foundation for long-term success and learn how to apply them to your own journey.

Trainer: Pat McManamon

David Sandler, the visionary behind Sandler Training, created a powerful list of “musts” for salespeople to unlock their true potential—a presentation he aptly named “No Guts, No Gain.

“As I looked at those who have done well, I have compiled a list, in no special order, of those things that make the average person successful. I call it The Building Blocks of Success, among these are learning how to fail, overcoming procrastination, being assertive, not aggressive, seeking help, not allowing mediocre standards…” — David Sandler.

Success isn’t accidental—it’s built on specific behaviors and attitudes. Join this workshop to discover the essential habits that create a foundation for long-term success and learn how to apply them to your own journey.

Trainer: Pat McManamon

Understanding yourself better is the first step to becoming more effective when working with others. DISC is a concept that defines four sets of behavioral characteristics that are used to describe how people process information and emotion and prefer to interact with others. DISC is an acronym which stands for Dominant, Influencer, Steady Relator, and Compliant. Each collection of characteristics is referred to as a behavior style.

When you become familiar with these styles, you will begin to see others differently and appreciate those differences.

In this course, discover how your DISC style can impact your selling approach and how you can adapt to become more effective. Through hands-on activities and peer-to-peer learning, you will learn to describe the four DISC communication styles, including your dominant communication style. You will also learn to embrace your strengths and develop an awareness of blind spots inherent to your communication style as a seller.

Trainer: Tom Thon

Understanding yourself better is the first step to becoming more effective when working with others. DISC is a concept that defines four sets of behavioral characteristics that are used to describe how people process information and emotion and prefer to interact with others. DISC is an acronym which stands for Dominant, Influencer, Steady Relator, and Compliant. Each collection of characteristics is referred to as a behavior style.

When you become familiar with these styles, you will begin to see others differently and appreciate those differences.

In this course, discover how your DISC style can impact your selling approach and how you can adapt to become more effective. Through hands-on activities and peer-to-peer learning, you will learn to describe the four DISC communication styles, including your dominant communication style. You will also learn to embrace your strengths and develop an awareness of blind spots inherent to your communication style as a seller.

Trainer: Tom Thon

Understanding yourself better is the first step to becoming more effective when working with others. DISC is a concept that defines four sets of behavioral characteristics that are used to describe how people process information and emotion and prefer to interact with others. DISC is an acronym which stands for Dominant, Influencer, Steady Relator, and Compliant. Each collection of characteristics is referred to as a behavior style.

When you become familiar with these styles, you will begin to see others differently and appreciate those differences.

In this course, discover how your DISC style can impact your selling approach and how you can adapt to become more effective. Through hands-on activities and peer-to-peer learning, you will learn to describe the four DISC communication styles, including your dominant communication style. You will also learn to embrace your strengths and develop an awareness of blind spots inherent to your communication style as a seller.

Trainer: Tom Thon

When you can adapt your behavior and communication style to align with your prospect’s preferences, you can increase the effectiveness of communication with them. DISC can help you understand how your prospects like to communicate, buy, and make decisions, and how you can lead a conversation that matches their style.

Using appropriate communication techniques not only helps prevent misunderstandings, which can damage rapport or prevent it from developing, but it also helps you and those with whom you interact feel OK.

In this course, you will learn how to adapt your selling approach to others’ DISC communication styles by identifying typical communication patterns and buyer traits by DISC style and adjusting your communication to buyers’ styles.

Trainer: Matt Rocco

This workshop introduces the four critical roles of a sales leader: supervising, coaching, training, and mentoring. Participants will explore how each role influences team development and how time investment in each area can impact effectiveness. You’ll learn to distinguish between roles based on authority—whether derived from position or relationships—and assess where to allocate your time to maximize your impact as a leader.

Trainers: Ken Guest and Jordan Mullet

When you can adapt your behavior and communication style to align with your prospect’s preferences, you can increase the effectiveness of communication with them. DISC can help you understand how your prospects like to communicate, buy, and make decisions, and how you can lead a conversation that matches their style.

Using appropriate communication techniques not only helps prevent misunderstandings, which can damage rapport or prevent it from developing, but it also helps you and those with whom you interact feel OK.

In this course, you will learn how to adapt your selling approach to others’ DISC communication styles by identifying typical communication patterns and buyer traits by DISC style and adjusting your communication to buyers’ styles.

Trainer: Matt Rocco

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

When you can adapt your behavior and communication style to align with your prospect’s preferences, you can increase the effectiveness of communication with them. DISC can help you understand how your prospects like to communicate, buy, and make decisions, and how you can lead a conversation that matches their style.

Using appropriate communication techniques not only helps prevent misunderstandings, which can damage rapport or prevent it from developing, but it also helps you and those with whom you interact feel OK.

In this course, you will learn how to adapt your selling approach to others’ DISC communication styles by identifying typical communication patterns and buyer traits by DISC style and adjusting your communication to buyers’ styles.

Trainer: Matt Rocco

Prospecting has certainly changed from 50 or 20 years ago, or even 5 years ago. Decision-makers are bombarded daily with more messages than ever… so what can salespeople do to stand out from the noise and solicit interest and responses from prospective customers?

This session will equip you to captivate and maintain prospect attention in the early stages of the sales process using one-on-one email communication. (Note that the strategies shared can also be applied to other forms of text-based communication, such as text messaging, LinkedIn messaging, EMails, and more.)

During this program, you will explore the following three-step model that leverages insights from relevant email prospecting data to devise best practices, and strategies to improve open and response rates.

Through hands-on activities and peer-to-peer learning, you can learn to captivate prospect attention with email and text communication.

Trainer: Tom Thon

Prospecting has certainly changed from 50 or 20 years ago, or even 5 years ago. Decision-makers are bombarded daily with more messages than ever… so what can salespeople do to stand out from the noise and solicit interest and responses from prospective customers?

This session will equip you to captivate and maintain prospect attention in the early stages of the sales process using one-on-one email communication. (Note that the strategies shared can also be applied to other forms of text-based communication, such as text messaging, LinkedIn messaging, EMails, and more.)

During this program, you will explore the following three-step model that leverages insights from relevant email prospecting data to devise best practices, and strategies to improve open and response rates.

Through hands-on activities and peer-to-peer learning, you can learn to captivate prospect attention with email and text communication.

Trainer: Tom Thon

Prospecting has certainly changed from 50 or 20 years ago, or even 5 years ago. Decision-makers are bombarded daily with more messages than ever… so what can salespeople do to stand out from the noise and solicit interest and responses from prospective customers?

This session will equip you to captivate and maintain prospect attention in the early stages of the sales process using one-on-one email communication. (Note that the strategies shared can also be applied to other forms of text-based communication, such as text messaging, LinkedIn messaging, EMails, and more.)

During this program, you will explore the following three-step model that leverages insights from relevant email prospecting data to devise best practices, and strategies to improve open and response rates.

Through hands-on activities and peer-to-peer learning, you can learn to captivate prospect attention with email and text communication.

Trainer: Tom Thon

Welcome to "Differentiating through Pattern Interrupt," a dynamic sales course designed to elevate your communication and sales techniques to new heights.

In this course, we delve into strategic methods that go beyond the traditional sales approach, empowering you to stand out and make a lasting impression during crucial interactions with prospective buyers.

Learn about pattern interrupt and how it can help you gain and hold the interest of prospective buyers through the no-pressure call.

Trainer: Matt Rocco

Welcome to "Differentiating through Pattern Interrupt," a dynamic sales course designed to elevate your communication and sales techniques to new heights.

In this course, we delve into strategic methods that go beyond the traditional sales approach, empowering you to stand out and make a lasting impression during crucial interactions with prospective buyers.

Learn about pattern interrupt and how it can help you gain and hold the interest of prospective buyers through the no-pressure call.

Trainer: Matt Rocco

Welcome to "Differentiating through Pattern Interrupt," a dynamic sales course designed to elevate your communication and sales techniques to new heights.

In this course, we delve into strategic methods that go beyond the traditional sales approach, empowering you to stand out and make a lasting impression during crucial interactions with prospective buyers.

Learn about pattern interrupt and how it can help you gain and hold the interest of prospective buyers through the no-pressure call.

Trainer: Matt Rocco

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

Welcome to "Executing a No-Pressure Call," a transformative sales course designed to equip you with the essential skills needed to navigate high-stakes conversations effortlessly. In this program, we focus on the art of the No-Pressure Call method, providing you with practical insights and hands-on techniques to excel in your sales endeavors.

Embark on a journey to master the No-Pressure Call method by not only understanding its core principles but also by expanding on the pain points and seamlessly implementing a compelling call to action. Discover how to craft a persuasive narrative that engages your prospects and guides them toward a decisive next step.

Welcome to "Executing a No-Pressure Call," a transformative sales course designed to equip you with the essential skills needed to navigate high-stakes conversations effortlessly. In this program, we focus on the art of the No-Pressure Call method, providing you with practical insights and hands-on techniques to excel in your sales endeavors.

Embark on a journey to master the No-Pressure Call method by not only understanding its core principles but also by expanding on the pain points and seamlessly implementing a compelling call to action. Discover how to craft a persuasive narrative that engages your prospects and guides them toward a decisive next step.

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm, Wednesday and Thursday.

LOCATION
Jacksonville, Florida Sandler Training Center
8825 Perimeter Park Boulevard, Suite 503
Jacksonville, Florida 32216

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm, Wednesday and Thursday.

LOCATION
Jacksonville, Florida Sandler Training Center
8825 Perimeter Park Boulevard, Suite 503
Jacksonville, Florida 32216

Emotion has a powerful influence on decision-making. Without emotion, we would have trouble making any decisions at all. With complex decisions, emotional decision-making helps us process millions of bits of data below our conscious recognition and ultimately make better decisions.

In this course, learn how to harness the neuroscience of emotion in buying decisions. Use the Pain Funnel to have better discovery conversations that illuminate the impact of your buyer’s pain. Drive incremental commitments to motivate action and move the sale forward. Learn how to use reversing to get to the truth behind vague responses.

Through hands-on activities and peer-to-peer learning, you can learn to have pain conversations that leverage the power of emotion to progress the sale.

Trainer: Doug Whittington

Emotion has a powerful influence on decision-making. Without emotion, we would have trouble making any decisions at all. With complex decisions, emotional decision-making helps us process millions of bits of data below our conscious recognition and ultimately make better decisions.

In this course, learn how to harness the neuroscience of emotion in buying decisions. Use the Pain Funnel to have better discovery conversations that illuminate the impact of your buyer’s pain. Drive incremental commitments to motivate action and move the sale forward. Learn how to use reversing to get to the truth behind vague responses.

Through hands-on activities and peer-to-peer learning, you can learn to have pain conversations that leverage the power of emotion to progress the sale.

Trainer: Doug Whittington

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

Emotion has a powerful influence on decision-making. Without emotion, we would have trouble making any decisions at all. With complex decisions, emotional decision-making helps us process millions of bits of data below our conscious recognition and ultimately make better decisions.

In this course, learn how to harness the neuroscience of emotion in buying decisions. Use the Pain Funnel to have better discovery conversations that illuminate the impact of your buyer’s pain. Drive incremental commitments to motivate action and move the sale forward. Learn how to use reversing to get to the truth behind vague responses.

Through hands-on activities and peer-to-peer learning, you can learn to have pain conversations that leverage the power of emotion to progress the sale.

Trainer: Doug Whittington

You know your buyer, and you are familiar with their job description. But do you know what motivates their behavior? Do you understand the specific pain they face in their role?

In this course, learn how to craft buyer personas that help you better understand your buyer and prioritize what is important to them. Use buyer personas to ask better discovery questions, elicit pain indicators, and uncover pain. Build credibility by showing awareness of role-specific motivations and pain.

Through hands-on activities and peer-to-peer learning, you can add persona-specific pain indicators to your tookit for a better discovery process.

Trainer: Steve Weyl

You know your buyer, and you are familiar with their job description. But do you know what motivates their behavior? Do you understand the specific pain they face in their role?

In this course, learn how to craft buyer personas that help you better understand your buyer and prioritize what is important to them. Use buyer personas to ask better discovery questions, elicit pain indicators, and uncover pain. Build credibility by showing awareness of role-specific motivations and pain.

Through hands-on activities and peer-to-peer learning, you can add persona-specific pain indicators to your tookit for a better discovery process.

Trainer: Steve Weyl

You know your buyer, and you are familiar with their job description. But do you know what motivates their behavior? Do you understand the specific pain they face in their role?

In this course, learn how to craft buyer personas that help you better understand your buyer and prioritize what is important to them. Use buyer personas to ask better discovery questions, elicit pain indicators, and uncover pain. Build credibility by showing awareness of role-specific motivations and pain.

Through hands-on activities and peer-to-peer learning, you can add persona-specific pain indicators to your tookit for a better discovery process.

Trainer: Steve Weyl

It’s not personal. Objections often have nothing to do with you or your solution. Sometimes buyers have legitimate objections, and sometimes buyers raise objections when they’re feeling pressure. This can add friction to the sales process—but it doesn’t have to.

In this course, learn how to uncover the truth behind your buyer’s stalls and objections. Use communication strategies to prevent and preemptively address objections. Practice active listening strategies to invite transparency from your buyer. Employ questioning strategies to distinguish legitimate objections from feelings of discomfort.

Through hands-on activities and peer-to-peer learning, you can learn to navigate stalls and objections to eliminate friction in the sales process.

Trainer: Tom Thon

It’s not personal. Objections often have nothing to do with you or your solution. Sometimes buyers have legitimate objections, and sometimes buyers raise objections when they’re feeling pressure. This can add friction to the sales process—but it doesn’t have to.

In this course, learn how to uncover the truth behind your buyer’s stalls and objections. Use communication strategies to prevent and preemptively address objections. Practice active listening strategies to invite transparency from your buyer. Employ questioning strategies to distinguish legitimate objections from feelings of discomfort.

Through hands-on activities and peer-to-peer learning, you can learn to navigate stalls and objections to eliminate friction in the sales process.

Trainer: Tom Thon

It’s not personal. Objections often have nothing to do with you or your solution. Sometimes buyers have legitimate objections, and sometimes buyers raise objections when they’re feeling pressure. This can add friction to the sales process—but it doesn’t have to.

In this course, learn how to uncover the truth behind your buyer’s stalls and objections. Use communication strategies to prevent and preemptively address objections. Practice active listening strategies to invite transparency from your buyer. Employ questioning strategies to distinguish legitimate objections from feelings of discomfort.

Through hands-on activities and peer-to-peer learning, you can learn to navigate stalls and objections to eliminate friction in the sales process.

Trainer: Tom Thon

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

Being told what to do activates a defense mechanism that makes it more enticing to make a different choice. When buyers are pushed towards a sales goal, they pull back; when the salesperson pulls back, the buyer moves the deal forward.

In this course, learn about the role of reactance in motivating the buyer to exercise choice in the buying process. Using Pendulum Theory, learn how to respond to buyers based on their attitude profile. Use negative reverse questioning strategies to steer the conversation appropriately. Enable buyers to overcome preconceived judgments and objections to get to the truth.

Through hands-on activities and peer-to-peer learning, you can learn to control the conversation through negative reversing.

Trainer: Steve Weyl

Being told what to do activates a defense mechanism that makes it more enticing to make a different choice. When buyers are pushed towards a sales goal, they pull back; when the salesperson pulls back, the buyer moves the deal forward.

In this course, learn about the role of reactance in motivating the buyer to exercise choice in the buying process. Using Pendulum Theory, learn how to respond to buyers based on their attitude profile. Use negative reverse questioning strategies to steer the conversation appropriately. Enable buyers to overcome preconceived judgments and objections to get to the truth.

Through hands-on activities and peer-to-peer learning, you can learn to control the conversation through negative reversing.

Trainer: Steve Weyl

Being told what to do activates a defense mechanism that makes it more enticing to make a different choice. When buyers are pushed towards a sales goal, they pull back; when the salesperson pulls back, the buyer moves the deal forward.

In this course, learn about the role of reactance in motivating the buyer to exercise choice in the buying process. Using Pendulum Theory, learn how to respond to buyers based on their attitude profile. Use negative reverse questioning strategies to steer the conversation appropriately. Enable buyers to overcome preconceived judgments and objections to get to the truth.

Through hands-on activities and peer-to-peer learning, you can learn to control the conversation through negative reversing.

Trainer: Steve Weyl

A budget is simply an intention for how money will be allocated in the future by a business. Budgets for solutions are not a set of firm boundaries within which the buyer and seller must work; they are co-created and justified in response to business problems.

In this course, learn how to shift your attitude towards money from a consumer mindset to a business mindset. Discover how budgets are determined by businesses and shaped in collaboration with sales professionals. Ask the right questions to elicit legitimate budget figures without undermining your expertise or damaging the relationship.

Through hands-on activities and peer-to-peer learning, you can learn to conduct strategic investment conversations with buyers while strengthening your relationship.

Trainer: Jordan Mullet

A budget is simply an intention for how money will be allocated in the future by a business. Budgets for solutions are not a set of firm boundaries within which the buyer and seller must work; they are co-created and justified in response to business problems.

In this course, learn how to shift your attitude towards money from a consumer mindset to a business mindset. Discover how budgets are determined by businesses and shaped in collaboration with sales professionals. Ask the right questions to elicit legitimate budget figures without undermining your expertise or damaging the relationship.

Through hands-on activities and peer-to-peer learning, you can learn to conduct strategic investment conversations with buyers while strengthening your relationship.

Trainer: Jordan Mullet

A budget is simply an intention for how money will be allocated in the future by a business. Budgets for solutions are not a set of firm boundaries within which the buyer and seller must work; they are co-created and justified in response to business problems.

In this course, learn how to shift your attitude towards money from a consumer mindset to a business mindset. Discover how budgets are determined by businesses and shaped in collaboration with sales professionals. Ask the right questions to elicit legitimate budget figures without undermining your expertise or damaging the relationship.

Through hands-on activities and peer-to-peer learning, you can learn to conduct strategic investment conversations with buyers while strengthening your relationship.

Trainer: Jordan Mullet

A budget is simply an intention for how money will be allocated in the future by a business. Budgets for solutions are not a set of firm boundaries within which the buyer and seller must work; they are co-created and justified in response to business problems.

In this course, learn how to shift your attitude towards money from a consumer mindset to a business mindset. Discover how budgets are determined by businesses and shaped in collaboration with sales professionals. Ask the right questions to elicit legitimate budget figures without undermining your expertise or damaging the relationship.

Through hands-on activities and peer-to-peer learning, you can learn to conduct strategic investment conversations with buyers while strengthening your relationship.

Trainer: Jordan Mullet

A budget is simply an intention for how money will be allocated in the future by a business. Budgets for solutions are not a set of firm boundaries within which the buyer and seller must work; they are co-created and justified in response to business problems.

In this course, learn how to shift your attitude towards money from a consumer mindset to a business mindset. Discover how budgets are determined by businesses and shaped in collaboration with sales professionals. Ask the right questions to elicit legitimate budget figures without undermining your expertise or damaging the relationship.

Through hands-on activities and peer-to-peer learning, you can learn to conduct strategic investment conversations with buyers while strengthening your relationship.

Trainer: Jordan Mullet

Often, your contact in the sales process is not the final decision-maker. Even if your solution is a fit, if you can’t gain access to the right people — key decision-makers and influencers — you might not sell your solution.

In this course, you will learn to cultivate strategies for identifying and accessing key decision-makers in the sales process.

Through hands-on activities and peer-to-peer learning, you will learn to identify key decision-makers using organizational mapping and decision-maker personas, and develop strategies for accessing key decision-makers and overcoming access barriers.

Trainer: Matt Rocco

Often, your contact in the sales process is not the final decision-maker. Even if your solution is a fit, if you can’t gain access to the right people — key decision-makers and influencers — you might not sell your solution.

In this course, you will learn to cultivate strategies for identifying and accessing key decision-makers in the sales process.

Through hands-on activities and peer-to-peer learning, you will learn to identify key decision-makers using organizational mapping and decision-maker personas, and develop strategies for accessing key decision-makers and overcoming access barriers.

Trainer: Matt Rocco

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm, Wednesday and Thursday.

LOCATION
Jacksonville, Florida Sandler Training Center
8825 Perimeter Park Boulevard, Suite 503
Jacksonville, Florida 32216

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm, Wednesday and Thursday.

LOCATION
Jacksonville, Florida Sandler Training Center
8825 Perimeter Park Boulevard, Suite 503
Jacksonville, Florida 32216

Often, your contact in the sales process is not the final decision-maker. Even if your solution is a fit, if you can’t gain access to the right people — key decision-makers and influencers — you might not sell your solution.

In this course, you will learn to cultivate strategies for identifying and accessing key decision-makers in the sales process.

Through hands-on activities and peer-to-peer learning, you will learn to identify key decision-makers using organizational mapping and decision-maker personas, and develop strategies for accessing key decision-makers and overcoming access barriers.

Trainer: Matt Rocco

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

Have you paused lately to assess your "fitness"—not just physically, but in all areas of life? Where are you excelling, and where could you use more focus, direction, or motivation? How “fit” are you for the challenges and demands of your daily life?

In this workshop, Jason introduces the 6 F's—a framework developed from the shared challenges of balancing work, family, and personal goals in a world that can leave us feeling stretched thin. We'll explore the importance of nurturing each area within this simple but powerful framework: Faith, Fitness, Family, Finances, Fun, and Frequency.

Discover how each of these "F's" plays a role in your overall well-being and how achieving balance across them can lead to a more fulfilling, purpose-driven life. Jason will share the personal story that inspired his journey to the 6 F's and show how he uses it to stay on track with his own fitness goals today.

Leave this workshop with fresh insights and practical strategies to create small but impactful shifts toward a healthier, more balanced approach to life.
 

Trainer: Jason Reynolds

Have you paused lately to assess your "fitness"—not just physically, but in all areas of life? Where are you excelling, and where could you use more focus, direction, or motivation? How “fit” are you for the challenges and demands of your daily life?

In this workshop, Jason introduces the 6 F's—a framework developed from the shared challenges of balancing work, family, and personal goals in a world that can leave us feeling stretched thin. We'll explore the importance of nurturing each area within this simple but powerful framework: Faith, Fitness, Family, Finances, Fun, and Frequency.

Discover how each of these "F's" plays a role in your overall well-being and how achieving balance across them can lead to a more fulfilling, purpose-driven life. Jason will share the personal story that inspired his journey to the 6 F's and show how he uses it to stay on track with his own fitness goals today.

Leave this workshop with fresh insights and practical strategies to create small but impactful shifts toward a healthier, more balanced approach to life.
 

Trainer: Jason Reynolds

Have you paused lately to assess your "fitness"—not just physically, but in all areas of life? Where are you excelling, and where could you use more focus, direction, or motivation? How “fit” are you for the challenges and demands of your daily life?

In this workshop, Jason introduces the 6 F's—a framework developed from the shared challenges of balancing work, family, and personal goals in a world that can leave us feeling stretched thin. We'll explore the importance of nurturing each area within this simple but powerful framework: Faith, Fitness, Family, Finances, Fun, and Frequency.

Discover how each of these "F's" plays a role in your overall well-being and how achieving balance across them can lead to a more fulfilling, purpose-driven life. Jason will share the personal story that inspired his journey to the 6 F's and show how he uses it to stay on track with his own fitness goals today.

Leave this workshop with fresh insights and practical strategies to create small but impactful shifts toward a healthier, more balanced approach to life.
 

Trainer: Jason Reynolds

Executive buyers typically consider a fraction of the time they spend with salespeople to be valuable. Meanwhile, they’re navigating unprecedented organizational change and need consultants to help them navigate this change more than ever.

In this course, learn how to elevate your stature as a salesperson to become a valued partner to executives. Influence C-suite decision-makers through likability and authority, using business acumen to communicate an understanding of your buyer’s organization. Discover the priorities, pain, and performance indicators that matter to executive buyer personas. Use the Executive Pain Funnel to lead effective discovery conversations with high-level stakeholders.

Through hands-on activities and peer-to-peer learning, you can learn to sell confidently at any level of an organization.

Trainer: Tom Thon

Executive buyers typically consider a fraction of the time they spend with salespeople to be valuable. Meanwhile, they’re navigating unprecedented organizational change and need consultants to help them navigate this change more than ever.

In this course, learn how to elevate your stature as a salesperson to become a valued partner to executives. Influence C-suite decision-makers through likability and authority, using business acumen to communicate an understanding of your buyer’s organization. Discover the priorities, pain, and performance indicators that matter to executive buyer personas. Use the Executive Pain Funnel to lead effective discovery conversations with high-level stakeholders.

Through hands-on activities and peer-to-peer learning, you can learn to sell confidently at any level of an organization.

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm, Wednesday and Thursday.

LOCATION
Jacksonville, Florida Sandler Training Center
8825 Perimeter Park Boulevard, Suite 503
Jacksonville, Florida 32216

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm, Wednesday and Thursday.

LOCATION
Jacksonville, Florida Sandler Training Center
8825 Perimeter Park Boulevard, Suite 503
Jacksonville, Florida 32216

Welcome to "Creating Your Prospecting Plan," a comprehensive sales course designed to empower you with the strategic insights and skills needed to build a robust prospecting strategy. In this program, we'll guide you through the process of crafting a prospecting plan that not only balances leading and lagging indicators but also sets the stage for your success in the competitive world of sales.

Gain a deep understanding of how to craft a prospecting plan that integrates leading and lagging indicators, providing you with a roadmap to plan and track your success. Learn to navigate the dynamic landscape of sales by developing a prospecting strategy that ensures you stay on course to achieve your goals.

Trainer: Steve Weyl

Welcome to "Creating Your Prospecting Plan," a comprehensive sales course designed to empower you with the strategic insights and skills needed to build a robust prospecting strategy. In this program, we'll guide you through the process of crafting a prospecting plan that not only balances leading and lagging indicators but also sets the stage for your success in the competitive world of sales.

Gain a deep understanding of how to craft a prospecting plan that integrates leading and lagging indicators, providing you with a roadmap to plan and track your success. Learn to navigate the dynamic landscape of sales by developing a prospecting strategy that ensures you stay on course to achieve your goals.

Trainer: Steve Weyl

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

Welcome to "Creating Your Prospecting Plan," a comprehensive sales course designed to empower you with the strategic insights and skills needed to build a robust prospecting strategy. In this program, we'll guide you through the process of crafting a prospecting plan that not only balances leading and lagging indicators but also sets the stage for your success in the competitive world of sales.

Gain a deep understanding of how to craft a prospecting plan that integrates leading and lagging indicators, providing you with a roadmap to plan and track your success. Learn to navigate the dynamic landscape of sales by developing a prospecting strategy that ensures you stay on course to achieve your goals.

Trainer: Steve Weyl

The ability to quickly determine which opportunities are worth pursuing and which ones to confidently disqualify can elevate sales strategies and increase success in a competitive landscape. This skill allows focus on prospects most likely to invest, preventing time and effort from being wasted on dead-end leads.

In this workshop, participants will learn to streamline the qualification process to concentrate solely on prospects who are genuinely ready and able to invest in a solution. By mastering the art of uncovering pain points, assessing investment willingness, and understanding decision-making processes, efforts will be directed toward the right opportunities for maximum impact. Additionally, tools like the Pursuit Navigator will be explored to strategically advance the sale and mitigate risks throughout the process.

Trainer: Matt Rocco

The ability to quickly determine which opportunities are worth pursuing and which ones to confidently disqualify can elevate sales strategies and increase success in a competitive landscape. This skill allows focus on prospects most likely to invest, preventing time and effort from being wasted on dead-end leads.

In this workshop, participants will learn to streamline the qualification process to concentrate solely on prospects who are genuinely ready and able to invest in a solution. By mastering the art of uncovering pain points, assessing investment willingness, and understanding decision-making processes, efforts will be directed toward the right opportunities for maximum impact. Additionally, tools like the Pursuit Navigator will be explored to strategically advance the sale and mitigate risks throughout the process.

Trainer: Matt Rocco

"David Sandler, the visionary behind Sandler Training, created a powerful list of “musts” for salespeople to unlock their true potential—a presentation he aptly named “No Guts, No Gain.” Although Sandler passed away years ago, his insights remain as relevant as ever. In this session, you’ll experience David Sandler’s wisdom firsthand through archived recordings.

“Power Plays generally move into games. In order for us to be gutsy and assertive, we've got to understand what psychological games are going on.” — David Sandler.
A good sales relationship assumes both the seller and prospect have an interest in doing things for each other. Join this workshop to learn to identify buyer games and the best practices to address them.

Trainer: Steve Weyl

"David Sandler, the visionary behind Sandler Training, created a powerful list of “musts” for salespeople to unlock their true potential—a presentation he aptly named “No Guts, No Gain.” Although Sandler passed away years ago, his insights remain as relevant as ever. In this session, you’ll experience David Sandler’s wisdom firsthand through archived recordings.

“Power Plays generally move into games. In order for us to be gutsy and assertive, we've got to understand what psychological games are going on.” — David Sandler.
A good sales relationship assumes both the seller and prospect have an interest in doing things for each other. Join this workshop to learn to identify buyer games and the best practices to address them.

Trainer: Steve Weyl

"David Sandler, the visionary behind Sandler Training, created a powerful list of “musts” for salespeople to unlock their true potential—a presentation he aptly named “No Guts, No Gain.” Although Sandler passed away years ago, his insights remain as relevant as ever. In this session, you’ll experience David Sandler’s wisdom firsthand through archived recordings.

“Power Plays generally move into games. In order for us to be gutsy and assertive, we've got to understand what psychological games are going on.” — David Sandler.
A good sales relationship assumes both the seller and prospect have an interest in doing things for each other. Join this workshop to learn to identify buyer games and the best practices to address them.

Trainer: Steve Weyl

In the complex world of enterprise sales, fostering strong connections is just as crucial as the proposal itself. Imagine transforming your proposals into powerful tools that not only showcase your solution but also advance your client relationships.

In this workshop, you’ll learn to develop client-centric proposals that resonate deeply and ensure a clear commitment to the future. You’ll refine your presentation preparation methods and apply strategies to strengthen client relationships, regardless of their decision in the selection process. Equip yourself with the techniques and tools to navigate the proposal process effectively and build lasting partnerships.

Trainer: Steve Weyl

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333

ABOUT
Boot Camps are designed to help you reach your next level of sales success or sharpen your skills. Our sessions are designed to provide an understanding of the Attitudes, Behaviors, and Techniques necessary to elevate sales performance.

DAYS/ TIMES
This 2-day live event runs from 9:00am to 4:00pm Wednesday and Thursday.

LOCATION
Akron, OH Sandler Training Center
3480 W Market St, Ste #102,
Fairlawn, OH 44333