Thursday
November 1 8:00 a.m. – 12:00 p.m.

Doubletree Hotel
1707 Fourth St.
Santa Monica

Members: $25
Non-members: $50

Many executives can readily describe the major steps involved in hiring employees or developing products but are at a loss when trying to articulate their sales process. They observe significant differences in their best sales people but can't describe what it is they do. Just like there are master chefs that cook without recipes, there are highly successful reps that appear to be "naturals." A process is, in fact, being used; it just isn't broken down into steps that can be easily followed and repeated. Our clients have learned that a systematic process can be applied to sales and that the process can then lead to predictable and repeatable results.

Are you having difficulty in any of the following areas?

• Too many sales calls involve presentations about products to end users, instead of conversations about business issues with executives or decision makers.
  
• Too many deals are lost to "no decision" because customers don't see a reason to change or don't have the confidence that transitioning to new technology will be successful.
  
• Providing samples or demos, flying technical people around, and generating thick proposals that never get read results in "high cost, but no sale".
  
• It takes 9 to 12 months to discover a hiring error.