Sales Center of Excellence - Events

The Sales Code: Part 2

Event Date

October 7, 2021

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Event Time

11:00 AM
Description

While the Gap Map is the entry point to powerful conversations, The Sales Code is the set of principles and overall framework that enables us to lead our prospects. In a world where competition is growing and deal conversions are decreasing, it’s imperative we look at why sales professionals are failing: they’re thinking about sales wrong. This isn’t motivation or inspirational, but a guide to how you think and perceive the art of selling that controls your communication effectiveness. In Part 2 of The Gap Map, we’re look at the following principles:

1. The Difference Between Manipulation and Influence is Intent
2. Snipe the Thought, Eliminate the Objection
3. Challenge the Value System
4. Relationships Trump Process
5. A Company is Nothing More than a File Folder

Trainer Information

Stephen M. Lowisz

Stephen M. Lowisz closed his first $1.1M in annual revenue at 19 and 20 of the Fortune 500 by the time he was 21. Having consulted companies like ESPN, Inuit, and New York Life Insurance on the buildout of their teams, he has learned what it takes for a small team to sell into enterprise giants.  Stephen now democratizes the proprietary frameworks and methodologies he built across dozens of startups around the globe.

Now, as the Managing Partner of the Enterprise Sales Institute, he is on a mission to change the fact that average closing rates are at an abysmal 20%. With 80% of a rep’s time wasted, it’s no wonder 55% of teams are missing their quota each year. Join Stephen every Thursday at 11am EST to learn the sales frameworks and negotiation methods that top producers use.

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