Public Workshops

While the majority of the programs we facilitate are custom-designed based upon the unique needs of our clients and the markets that they serve, the programs listed here are open for the public to attend.

Sales Productivity Workshop
March 9/10, 2010

John Boyens will be facilitating another two-day, Sales Productivity workshop (“Sell Bigger Deals Faster!”) that will be “open” to the public on March 9/10, 2010. The workshop will be held at the exclusive Richland Country Club in Nashville, Tennessee. This highly interactive workshop will include the sharing of sales and sales management “best practices” from over 15,000 salespeople and sales managers from a variety of industries across the globe, over 15 years of buyer-based research data as well as small group breakout sessions and role plays to ensure that each attendee will walk away with tips/techniques that will positively impact their business the very next day. We help salespeople:

• Shorten their sales cycle
• Increase their average order size
• Proactively address sales objections by learning the four reasons why prospects don’t buy
• Increase the size and quality of their pipeline
• Improve their share of wallet with existing customers
• Outsmart their competition
• Cost-justify their products/services…even if they are the most expensive
• Position proposals and RFPs to their advantage and “win” a majority of the time
• Engage their Prospect in sales conversations versus sales presentations

Seating will be limited to 25 workshop attendees to ensure an optimal learning ratio. The investment is $750/person which includes registration for the two-day workshop, all workshop materials, continental breakfast and a catered lunch both days. As usual, we will offer quantity discounts if four or more people attend from the same company.

Management Effectiveness Workshop
May 2010 (Dates to Be Announced)

John Boyens will be facilitating another one-day, Management Effectiveness workshop at the exclusive Richland Country Club in Nashville, Tennessee in May 2010. The workshop is entitled, “Managing in the Productive Selling Zone^®” and will include the following key learnings:

• Identifying and avoiding the Five Fatal Flaws of Sales Management
• Unclear/Inconsistent Communication
• Failure to Acknowledge/Manage Change
• Not Assessing the Readiness Level of Team Members…and taking appropriate actions
• Failure to set Clear Goals/Expectations
• Poor Time Management
• Learning how to leverage sales metrics and sales management KPIs
• The secrets to recruiting, selecting and hiring quality salespeople
• Dehiring salespeople who aren’t performing
• The keys to managing a veteran and/or a remote sales force

As usual, seating will be limited to 25 workshop attendees to ensure an optimal learning ratio. The investment is $500/person which includes registration for the workshop, all workshop materials, a continental breakfast and a catered lunch. We will continue to offer quantity discounts if four or more people attend from the same company.

Sales Productivity Workshop
July 2010 (Dates to Be Announced)

John Boyens will be facilitating another two-day, Sales Productivity workshop ("Sell Bigger Deals Faster!") that will be “open” to the public in July, 2010. The workshop will be held at the exclusive Richland Country Club in Nashville, Tennessee. This highly interactive workshop will include the sharing of sales and sales management “best practices” from over 15,000 salespeople and sales managers from a variety of industries across the globe, over 15 years of buyer-based research data as well as small group breakout sessions and role plays to ensure that each attendee will walk away with tips/techniques that will positively impact their business the very next day. We help salespeople:

• Shorten their sales cycle
• Increase their average order size
• Proactively address sales objections by learning the four reasons why prospects don’t buy
• Increase the size and quality of their pipeline
• Improve their share of wallet with existing customers
• Outsmart their competition
• Cost-justify their products/services…even if they are the most expensive
• Position proposals and RFPs to their advantage and "win" a majority of the time
• Engage their Prospect in sales conversations versus sales presentations

Seating will be limited to 25 workshop attendees to ensure an optimal learning ratio. The investment is $750/person which includes registration for the two-day workshop, all workshop materials, continental breakfast and a catered lunch both days. As usual, we will offer quantity discounts if four or more people attend from the same company.