All too often, sales leaders and trainers focus on objection handling to help reps close deals. In reality, the most important negotiations occur at the beginning of the sales process. In this webcast, you will learn about two of the most important negotiations in the sales process—securing and managing appointments—and proven techniques to secure a prospect’s time and attention. You’ll also learn ways to help train salespeople to manage these appointments with an agenda that brings objections to the forefront early in the sales process and gives the salespeople time to adapt their selling strategy before it’s too late. Helping your salespeople employ these important techniques will lead to more meetings, better productivity, shorter sales cycles, and increased sales results. Dan McGrath and Ed Medeiros will utilize a case study from the partnership between COACH MEdia and Gartner.
Attendees will learn:
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Dan McGrath is an award-winning sales trainer and coach. As vice president of client development at COACH MEdia, his vast experience and engaging attitude bring a unique and measurable approach to the sales process. Dan creates and implements skill development training and coaching programs in support of an integrated sales strategy. For the past seven years, he has provided sales training to many B2B client industries, including trade show and event organizers and digital media firms. By focusing on the goals, tactics, and skills of client sales organizations, Dan’s sales training programs have given his customers a winning, integrated sales approach that results in a positive impact on revenue.
Prior to joining COACH MEdia in 2008, Dan spent 15 years in the media sales industry as both a sales professional and a sales leader. He joined COACH MEdia from Gartner, where he held roles of increasing responsibility, including vice president of sales. Dan began his career at Ziff Davis and worked in numerous senior sales positions, including director of sales. Throughout his career, he has excelled at selling, managing sales teams, recruiting sales teams, and developing sales executives. Dan has received numerous awards for recruiting, training, and developing sales professionals. He holds a bachelor's degree from the University of Rhode Island.
Ed Medeiros is vice president of events and learning and development at Gartner, the world's leading IT conference provider. He is responsible for ensuring profitable growth of the events business by developing a client-focused organization and supporting the 45,000 business and technology professionals who attend the company's 65 conferences and symposia held around the world each year.
Previously at Gartner, Ed held positions in global sales training, where he was responsible for sales development in countries around the world. During his tenure in these roles, Gartner Events maintained double digit revenue growth and was the fastest growing sales channel at Gartner. Ed joined Gartner in 2006 after three years at META Group, where he helped develop the small and midsized business sales channel. He holds a bachelor's degree from Western Connecticut State University.
