Capstone Sales
Master your largest and most complex sales opportunities with this capstone course
Who benefits?
- Sales executives dealing with large and crucial accounts
- National account team members
- Salespeople calling on executives
- Salespeople responsible for negotiating large, complex annual contracts
Walk away knowing how to:
- Maximizing Your National Account Team, Day 1 (#9620; 0623; 0626)
- Put the best people on your most important team
- Enhance team communication and coordination
- Capitalize on the politics that drive major client decisions
- Increase team performance through compensation and motivation
- Build team and individual accountability
- Sell to Executives, Day 2 (#9621; 0624; 0627)
- Win through targeted research
- Develop an executive-level sales force
- Set high-level meetings using three proven methods
- Achieve five-minute “buy-in” with your conceptual message
- Nurture executive relationships throughout the sales process
- Sales Negotiations, Day 3 (#9622; 0625; 0628)
- Win clients for life
- Increase your confidence and power throughout the negotiating process
- Never yield to pressure again
Faculty
Tony Nagle
Tony Nagle is president of A.G. Nagle Company, a training and development firm specializing in negotiation and sales strategies. Known nationally as a negotiations expert, Tony has trained more than 15,000 people from industries ranging from manufacturing to banking to telecommunications. He works on negotiation problems in sales and marketing and consults on mergers for Fortune 500 companies.
Chuck West
Chuck West is director of the sales and sales management program for Executive Education at the University of Wisconsin’s School of Business. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.
Kevin G. Piette
Kevin Piette is a managing director and member of the senior executive team of Acuity Inc., F.K.A. Thomson Financial, an international software and data/data management company headquartered in New York, NY. Kevin brings with him over 20 years of experience in sales, sales and marketing management, strategic planning, and financial and operations management. He has successfully driven revenues by developing top sales teams, identifying new products and markets, improving productivity and processes, and executing winning marketing campaigns that stimulated brand awareness and sales growth. Kevin has won numerous sales and marketing awards for excellence throughout his career, including President’s Club.
Schedule
8:15 a.m. – 5:00 p.m. each day
“Chuck provided so much insight it was amazing.”
Ross Powell, Sales Manager, Rich-Mar, Inc., Inola, OK
“Chuck has a passion for what he does. He provides excellent real-life scenarios.”
Brian Mehr, Sales Representative, Park Industries, St. Cloud, MN
“Chuck’s experience, attitude and character made this a wonderful experience. Thanks for making this as easy as possible — it will be applied and remembered.”
John A. Shanesy, District Sales Manager, Nord Gear Corporation, Waunakee, WI
“Great job, Chuck! Appreciated the light-hearted camaraderie between Tony and yourself. It made learning the material a lot more fun. Keep up the role plays!”
Rick Reischl, Sales Consultant, Park Industries, St. Cloud, MN
The University of Wisconsin-Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.4 Continuing Education Units (CEUs) or 24 hours.