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Boot Camp Program

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Schedule of Events & Pricing

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The IAEE Sales Academy Professional Certificate Program

Monday, 20 September to Tuesday, 21 September 2010
Baltimore Convention Center
Baltimore, MD

Many business owners and sales managers believe “sales training doesn’t work.” They view training as an event—often a short-term “quick fix” designed primarily for the moment. But effective training must be a process. It must include application with measurement, feedback, fine-tuning and reinforcement. This is why the IAEE Sales Academy works. Achieving lasting behavioral change and mastering new skills do not occur overnight, and the IAEE Sales Academy is a professional certification program that is built on the renowned Sandler® concept of incremental growth and change over time—supported by repetition, reinforcement and coaching. At the end of this intense training program, the participant will receive a certificate of completion from the IAEE Sales Academy.

The Program

The Two-Day Boot Camp

Salespeople are not likely to consistently implement a particular selling strategy or tactic, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a plan unless it is supported by the appropriate attitude and outlook. The IAEE Sales Academy addresses all three areas necessary for success--attitude, behavior and technique. The participant-centric boot camp—partly motivational, partly instructional—provides you with the concept, knowledge and understanding of the topic as it applies to your selling environment. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers.

The Reinforcement Program

We train attitude, behavior and technique for sales people and sales managers to get results. This is not a motivational "quick fix" seminar. Psychological studies prove that memory fades very quickly. After even the most inspiring seminars, participants feel good and plan to put into action ideas they have heard, but within 48 hours most people can only remember a few one liners and power phrases. As a result, no permanent change takes place in their performance or results. In the monthly 90-minute virtual learning labs following the boot-camp, the participants will continue to reinforce the behaviors and techniques learned at the Academy to achieve lasting behavioral change and master new skills. 

Note to CEMs: By completing the IAEE Sales Academy, you will earn 12 professional development hours toward recertification of the CEM designation.

 Testimonials

"I strongly recommend Matt Neuberger and Neuberger and Associates for any training program.  We started the first ever sales training effort leveraging Matt’s firm and the scores for all of this training sessions are still the benchmark for success here at PMMI.  He averages a 9 out of 10 for his events, where other PMMI events score in the 7-8 range.  During the two years I oversaw the program, we put about 100 members through the program via a regular series of small working group sessions across the country in major member company markets.  All of them “sold out” at about the 15 person level, which is a good level for the hands on aspect of training.

We also used Matt as a key note speaker for both our Annual Meeting and a special “Prepare for PACK EXPO” exhibitor training session and, finally, we are currently using him for a series of webinars.  The economy has impacted our participation rates, but his evaluation scores remain the highest we have ever seen.  Personally, he is a professional and is extremely collaborative in terms of content deliver and marketing.  We’ve appreciated his efforts and I would highly recommend him in just about any training situation."

_{Matt Croson
Vice President, Member Services & Communications
Packaging Machinery Manufactures Institute}

"I have been able to consistently take what used to be a 6-8 month sales cycle and bring it to a decision in 2-3 months.  The bottom line is that I've never enjoyed selling more.  It has made my career even more enjoyable."

 _{Pam O'Neill
 Regional Sales Manager
 ADP}

 "With your Training, our business has grown by 44% in less than a year. "

_{Thomas Fulner
Vice President/General Manager
PIP Printing, Northwest}