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Events Calendar 2016

IAEE Specialty Webinar Series: Sales Strategies & Solutions (Series of 3 Courses-Package Discount)

May 10, 2023 - May 24, 2023

New IAEE Specialty Webinar Series


Sales Strategies and Solutions are top-of-mind! IAEE is offering a NEW Specialty Webinar Series focused on Sales Strategies and Solutions, designed for those in sales roles who want to learn more with extended areas of focus to strengthen and condition your sales efforts. Whether you need to acquire knowledge in just one area or all, we’ve got something for everyone!


Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Special Webinar Series titled, “Sales Strategies & Solutions.”

These webinars will be designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.


PART 1 – Working Your Sales Funnel: Sales Prospecting and Follow Up

10 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

  • Understand your Sales Funnel and how important it is to your success.
  • Understanding where your best business resides; “fish where the fish are.”
  • Recognize leads with the most potential and key prospecting tips to get the process moving.


PART 2 – Selling Smart Against Your Competition: Sales Negotiation Solutions That Work

17 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

  • Learn the importance of Alliance Partners and bringing resources together in the sales process.
  • Look at the sales process from the customers’ eyes: How do they see it? What do they want/need/expect? WIIFM? What are their pet peeves? What could derail the sale?
  • Differentiate between Consultative Selling vs. Commodity Selling: The lost art of being a trusted advisor rather than an order-taker.
  • Build your listening skills, ask the right questions, and overcome objections.


PART 3 – Bringing It All Together: Helping Your Customers to Say “Yes”

24 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

  • Optimize your product or service vs. your competition and understanding “Gap Selling.”
  • Positioning your prospects for negotiation so that both sides “win.”
  • Find the best use for technology such as: CRM systems, Vidyard, Greencube and LinkedIn, etc.


These courses are offered as individual webinars (Members $35 | Non-Members $55) or you can purchase the full series at a discounted rate (Members $99 | Non-Members $149).

These sessions/courses/webinars are eligible for 1 clock hour each towards CEM recertification. For the full series you will receive 3 CE clock hours once the series is attended and completed in full.

To register for the full series of webinars, click the button below! Can’t make the date? You can still register and get access to the recordings!

To register for individual courses only, go to the specific webinar listing for the following dates:  10 May | 17 May | 24 May.




(1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)