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What do you do when a buyer starts pushing back on price?Too often, salespeople give in too quickly. Margins shrink, con...
06/15/2026

What do you do when a buyer starts pushing back on price?

Too often, salespeople give in too quickly. Margins shrink, confidence drops, and deals get won, but at the wrong cost.

The reality is, many buyers are incentivized to reduce your margin. If you’re not prepared, you’ll feel it.

In our upcoming Breakthrough Selling session, we’ll focus on The Margin Target, giving you the talk tracks and confidence to hold your ground.

📅 June 29 | 11:30 AM – 1:00 PM
📍 Sandler Training Trustpointe, Indianapolis

Indy Chamber members only

👉 https://hubs.ly/Q04ldC3x0

Mission Critical Priorities (MCPs) With information everywhere and countless voices telling leaders what to prioritize, ...
06/12/2026

Mission Critical Priorities (MCPs)

With information everywhere and countless voices telling leaders what to prioritize, it’s easy to confuse what’s urgent with what’s truly essential.

That’s exactly what we’ll be tackling in our upcoming Sales Leadership Growth Series session:

📍 Hybrid, live at Sandler Trustpointe or via Zoom
🗓 Thursday, June 18
⏰ 9:00 – 10:30 AM

We’ll discuss how strong sales leaders prioritize time, resources, and focus around the activities that actually drive results, instead of getting pulled into constant reaction mode.

High performing leaders are not successful because they do more. They are successful because they stay focused on the right things consistently.

If your team is busy but not always productive, this conversation will hit home.

Send a DM if you’d like to sit in.

Ever wonder what a Sandler session is actually like?We hear it all the time, people are curious, but not sure what to ex...
06/08/2026

Ever wonder what a Sandler session is actually like?

We hear it all the time, people are curious, but not sure what to expect.

That’s why we offer the opportunity to “crash a class.”

Come sit in on a session, experience it for yourself, and see how we approach sales, leadership, and real-world application. No pressure, just a chance to learn.

Take a look at what’s coming up this month👇

Note: Breakthrough Selling is an Indy Chamber members-only session.

If you’ve been thinking about checking it out, now’s a great time.

Please send me a DM if you want more info on crashing a class, I’d be happy to save you a spot.

Ever find yourself thinking… “what do I do when?” in the middle of a sales conversation?That’s the focus of our next Bre...
05/12/2026

Ever find yourself thinking… “what do I do when?” in the middle of a sales conversation?

That’s the focus of our next Breakthrough Selling session. We’ll walk through real “what do you do when…” scenarios and actually practice them out.

📅 May 18 | 11:30 AM – 1:00 PM
📍 Sandler Training Trustpointe

Members only. No pressure, just a chance to sharpen your approach.

👉 https://hubs.ly/Q04gj5v20

You're losing deals you should be winning. 😤 You know it. Your team knows it. And the worst part? You can't always pinpo...
04/28/2026

You're losing deals you should be winning. 😤

You know it. Your team knows it. And the worst part? You can't always pinpoint exactly why.

Is it the objections you can't overcome? The decision-makers you never got in front of? The budget conversations that go nowhere?

It's not a talent problem. It's a system problem.

That's exactly why we have Sandler Essentials.

Starting May 4th, we're kicking off a 10-week Essentials Certification Track designed to give your sales team a proven, repeatable process for every selling situation, so they stop leaving money on the table.

Here's what your team will walk away with:

✅ A systematic approach to every sales conversation
✅ The tools to uncover real buyer pain, not just surface-level needs
✅ Confidence navigating investment conversations without the awkward dance
✅ A clear process for identifying who's actually making the decision
✅ The ability to close better deals, faster, with higher margins

This isn't a one-day seminar that gets forgotten by Friday. This is 10 weeks of hands-on, hybrid learning built for real transformation.

Mondays | 1:30–3:30 PM ET | May 4 – July 13, 2026
In-Person at Sandler Trustpointe or Virtually via Zoom

Spots are limited. If your team has been stuck in the same patterns, this is the program that changes that.

📩 DM me to learn more.

The Joy of a Learning OrganizationOur team just returned from another Sandler Regional Conference. Sandler is clearly a ...
04/22/2026

The Joy of a Learning Organization

Our team just returned from another Sandler Regional Conference. Sandler is clearly a growth mindset organization, and you mix that with the fun of collaborating and getting to know your colleagues within, makes the journey all the more memorable.

Everyone contributes. Everyone engages. And the laughter between the notetaking is connection.

I am certain I learn something new; a new insight, a new way of looking at something that I have been teaching for 28 years and come away feeling satisfied that I made the right choice all those years ago.

I’ve heard it said before, “Learning organizations always outperform doing organizations.”

A big THANK YOU to our colleagues within the conference.

Most deals are not lost to competitors.They are lost in the decision step.• You have a great conversation… then it stall...
04/16/2026

Most deals are not lost to competitors.
They are lost in the decision step.

• You have a great conversation… then it stalls
• You hear “we need to run this by the team”
• You are not sure who is actually involved in the decision
• Deals drag out longer than they should… or disappear altogether

Sound familiar?

The reality is, if you are not uncovering the full decision team, you are selling blind.

That is exactly what we are tackling in our upcoming Sales Leadership Growth Series (SLGS) session:

Coaching the Decision Step

75% of deals are blown in this stage. Not because of pricing or product, but because the right people were never part of the conversation.

In this session, we will focus on how to coach your team to:
• Identify the “hidden table”
• Gain access to decision makers early
• Shorten the sales cycle
• Create more predictable outcomes

📅 Thursday, April 23
⏰ 9:00 AM – 10:30 AM

We’ll bring the table, you find the “who else.”

If your team is losing deals late in the process, this is where to start.

🚨 Reminder: This is NEXT Monday 🚨If hiring sales talent feels harder than it should… you’re not alone.• You hire someone...
04/13/2026

🚨 Reminder: This is NEXT Monday 🚨

If hiring sales talent feels harder than it should… you’re not alone.

• You hire someone who interviews great… but struggles to perform
• You rely on gut instinct… and hope it works out
• You invest months onboarding… only to start over again

Sound familiar?

The reality is, most hiring decisions are influenced by bias, not a proven process.

As we like to say, all salespeople are good on a one-hour date.

That is exactly what we are tackling in our next Breakthrough Selling session with the Indy Chamber:

📅 April 20 | 11:30 AM – 1:00 PM
Topic: Hiring Top Talent

In this session, we will walk through:
• What to actually look for when hiring sales talent
• The traits that predict long term success
• How to use assessments the right way
• A more effective, repeatable interview approach

👉 This session is exclusive to Indy Chamber members

Register here: https://hubs.ly/Q04bCD5s0

Hope to see you there.

03/18/2026

Build a stronger, more consistent sales strategy with OneZone’s Sales Growth Series, presented by Sandler Trustpointe!

Join us on Tuesday, April 21 from 11:30 AM – 1:00 PM at the Carmel Clay Public Library for Duplicate Success – The Advantage of a Sales Process with Chris Roberts of Sandler Training Trustpointe.

In this interactive session, you’ll learn how implementing a clear sales process can reduce stress, create consistency, and help your team build a winning program.

Register today to secure your spot: https://web.onezonecommerce.com/atlas/events/9517/details

01/16/2026

Join OneZone and Sandler Training for our Sales Growth Series on Tuesday, January 20. Learn how modern prospecting mirrors dating—building trust, creating engagement, and earning commitment before closing the deal.

Jan. 20, 2026 | 11:30 AM–1:00 PM
Carmel Clay Public Library
Chris Roberts, Sandler Trustpointe

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6626 East 75th Street
Indianapolis, IN
46250

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Tuesday 8am - 5pm
Wednesday 8am - 5pm
Thursday 8am - 5pm
Friday 8am - 5pm

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