Have you ever met someone with a university degree in sales? Probably not. Then if you’re in sales, you innately know how to do it, right? Wrong.

Seeking out and establishing authentic client relationships are skills that need to be learned and developed just like anything else. However, so many of the tools available teach lessons that are overly philosophical or filled with fly-by-night tactics that aren’t helpful.
 
During this four-part GALA Academy series, we will explore foundational questions that are vital for any new or developing sales professional to understand. Including: 

•    How should I sell and how do people buy in 2024?
•    How should I be spending my time? 
•    What is a good pitch and when do I use it?
•    What is Imposter Syndrome and am I suffering from it?

Participants will walk away with tangible tips to critically evaluate current beliefs and possible points of friction that could be inhibiting their ability to successfully develop long-lasting client relationships, along with action items to establish new, beneficial habits.

To ensure that participants are engaged and “buy in,” sessions will include guest industry experts, small group breakout sessions, and lively discussions. 

This event is for:  

•    New or developing sales professionals (0-2 years of experience)
•    Sales leaders with new team members
•    Client-facing team members with no sales experience or training, like account or project managers

This event is led by Colleen Beres, Chief Strategy Officer at Terra Translations

The Program

Week 1 – The Art and Science of Sales
08 May 2024 - From 7am PT to 8:30am PT (4pm CET - 5:30pm CET)

(This event is available globally. See the World Clock Meeting Planner to check your local time.)

During this very interactive session, participants will learn that sales is 50% an art and 50% a science, and that anyone can be a great salesperson when given a roadmap.  Guest expert, Lisa Proeber from The Middle Six will start by exploring the science of sales, shedding light on individual selling styles, as well as how to harness selling strengths and identify potential pitfalls. 

She will then dive into the art of selling and participants will walk away with 4 powerful visual selling tools that will help them effectively create market awareness which in turn will drive revenue. 

Guest Expert(s):  Lisa Proeber – Owner, The Middle Six

Week 2 – Focus Efforts to Drive Results
15 May 2024 - From 7am PT to 8:30am PT (4pm CET - 5:30pm CET)

How do sales professionals spend their time? Do more emails plus more calls equal more clients? And is this where we should be focusing our efforts? A sales role often creates autonomy for professionals to create their own success, but that flexibility can quickly unravel uncovering an unsound foundation and a lack of direction.

During this session, Colleen will help participants question what goals they are really working towards, and how to structure daily responsibilities to achieve those goals.  Participants will receive optional frameworks to implement immediately, creating a plan to focus efforts on results and not just actions.

Week 3 – The Elevator Pitch Fallacy
22 May 2024 - From 7am PT to 8:30am PT (4pm CET - 5:30pm CET)

Have you crafted the ultimate, bulletproof elevator pitch?  The sad truth: if you’re only using one pitch to connect with every potential client, then you’re missing out on opportunities.

During this session, Colleen will elaborate on what a pitch is meant to accomplish, what to include, and how to pivot your approach in the blink of an eye to give you and your business the chance to keep a conversation going.

Participants will receive multiple frameworks for developing options tailored to different scenarios, increasing the potential for a strong first impression.

Week 4 – Confronting Imposter Syndrome
29 May 2024 - From 7am PT to 8:30am PT (4pm CET - 5:30pm CET)

Are you standing in your own way?  Especially as new sales professionals work to build a pipeline and gain momentum, self-doubt can sabotage strategic efforts and inspire all the wrong outcomes.

During the final session, coaching and sales expert Bryan McDonald from onPurpose Growth will help participants question and breakdown the beliefs and stories that we unintentionally create and confront the role our subconscious mind plays in preventing us from maximizing our potential.  Bryan will provide structured questions and tactics to combat Imposter Syndrome and push confidence to the forefront.

Guest Expert(s):  Bryan McDonald – Partner & Head of Coaching Practice, onPurpose Growth

Cancellation Policy

Cancellation requests should be emailed to [email protected]. Cancellations received before the first day of the session will receive a full refund. No refunds will be issued after the first day of the session, nor for no-shows. Substitutions are welcome prior to the first day of the session.

Host organization: Globalization and Localization Association