“Mike is a top sales expert and trainer who trained our sales team with great results. I highly recommend him and (his) book to anyone who needs to sell.”
–Michael Yang, Founder & CEO, mySimon.com, Become.com

The XL'erated Sales School

XL'erated Sales SchoolProfessional Sales Workshops for Salespeople & Management

For Salespeople, Sales Management, Senior Executives or anyone touching prospects or customers. Not just dynamic classes, but live interactive workshops for immediate implementation and use of proven tools and practices.

MXL's XL'erated Sales School is made up of different 1-day classroom sessions (2 standalone days for Salespeople, 1 day for Sales Managers)including practical sales tools implementation workshops held at 2400 Sand Hill Road in Menlo Park, CA. Designed for accelerated learning, these sales training class/workshops present tools and current concepts that are practical and immediately applicable to any sales environment. These are proven tactics and methodologies for the new post-bubble marketplace. In the morning and afternoon you learn concepts and tools and then build and apply them live to your environment. Learn from pros and take away skills and tools practically applied to your territory, accounts, sales pitch, forecast, pipeline, activity plans, and more. Seating is limited.

Not Just Classes, but Live Interactive Workshops

Most classes teach concepts and include exercises. These sessions combine concepts, principles and lessons with interactive application of your information and selling environment in a useful and practical workshop format. Learn from experienced executive-level professionals, peers as well as others in similar and different selling situations.

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Each day is a standalone event/session.

Sales Session 1 - STRATEGIC SALES & COMMUNICATIONS

Mastering Accounts and Opportunities

Territory Plans/Strategies, Metrics

  • Optimize the Territory Plan
  • Effective Sales/Account Strategies
  • Prospecting Strategies for Everyone
  • Managing Your Territory Metrics
  • Controlling Your Time and Activities,

Mastering the Sales Pitch

Increase the Effectiveness of All Sales Communications: Phone, Meetings, Writing, Presentations

  • Make Your Good Pitch Great
  • Sales Communications for All Occasions
  • Phone and Face-to-Face Effectiveness
  • Using Your Sale Testimonials
  • Approaching and Selling CXOs



Sales Session 2 - CONSULTATIVE SALES & NEGOTIATIONS

Mastering Consultative Selling

Effective Probing, Questioning, Solution/Consultative Selling

  • Smart Research and Sales
  • Investigative Probing and Questioning
  • Searching for Issues and Problems
  • Mastering Objections
  • Customer-Oriented Selling

Mastering the Close and Negotiations

Qualifying, Closing Strategies, Tactics and Gambits

  • Qualifying to Close
  • Why Customers Really Buy
  • Controlling Your Sales Cycle
  • Managing the Close
  • The Sales Negotiator



Sales Management Session - MANAGING THE MODERN SALES TEAM

Mastering Sales Management

Define, Automate, Motivate, Lead

  • Create Your Sales Culture
  • Institutionalizing Sales Process
  • Sales Automation Done Right
  • Accurate Forecasts and Pipelines
  • Effective Mentoring and Coaching