Events

Rarely does one person make the buying decision. This workshop explores how to identify influencers, champions, gatekeepers, users, and decision-makers—and how to tailor your message to each of them.

Customers can buy products from many suppliers. What they can't easily find is someone who helps them make better decisions. Learn how to move beyond vendor status, earn greater trust, and become the first call when opportunities arise.

We've all got a list: update LinkedIn, organize the CRM, reconnect with old customers, ask for testimonials, clean up prospect lists, create email templates, call dormant accounts. This workshop is about tackling those high-value tasks that never seem urgent—but can dramatically improve your sales results. Participants will leave with a personalized "August To-Do List" they can actually finish before business picks up.

If business is slow, stop waiting for the phone to ring. In this workshop, you'll identify the companies you really want to do business with, prioritize them, learn where to find decision-makers, and create a simple plan to start meaningful conversations before the busy season returns.

Ignacio “Primo” Duran hosts today's workshop — What Would Primo Do? Hear his best sales advice, mindset strategies, and proven success stories in this entertaining and inspiring session.

Not all customers are created equal. We'll evaluate your current accounts to identify hidden growth opportunities, neglected relationships, and customers who may be costing you more than they're worth. You'll leave with a plan for where to invest your selling time for the greatest return.

Most salespeople stop asking questions once the order is won. That's a mistake. We'll discuss the conversations that uncover upcoming projects, competitive threats, referrals, budget changes, new decision-makers, and opportunities your competitors never hear about.

There's still plenty of time to make this your best sales year ever—but only if you act now. We'll discuss how to focus on high-value opportunities, eliminate distractions, and create a 90-day plan that drives more meetings, more proposals, and more sales before year-end.

Motivation comes and goes, but discipline creates results. We'll discuss practical ways to overcome procrastination, develop prospecting routines, and keep your pipeline full—even on the days when you'd rather do anything else.

Colleges and universities are a massive, price-sensitive market with scattered buying circles. This means real opportunity and real complexity. Today we'll break down what colleges buy, why they buy it, and who’s doing the buying, then talk about how to sell beyond “submit a bid” by tying signage to what schools are trying to accomplish right now. You’ll walk away with practical angles, smarter targets, and a research-based approach that helps you earn profitable work—even in a market where everyone wants the business. Hear from your Sales Vault peers who have slayed this dragon. Join us.

Most salespeople spend too much time chasing strangers while ignoring customers who already know and trust them. We'll explore proven ways to re-engage inactive accounts, rebuild relationships, and turn old customers into new opportunities.