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Sales Training - Session IV: Questioning Skills - Avoiding Communication Challenges

Deadline: February 14, 2022

Please note: This is a virtual/remote session.

Join Sandler trainer and consultant Joe Ippolito on Tuesday, February 15 from 11:00 AM to 12:30 PM ET for a free workshop on developing your sales tactics.

Session 4: Questioning Skills — Avoiding Communication Challenges

Many times we ask a prospect questions but receive vague responses that often hide underlying intentions or actions. Or, we answer our prospect’s questions without understanding their true intent. In either case, we often find ourselves presenting the wrong solution, wasting time, or even losing deals. In this session you will learn appropriate questioning skills for improved trust building, qualification, and getting clarity in the sales process.

This session continues the fourth year of our highly popular sales series with a new sales coach to help provide a structure and methodology to the sales process. The series is a good fit for engineers, academics, and client service professionals who find themselves newly in sales or business-development oriented roles.

The event is free and open to MIT Startup Exchange Startups. 

Joe Ippolito is an award-winning Sandler trainer, consultant, coach, and speaker. From start- ups building and scaling their sales organizations, to established companies trying to maximize revenue, Joe has worked in a variety of industries helping them develop high- performance Sales, Customer Success, and Leadership teams.

Joe is also an accomplished writer, publishing numerous articles on cutting-edge revenue growth topics that have appeared regularly in the Boston Business Journal and many other publications.

His facilitation style is dynamic and engaging, drawing rave reviews from clients in technology, healthcare, professional services and more. He’s equally skilled in working with teams that have a traditional sales structure as well as teams that are client-facing, but not in sales roles.

Prior to joining Sandler, Joe had a 20+ year career in both Sales and Sales Leadership, building and leading direct sales teams, manufacturers’ representatives and channel partners selling to leading industrial and mass retail companies.

Please apply through the opportunity posting, and list who will be attending from your company. Name, title, email of all attendees is necessary for attendance. 

Multiple attendees from the same company are okay.

Deadline: February 14, 2022
Posted on: January 3, 2022
Location: Virtual Event
Key Words:

Please note: This is a virtual/remote session.

Join Sandler trainer and consultant Joe Ippolito on Tuesday, February 15 from 11:00 AM to 12:30 PM ET for a free workshop on developing your sales tactics.

Session 4: Questioning Skills — Avoiding Communication Challenges

Many times we ask a prospect questions but receive vague responses that often hide underlying intentions or actions. Or, we answer our prospect’s questions without understanding their true intent. In either case, we often find ourselves presenting the wrong solution, wasting time, or even losing deals. In this session you will learn appropriate questioning skills for improved trust building, qualification, and getting clarity in the sales process.

This session continues the fourth year of our highly popular sales series with a new sales coach to help provide a structure and methodology to the sales process. The series is a good fit for engineers, academics, and client service professionals who find themselves newly in sales or business-development oriented roles.

The event is free and open to MIT Startup Exchange Startups. 

Joe Ippolito is an award-winning Sandler trainer, consultant, coach, and speaker. From start- ups building and scaling their sales organizations, to established companies trying to maximize revenue, Joe has worked in a variety of industries helping them develop high- performance Sales, Customer Success, and Leadership teams.

Joe is also an accomplished writer, publishing numerous articles on cutting-edge revenue growth topics that have appeared regularly in the Boston Business Journal and many other publications.

His facilitation style is dynamic and engaging, drawing rave reviews from clients in technology, healthcare, professional services and more. He’s equally skilled in working with teams that have a traditional sales structure as well as teams that are client-facing, but not in sales roles.

Prior to joining Sandler, Joe had a 20+ year career in both Sales and Sales Leadership, building and leading direct sales teams, manufacturers’ representatives and channel partners selling to leading industrial and mass retail companies.

Please apply through the opportunity posting, and list who will be attending from your company. Name, title, email of all attendees is necessary for attendance. 

Multiple attendees from the same company are okay.


Disclaimer:  MIT Startup Exchange can make introductions that ideally provide open ended discussions in order to share mutual interests and potentially create common ground that incite the parties to collaborate. MIT Startup Exchange introductions may eventually lead to mutual partnerships, but that is not in any way guaranteed by MIT, MIT Corporate Relations, MIT Industrial Liaison Program (ILP) or MIT Startup Exchange, which takes no responsibility for these outcomes and no formal part in such discussions following our introduction. MIT Startup Exchange and its activities and events are not for purposes of soliciting investment or offering securities.