Contract Training Sessions

Operating a Small CT Program: Part A
Big ideas are great for big programs, but what if your program is small? Small programs need special strategies and they need a game plan to do more with less. Small programs also need to make the right decisions so they grow effectively. At the request of last year's attendees, LERN has created a small-program focus to help our valued small-program clients excel.

Operating a Small CT Program: Part B
In this session we'll continue the guidelines and methods for creating success in smaller programs.

Sales Team Structure & Strategies
How do you build a winning sales team?
What are the tips and tricks for setting goals and keeping a team on track? Your
sales team's success will make or break your department. Come find out what it
takes to make it, and make it big.

Advanced Needs Assessment
We all do consultative selling, gathering needs assessment data as we go. But what if your client has a need for a deeper understanding of where they are – to help them decide where to go and how to get there? This session will explore different kinds of needs assessments and implementation issues, so you can help clients get the most for their hard-won training dollars.

Prospecting & Generating Leads
The best clients make you money and give you the opportunity to serve. But
how do you find them? Join in this lively session with one of our resident sales
pros to learn how to generate opportunities for your sales people to get face to
face with the clients you most want to serve.

CT Programs & Social Media
Use social media to expand your reach. Spend less money, reach more prospective clients. Create a community and then when you've won their trust and attention, sell them training, consulting and other services. How do you do this? What should you avoid? Come to this session and find out.

Negotiating with Existing & New Clients
To make profit and protect your ability to be of service for years to come, you'll need to negotiate, both with the clients you have and the clients you're working to win. This will require knowing what to negotiate and how to do it. Listen in and get the skills to give and get more.

Sales Forecasting
How many sales will you make in the coming year? Is there a way to predict the amount of money you can generate? How can you increase the accuracy of
this forecast? Can you see into the future and know where your unit's weaknesses will be? The more accurately you can forecast sales, the more you'll know how to use resources to achieve success in profits and service.

Reducing Sales Cycle with Relationship Building
Tired of sales that take forever to close? Better, more productive client relationships are key to closing faster and generating more profit and more client satisfaction in the process.

Marketing Materials & Promotion Strategies
No matter how good your unit is, if you're the best kept secret in town, you
won't succeed. You have to get the word out. Listen to a marketing expert tell you the key things you need to know to create effective materials and strategies to get those materials in the hands of the people you need to reach in order to succeed.

Partnering to Increase Sales
Partnerships increase success and decrease work by skillfully combining resources, staff, information and other power currencies. Learn how to use partnering to improve sales. Avoid the problems of partnering by knowing what to expect and how to work with people outside your organization for maximum results.

Your One-Year CT Plan
When you intend to go far, you need a map. How will you get from A to B? In this session, we'll explain how to create your very own Contract Training One-
Year plan, a document that will help you do the all the right things, in the right
time, with the right staff, for the people who will benefit the most from your
products and services.