MONTHLY PROGRAM: Relationship Selling is Dead! An Update on What’s Working in Sales NOW

  • 11 Jul 2012
  • 5:30 PM - 8:00 PM
  • SF State University -  Downtown Campus - Room 612-613, 835 Market Street, San Francisco


  • If you have received a free program voucher, please enter the code where indicated and bring your voucher with you to the program.

If you advise us prior to 5 days before the event, we will be happy to refund your payment MINUS a $15 administrative fee. If you cancel within the 5 days up to the event, or simply don't show up, we will not be able to refund your payment.
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Would you like to drive more revenue? Improve how you sell your ideas inside your company? Or improve your sales training? Then don’t miss this opportunity to learn the keys to selling success in today’s market from Lenann Gardner, a Harvard MBA, international management consultant and Sales Coach.

ASTD Golden Gate is proud to present a world-class programthat will give you the elements you need to build up-to-date sales training – and an understanding of how you can sell yourself to bring in significant new revenue and growth. You’ll learn highlights of what the newest sales research is revealing, and how you can use that information to improve sales results.

This program is aligned with the ASTD Community of Practice: Sales Enablement.

During the session, you’ll learn:
  • Why relationship selling is dead – and what’s replacing it
  • New research published by Matthew Dixon and Brent Adamson in The Challenger Sale that reveals how most sales training is OUT OF DATE
  • How to deal with the frustrating task of competitive differentiation – what to do if your product or service is NOT significantly different from your competitors’
  • Why overcoming objections is not a skill that should be part of any sales process
  • How more than half of client loyalty is a result of not what you sell, but how you sell -- and what to do in the selling process to make yourself invaluable
  • Why tension is your friend!
You’ll walk away with:
  • A clear understanding of how the most effective selling skills have changed recently
  • Keys to what’s working in sales now based on research with 6,000 sales people
  • Action that you can implement immediately to drive significant revenue for your company and sell your ideas
  • Tips for training sales people to increase their effectiveness
Who should attend:
  • Anyone who is responsible for sales
  • Internal learning and development professionals responsible for getting their ideas heard and implemented within their organizations
  • Consultants
  • Entrepreneurs
  • Sales training professionals
Don’t wait, register today!


LENANN McGOOKEY GARDNER (, shows people how to put together successful sales efforts in every industry from accounting to hospitality, tech to toys. With an MBA from Harvard Business School, Lenann is a former #1 sales rep worldwide at a Fortune 500 tech giant. Winner of the American Marketing Association’s state Professional Services “Marketer of the Year” award, chosen “Top Performing CEO” by her state’s Business Weekly and last year named “Certified Speaking Professional” by the National Speakers Association/Global Speakers Federation (one of only 20 people worldwide), Lenann is the author of Got Sales? The Complete Guide to Today’s Proven Methods for Selling Services, which was nominated for the Axiom Business Book award as Best Sales Book of the Year. 

She’s been quoted in The New York Times, BusinessWeek, Reuters, U.S. News and World Report, Entrepreneur and Selling Power magazines, and her articles have been published in dozens of magazines, newsletters and ezines. 

Lenann has worked across the U.S. and with professionals in over 53 countries worldwide, to help them update their approach to selling and close more business.


5:30 - 6:00 Registration, Networking, New Member Orientation, Light Dinner
6:00 - 6:15 Announcements
6:15 - 8:00 Program
Simulcast Alternative:
If you are finding it difficult to participate in the programs because of travel time, family commitments, or other impediments, you can still benefit from the Golden Gate Chapter’s interesting and diverse slate of programs. You can attend this program virtually using our Adobe Connect platform.  If this is your preference, please reply to your registration confirmation requesting the link and instructions for the simulcast.

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