This workshop introduces and works through The Great Eight Sales Process, covering key concepts and success behaviors step-by-step for target direct marketing, lead generation, appointment setting, facilitating specific sales meetings, negotiating, and closing sales with unique proposals and thorough building performance assessments.

We introduce key concepts for discussing building ownership and operating costs as well as financial justification tools you can use immediately. The training includes over 30 support documents, audio support, quizzes, and a final exam with instructor interaction.

Attendees will leave with:

• A step-by-step command of The Great Eight Sales Process
• Skills for lead generation, appointment setting, and closing maintenance agreements
• A framework for conducting building performance assessments
• Over 30 support documents and financial justification tools for immediate use

This workshop is produced and presented for all Commercial HVACR contractors wanting to expand their commercial/institutional and manufacturing/industrial account base.

We will introduce target market strategies and four core steps for success in selling both service projects and bundling in maintenance, while presenting specific concepts and strategies for setting appointments, facilitating meetings, negotiating, and closing sales — including many financial justification support documents. The training includes over 30 support documents, audio support, quizzes, and a final exam with instructor interaction.

Attendees will leave with:

• Target market strategies for commercial and industrial account expansion
• Four core steps for selling service projects and bundled maintenance
• Negotiating and closing strategies for project sales
• Over 30 financial justification support documents ready for immediate use

This workshop focuses on the two primary areas of management and leadership as well as the Five Critical Components of Sales Success — giving leaders the tools to build, develop, and sustain high-performing commercial sales teams.

We will discuss the recruiting, interviewing, and hiring of great salespeople and introduce key concepts for Key Performance Indicators tied to financial goals and the sales behaviors necessary for consistent success in selling commercial maintenance and service projects. You will learn about the use of AI and Analytics that help make sales management and leadership a science. The training includes over 30 support documents, audio support, quizzes, and a final exam with instructor interaction.

Attendees will leave with:

• The Five Critical Components of Sales Success
• A recruiting, interviewing, and hiring framework for top sales talent
• KPIs and behavioral benchmarks for ongoing sales performance
• AI and analytics tools to manage and lead with precision

This workshop covers three levels of communication essential to effective project management: Personal/Cultural, Organizational, and Operational — providing a comprehensive framework for delivering projects profitably and professionally.

Training covers project organization, planning, scheduling, team building, and the full project management delivery process. We introduce cultural discussions and negotiating skills to help navigate political situations, change-orders, and GC/end-user relationships — along with a work delegation structure and complete delivery system to ensure projects are completed correctly. Many tools are provided for immediate implementation.

Attendees will leave with:

• A three-level communication framework for effective project management
• Tools for project planning, scheduling, and team building
• Negotiating skills for change-orders and complex stakeholder dynamics
• A complete work delegation structure and project delivery system

This webinar will focus on the Eight Step Sales Process and introduce the marketing approach, the step-by-step process for selling, prospecting, appointment setting, facilitating qualifying meetings, conducting surveys, estimating and proposal generating as well as negotiating and closing sales.

We introduce building ownership and operating costs and will provide many support tools to help close more maintenance agreements as well as retrofit/replacement projects and controls solutions.

Attendees will leave with:

• A proven Eight Step Sales Process framework
• Strategies for prospecting, appointment setting, and qualifying meetings
• Tools for estimating, proposal generation, and closing sales
• Support resources to close more maintenance agreements, retrofit/replacement projects, and controls solutions

This webinar is produced and presented for Residential/Light Commercial HVACR contractors wanting to expand their commercial/institutional and light manufacturing/industrial account base.

We will introduce target market strategies and four core steps for success in selling maintenance and projects, while presenting specific concepts and strategies for setting appointments, facilitating meetings, negotiating, and closing sales — including many support tools.

Attendees will leave with:

• Target market strategies for commercial and light industrial accounts
• Four core steps for success in selling maintenance and projects
• Tactics for appointment setting, facilitating meetings, and closing sales
• Practical support tools ready for immediate use

This webinar introduces and works through The Great Eight Sales Process, covering key concepts and success behaviors step-by-step for target direct marketing, lead generation, appointment setting, facilitating specific sales meetings, negotiating, and closing sales with unique proposals.

We introduce key concepts for discussing building ownership and operating costs, as well as financial justification tools you can use immediately.

Attendees will leave with:

• A step-by-step command of The Great Eight Sales Process
• Strategies for target direct marketing and lead generation
• Skills for conducting thorough building performance assessments
• Financial justification tools applicable immediately in the field

This webinar focuses on two primary areas and the Five Critical Components of Sales Success — providing leaders with a framework to build, manage, and scale high-performing sales teams.

We will discuss the recruiting and hiring of great salespeople and introduce key concepts for Key Performance Indicators related to financial goals and the behaviors necessary for consistent success in selling maintenance and service projects. You will also learn about the use of AI and Analytics that help make sales management and leadership a science.

Attendees will leave with:

• The Five Critical Components of Sales Success
• A recruiting and hiring framework for high-performing salespeople
• Key Performance Indicators tied to financial goals
• An introduction to AI and analytics tools for sales management

This webinar focuses on commercial HVACR target direct marketing and introduces many tools that you can customize and use immediately.

Low Cost/High Impact Target Direct Marketing is one of the keys to gaining leads and setting appointments across the “best few” markets — including Healthcare, Education, Manufacturing/Industrial, Commercial Office & Property Management, and select government facilities. This is marketing made easy, with many tools and support documents included.

Attendees will leave with:

• A Low Cost/High Impact Target Direct Marketing strategy
• Customizable tools for lead generation across key verticals
• Tactics for reaching multiple decision-making levels in target markets
• Ready-to-use support documents for immediate implementation

This webinar focuses on utilizing commercial HVACR target direct market strategies and introduces many tactics, strategies, and tools that you can customize and use immediately to set more commercial service sales appointments with prospects and customers.

Scripting is provided and discussed for setting appointments with differing decision-making levels across Healthcare, Education, Manufacturing/Industrial, Commercial Office & Property Management, and select government facilities. This is best practices for business-to-business appointment setting, with many tools and support documents.

Attendees will leave with:

• Proven B2B appointment setting scripts for multiple decision-making levels
• Customizable strategies for key vertical markets
• Tactics to immediately increase appointment volume
• Ready-to-use support documents and tools