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Tom Snyder. 2018 Program, 071018

Key Thing You Need to Know about This Program: Sales professionals spend a lot of time working on tactics and strategies to get an appointment or first meeting, but many sales professionals fall short once the initial activity takes place. A big reason is due to improper qualification. At this IES program, we’ll get deep into recognizing signs that determine how likely the candidate is to move forward with you.

Complexity Level: Medium

Immediate Implementation Opportunity: High. Participants will exit the program with practical takeaways they can put to use in their selling the same day.

Qualification is one of the most important and least understood skills that a high performer needs to master.  BANT (Budget, Authority, Needs, and Timeline) and similar models fall far short of optimal when it comes to separating real opportunities from those that do not warrant sales focus.

There is a far more productive path to greatly enhance the number of qualified opportunities to the sales funnel. You will learn what at this workshop.

Doors open at 7:15am for breakfast and networking. Note the location for this program: The Westwood Country Club!

Register for the program now!

Join Tom and over 100+ sales leaders as he helps you move rapidly from first meeting to true qualification.

What You Will Learn by Attending This Session: Both the skills and the strategy that drive excellence in qualification will be outlined.  This includes:

  • The three key strategies to maximize prospecting effectiveness
  • How to separate real opportunity from the prospects who respond to your initial outreach
  • The three most important questions to ask
  • What drives a potential buyer into an active decision journey and how it should drive your early stage conversations
  • Eliminating the common mistakes good prospectors make

Register now!

Join the IES.

EARLY BIRD PRICING for this program ($10 OFF) ENDS JULY 30!


After receiving both a BS and MBA from the University of Maryland, Tom began his career as a member of the White House staff under two different Presidents.  After eight years in Federal service Tom left to start his first company.  Over the course of the next fifteen years, Tom started, developed and sold a series of successful enterprises.

He authored a McGraw Hill best seller called Escaping the Price Driven Sale and a follow-up book a year later called Selling in a New Market Space.  He has also authored more than 25 whitepapers on a variety of sales related topics.  Tom consults in the areas of organizational alignment, corporate transformation, change management, revenue growth, market penetration, sales strategy, sales skills and sales process by employing strategic thinking, business development skills, diagnostic experience and sales force development expertise.

Mr. Snyder currently serves on three Boards of Directors.  He is the Founder and Managing Partner of Funnel Clarity, LLC, a sales training and consulting firm headquartered in Washington DC.   Mr. Snyder is listed among America’s 100 Most Influential Sales Leaders, published by the Encyclopedia of Selling.  He is also an internationally known speaker who delivers talks to sales people and sales leaders across the globe each year.