Seminar: How to Shorten Your Sales Cycle
Date: Thursday, September 24, 2026
Time: Networking from 7:30am - 8:00am and Seminar from 8:00am-9:00am
Where: Golisano Institute for Business & Entrepreneurship, 150 Sawgrass Drive
Cost: Chamber members FREE, Non-members $15.00, Students $5.00
Light refreshments served.
Seminar Description
How to Shorten Your Sales Cycle
Sixty minutes on why good companies get treated like vendors, how to prospect without feeling like a telemarketer, and some tools you can use in your next conversation with your prospective buyer.
For company owners, presidents, CEOs, and sales leaders.
Are Your Deals Dragging On Forever Only to Die With a "Maybe"?
Do you find yourself or your sales team chasing unqualified prospects, giving free consulting, or wondering what went wrong after a seemingly great meeting?
The truth is: if you don't have a repeatable, buyer-aligned sales process, you're not in control. The prospect is. And when they're in control, deals slow down, stall, or disappear.
What You May Be Experiencing
- Long, unpredictable sales cycles that waste time and energy
- Endless follow-ups with no clear next steps
- Confusion about where a deal really stands
- Proposals going out to people who were never serious buyers
- Discounting just to "close something"
In This Workshop, You'll Learn How To
- Install a clear, repeatable sales process that shortens your cycle without pressure
- Use the Up-Front Contract to take control of meetings and set expectations for higher win rates
- Quickly qualify or disqualify opportunities using Sandler's Pain Funnel
- Get honest answers faster with no-pressure language and a "takeaway" mindset
- Create mutual commitment at every stage so deals don't stall in limbo
- Stop chasing cheaper clients, start increasing margins
A Smarter Way to Sell: Strategies and Techniques You Can Use Immediately
It's a strategic conversation about the root causes behind stalled deals and squeezed margins, and the practical approaches that change them. Attendees will leave with clarity on:
- How the buyer’s process works against you
- Why you're being compared on price — how to get out of the spreadsheet and be evaluated on value instead
- Qualify to protect your time — how to spot real opportunities early and stop wasting resources
- Get a real answer when ghosted or stalled, why good prospects drag, and how to move them forward without nagging or discounting
- Build a repeatable system, how to make your sales process scalable, so the business grows without depending on you
- Be the obvious first choice, how to differentiate at every stage.
Meet Your Facilitator
Patrick Tobin
CEO – Sandler by Sales Heart Partners
Pat Tobin spent thirty years in complex B2B sales, carrying a number and building teams that carried theirs. He started out selling software and services, co-founded a regional technology company, led national sales for a soft-skills training startup, and spent seventeen years at Evalueserve, where he rose to VP of Sales for Corporate Americas and grew the highest performing team from $16M to $47M in annual revenue at 24% compound growth without adding headcount.
He now runs Sandler by Sales Heart Partners in Rochester, working with owners and sales leaders across Western New York to improve sales performance. He is a Sandler-Certified Trainer and an OMG-Certified Partner.
Source: info.shp.sandler.com/shorten-sales-cycle
