Sales 201
Purpose
This training will focus on recognizing buying cues, conducting effective single-topic meetings and managing PZone requirements to effectively fill demand.
Training Topics
Busy Activity to Productive Activity
General Capabilities to Target Customer Approach
Basic Competitor Knowledge to Confidence to Compete
Having Relationships to Winning Meaningful Relationships
Req Order Taker to Trusted Partner
Top 20 Meetings
Please set a minimum of 4 Top 20 meetings for the week after you come to training. We promise you will have plenty to discuss in these meetings!
Customer Journey Guide
Fill out as much as you can for your top accounts where you have the most opportunity:
Industry Focus (page 3)
Account Focus (page 4-5)
Line of Business Knowledge (page 6)
BRING A PRINTED COPY TO TRAINING
Customer Journey Guide can be found on myIG -> Quick Links
Training Pre-Work
Meet the Trainers
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Lexa Eliades
Trainer, Sales | IGU
Years with IG: 11
I started my career in the Hartford/Stamford, CT office as a Recruiter & Account Manager. I went on to hold several other roles in the company such as a TA in the in Stamford & NYC office, and Account manager in the Washington, DC office. I have been with IGU for past 4 years, and have had the chance to be a small part of an Account Manager's journey. It is truly my dream job!
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Alex Schroeder
Trainer, Sales | IGU
Years with IG: 8.5
I was born and bred in the Atlanta market and sold as an AM for 1.5 years. I found myself consistently raising my hand to help others whenever I could. That passion for developing people led to a promotion into sales management, where I spent 5 years building and leading a team of contest‑winning AMs. Now as a Sales Trainer, I am scaling that impact companywide!
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Emily Dodson
Trainer, Sales | IGU
Years with IG: 10.5
I started my IG career in the LA office where I sold for 3.5 years before opening up Austin IGB as a Sales Manager. Most recently I moved to Atlanta to join our IGU team as a Sales Trainer because I absolutely love teaching and mentoring our Account Managers to go find success!
Itinerary
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Arrival Day
Flights arrive at Hartsfield Jackson Airport in ATL
Order Lyft ride from the ATL airport to the hotel.
Lyft Code: SALES201IG
Visit Travel & Expense Page for how to enter code and more details.
Hotel: Crowne Plaza Atlanta Perimeter at Ravinia
4355 Ashford Dunwoody Rd, Atlanta, GA 30346
Dinner with your classmates around HQ - visit Things to Do page for restaurant recommendations
Reminder: You can expense up to $25 for food/meals on your travel day
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Training Day 1
6:30 AM Breakfast at the hotel (optional & included with your stay)6:45 AM - 7:45 AM Shuttle pick up at Crowne Plaza to Campus 244
8:00 AM Training Begins | 2nd Floor, Training Room 2
11:30 AM - 12:30 PM Lunch Provided by IGU
If you notified us of a Dietary Restriction, your meal will be in a separate area in the IGU Lobby. Hospitality staff will be present during lunch if you need assistance finding your meal.
12:30 PM - 4:00PM Afternoon Training Session
4:00 PM - 7:00 PM Networking Happy Hour & Dinner | Campus 244 Eatery
6:00 PM - 8:00 PM Shuttle pick up at Campus 244 to Crowne Plaza
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Training Day 2 & Departure
6:30 AM Breakfast at the hotel
6:45 AM - 7:45 AM Shuttle pick up at Crowne Plaza to Campus 244
8:00 AM Training Begins
11:30 AM - 12:30 PM Lunch Provided by IGU
12:30 PM - 3:00 PM Afternoon Training Session
3:00 PM Training Ends
Use Lyft code to order ride to the ATL airport
Safe travels home!
Dress Code
Company Dress Code Policy is still in place while at Training: Business Casual.
Be thoughtful with your wardrobe. You will not only be engaging with IG Executives throughout your time at HQ but also reinforcing your personal brand.
In adherence to the company dress policy, no athleisure, hats, crop tops, ripped denim, bodycon dress, shorts/rompers, unprofessional footwear (beach sandals, Birkenstocks, etc.).
