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Most petroleum salespeople never get an opportunity to hone their skills in an educational setting…

They learn on the job.

Meridian’s “Focus on Strategic Selling” program provides a unique opportunity for petro industry sales professionals to master sales skills that help them close quicker, have more intelligent business conversations with customers, and maximize revenue by selling on ‘value’ not ‘price’.

Do you want to:

  • Increase the number of appointments with true decision makers?
  • Learn what the buyer is thinking so you can anticipate their needs and pull them through the buy/sales cycle?
  • Find out quickly if a prospect is a good potential account or is simply going to waste your time and energy?
  • Shorten your sales cycle by weeks or months so you can spend more time prospecting for A+ accounts?
  • Quickly differentiate yourself and sell on value?

Petro industry sales professionals succeed because they think like a customer; they have a natural curiosity and ask great questions, and they use the right tool at the right time, proactively controlling the sales process.

Utilizing the tenants of M3 Learning’s premier sales training program, ProActive Selling™, the Meridian “Focus on Strategic Selling” program emphasizes the brilliant basics of selling, linking “why” a client wants to buy with “how” a salesperson wants to sell. There is a step-by- step process that every buyer goes through when making a purchase decision. When you understand that process from the beginning, you know what to expect and how to eloquently pull the prospect through the buy cycle and win their business.

Meridian’s “Focus on Strategic Selling” program will teach you what questions to ask and how you can use customer data to customize your solution and sell on value — not price. You’ll learn how to build a strong, strategic partnership with accounts through higher-level conversations around the customer’s business issues. This sales training program focuses on real world, in-the-field solutions that will make you more productive during each sales call.

Bottom line: you will gain tangible sales competencies that will have an immediate, material impact on your sales productivity.

At $1497 per seat – this is an incredible ROI

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Key Topics and “Focus on Strategic Selling” Sales Training!

The tools:

  • Five-step buyer/sales cycle
  • Impactful qualifying and dis-qualifying methods
  • Successful cold-calling introductions and return call emails and voicemails
  • Closing techniques beginning with the first call
  • Proven time management processes for deciding which clients are worth your time

Who should attend?

  • Owners who sell or supervise sales people
  • Sales Managers
  • Salespeople

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Sales Trainers:

latouretteTom Latourette is the Managing Director of M3 Learning, an industry leader of sales and sales management training founded by best-selling author Skip Miller over 20 years ago. Working with companies as large as Google and WebEx to small entrepreneurial start-ups, M3 Learning makes sales teams stronger at the point of attack. They answer questions like:

  • How can I control my sales process?
  • What can I do to reduce the time opportunities sit in my funnel?
  • How can I better measure my success?

Before joining M3, Tom spent 18 years in the building materials industry. As the VP of Sales and Marketing at Simonton Windows, he started working with Skip, and the company grew from a $37 million regional player into a $500 Million industry leader, eventually being purchased by Fortune Brands.

Tom has over 30 years of marketing, sales and sales management experience and is able to bring a unique, real world perspective to any coaching and teaching engagement. He’s worked with many Meridian customers over the last 5 years and his knowledgeable application of the ProActive solutions makes a big impact in those sales teams and more importantly, their results!


kimmelCo-Presenting will be Meridian’s own John Kimmel. John joined the Meridian team in 2013 and has the unique experience of growing up in a multi-generational family business that started small, but grew to become a construction industry giant.selling-with-power-image

With nearly 30 years’ experience in sales and sales management in the local, regional and national arenas, John’s insight and instincts on building sales and leadership teams are second to none. His approach includes extensive training, both on a business and personal level, that builds a team of the most ethical and equipped people possible. John has also recently published his first book titled Selling with Power. It is available now on



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