TAG Sales Accelerator Series
Description: Sales success is rarely about talent, effort, oSales success is rarely about talent, effort, or motivation alone. For most organizations, inconsistent results stem from something far more fundamental: the absence of a disciplined, repeatable sales operating system. TAG’s Sales Accelerator 10 Part Series, month-by-month program, is designed to help sales professionals achieve higher sales performance. This series focuses on the day-to-day disciplines that drive real outcomes: process, structure, visibility, accountability, and execution. From objection handling and prospecting strategy to pipeline management, metrics, differentiation, and closing, each session builds upon the last to form a cohesive system that supports long-term sales success.
Participants will learn how to move away from reactive selling and toward intentional, controlled execution—where opportunities are qualified properly, pipelines reflect reality, time is used effectively, and deals progress with purpose.
Throughout the series, we address both sides of sales performance:
- The seller's perspective — what sales reps need to do differently in their daily work
- The leadership perspective — what owners and sales leaders must put in place, inspect, and reinforce for those behaviors to stick
Register for the TAG Sales Accelerator Series
Courses
Session 1 – Sales Objection Handling as a Discipline
When: Wednesday, February 4th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Objections are often treated as something to "overcome" in the moment—an unexpected hurdle late in a sales conversation. In reality, most objections are predictable, preventable, and directly tied to how well (or poorly) a sales process is defined, followed, and enforced. In this opening session of TAG's Sales Accelerator Series, we will reframe objection handling as what it truly is: a discipline, not a tactic.
You will learn why objections—from prospects and from within your own sales organization—are rarely about price, timing, or authority. Instead, they're symptoms of inconsistent messaging, unclear value articulation, weak qualification, and lack of process discipline.
We will also address one of the most overlooked challenges in sales leadership: internal resistance to change. Even the best-designed sales processes fail when reps don't understand them, don't believe in them, or don't see how they help them win.
You will learn how to:
- Identify the root causes behind the most common buyer objections
- Proactively reduce objections by tightening early-stage sales behaviors
- Separate "real" objections from stalls, deflections, and misalignment
- Handle internal pushbacks when introducing or reinforcing sales process changes
- Create consistency in how objections are handled across reps and deals
- Provide the right information that answers possible questions and objections in advance
Session 2 - Building a Sales Game Plan - Targeting, Research, and Intentional Prospecting
When: Wednesday, March 11th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Many sales teams mistake activity for progress. Reps stay busy, outreach goes out consistently, and pipelines look full—yet deals stall, cycles drag, and win rates remain inconsistent. The problem isn't effort. It's the absence of a clear, intentional sales game plan.
In this session of TAG's Sales Accelerator Series, we focus on the work that happens before a deal ever enters the pipeline. Because strong sales execution starts with disciplined targeting, thoughtful prospect research, and a clear understanding of who you should be selling to—and why.
Too often, sales teams rely on broad targeting, shallow research, or one-size-fits-all messaging. That approach leads to poor-fit opportunities, unnecessary objections, and wasted time later in the sales cycle. A strong sales game plan eliminates much of that friction before it ever appears.
This session will show how to replace reactive prospecting with an intentional, repeatable approach that improves conversation quality, deal velocity, and close rates—without increasing activity volume.
In this session, you'll learn how to:
- Build focused target lists that align with your ideal customer profile
- Research prospects efficiently without overcomplicating the process
- Enter sales conversations with clear hypotheses and purpose
- Reduce early-stage objections through better pre-call preparation
- Create consistency in prospecting across reps and territories
A strong sales game plan doesn't slow sales down—it speeds everything up. When targeting and research are done with discipline and intent, sales teams spend less time chasing the wrong opportunities and more time advancing the right ones.
Session 3 - Sales Pipeline Management That Actually Works - Creating Visibility, Momentum, and Control
When: Wednesday, April 1st at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Most sales teams technically have a pipeline—but very few actually manage it. Deals sit in stages too long. Forecasts feel unreliable. Reps are confident right up until the end of the month, when reality hits. Leadership asks for updates, but the answers are vague, optimistic, or inconsistent. The problem isn't effort or intent—it's the absence of a disciplined pipeline management process.
In this session of TAG's Sales Accelerator Series, we will break down what effective pipeline management really looks like—and why it's one of the most critical foundations of a healthy sales organization.
Pipeline management is not about CRM hygiene or filling out fields after the fact. It's about creating shared visibility into where deals truly stand, what needs to happen next, and which opportunities deserve continued investment of time and energy. When pipeline stages are unclear, exit criteria are undefined, or deal progression isn't inspected regularly, sales teams lose momentum—and leadership loses control. This session focuses on building a pipeline that reflects reality, supports coaching, and enables predictable outcomes.
In this session, you'll learn how to:
- Define pipeline stages that reflect real buyer progress, not hope
- Establish clear exit criteria so deals don't stall unnoticed
- Identify early warning signs when opportunities are at risk
- Use pipeline reviews as coaching tools—not status updates
- Create consistency in how deals are advanced across the sales team
A well-managed pipeline doesn't just show you where deals are—it tells you what action is required and where leadership attention should be focused. When pipeline discipline is in place, sales teams stop reacting to surprises and start controlling outcomes.
Session 4 - Sales Metrics & KPIs - Measuring What Matters and Managing What You Can Inspect
When: Wednesday, May 13th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Most sales teams track numbers—but far fewer track the right numbers. Activity is measured without context, outcomes are reviewed without understanding the behaviors behind them, and performance conversations become reactive instead of corrective.
In this session, we'll focus on the role sales metrics and KPIs are meant to play in a disciplined sales organization. Metrics aren't about micromanagement—they're about visibility, consistency, and early intervention.
You will learn how to identify the metrics that actually indicate sales health, how to tie those metrics to daily behaviors, and how to use them to coach proactively rather than explain missed results after the fact.
In this session, you'll learn how to:
- Distinguish leading indicators from lagging results
- Select KPIs that align with your sales process and pipeline stages
- Use metrics to diagnose problems early, not retroactively
- Create accountability without overwhelming reps
- Align leadership expectations around realistic forecasting
When the right metrics are in place, sales performance stops being a mystery—and starts becoming manageable.
Session 5 - Time and Calendar Management for Sales Professionals - Protecting Focus and Driving Results
When: Wednesday, June 10th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Sales success is often limited not by skill, but by how time is allocated. Without intentional calendar management, sales reps spend their days reacting—responding to emails, handling internal requests, and chasing low-priority tasks—while high-impact sales activities get pushed aside.
This session addresses time as one of the most critical and under-managed assets in sales. We will examine how disciplined calendar management supports pipeline momentum, consistent prospecting, and better deal outcomes. More importantly, we will show how time allocation must align with sales priorities—not convenience or habit.
In this session, you'll learn how to:
- Identify which activities actually move deals forward
- Structure calendars to protect prospecting and deal progression time
- Reduce distractions and context-switching that erode productivity
- Create repeatable weekly rhythms that support consistency
- Align time usage with pipeline expectations and goals
Time management isn't about doing more - it's about doing the right work, consistently.
Session 6 - Sales Differentiation That Resonates - Standing Out in Crowded and Competitive Markets
When: Wednesday, July 8th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: In competitive markets, most sales teams sound remarkably similar. Claims of great service, responsiveness, and expertise blur together—making it harder for buyers to understand meaningful differences and easier for deals to default to price.
This session focuses on differentiation that actually matters to buyers. Rather than relying on generic messaging, we'll examine how to articulate value in a way that connects directly to buyer priorities, risk, and outcomes. True differentiation isn't about being louder—it's about being clearer.
In this session, you'll learn how to:
- Identify what truly differentiates you and your offering from the buyer's perspective
- Move conversations away from features and toward outcomes
- Avoid commoditization in competitive sales cycles
- Maintain consistency in messaging across reps
- Reinforce differentiation throughout the entire sales process
Differentiation isn't a marketing exercise—it's a sales discipline.
Session 7 - Selling to Different Personalities - Adapting Without Losing Your Sales Process
When: Wednesday, August 12th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Every buyer is different—but abandoning your sales process to accommodate personalities creates inconsistency, stalled deals, and unpredictable outcomes. In this session, we'll explore how to adapt communication styles and engagement approaches without sacrificing the structure and discipline that drive results. You will learn how to recognize different buyer personalities, adjust your approach thoughtfully, and maintain control of the sales process regardless of who's on the other side of the table.
In this session, you'll learn how to:
- Identify common buyer personality types
- Adjust communication without compromising process integrity
- Avoid getting pulled off-track by strong or disengaged personalities
- Maintain momentum across diverse buyer styles
- Coach adaptability without encouraging improvisation
Flexibility matters—but discipline keeps deals moving.
Session 8 - Multi-Stakeholder Selling - Navigating Buying Committees and Complex Decisions
When: Wednesday, September 9th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: As deals grow in size and complexity, decisions rarely rest with a single individual. Multiple stakeholders, competing priorities, and internal dynamics can slow momentum or derail deals entirely. This session focuses on the realities of multi-stakeholder selling and how to navigate buying committees with clarity and control. We will examine how to identify decision-makers, influencers, and blockers—and how to manage alignment throughout the sales cycle.
In this session, you'll learn how to:
- Map buying committees and stakeholder roles
- Avoid single-threaded sales risks
- Manage conflicting priorities and objections
- Maintain momentum across longer decision cycles
- Keep deals progressing despite internal buyer complexity
Session 9 - Smarter Selling - Leveraging Data for Turning Activity, Outcomes, and Proof into Momentum
When: Wednesday, October 14th, 2026 at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Sales data is only valuable when it informs better decisions. Too often, data is collected but not leveraged—leaving opportunities for optimization, focus, and acceleration unrealized. In this session, we will explore how to use data to sell smarter, not harder. From applying the 80/20 rule to leveraging benchmarks, success stories, references, and referrals, this session shows how disciplined use of information can reduce friction and increase confidence throughout the sales process.
In this session, you'll learn how to:
- Apply the 80/20 rule to prioritize effort and opportunities
- Use benchmarks to frame value and expectations
- Leverage success stories and references effectively
- Create momentum through proof and social validation
- Turn past wins into future opportunities
Smart selling isn't about intuition—it's about informed execution.
Session 10 - Closing with Confidence - Asking for the Deal and Creating a Seamless Transition to Onboarding
When: Wednesday, November 4th at 10:00am PST
Presenters: Dale Stein and Andrew Schmitt
Description: Many deals don't fail because buyers say no—they fail because sellers hesitate to ask, misread buying signals, or struggle to move confidently toward a decision. This final session focuses on closing as a natural outcome of a disciplined sales process—not a high-pressure event. We will also address a critical but often overlooked moment: the transition from signed agreement to onboarding. How that handoff is handled directly impacts client experience, delivery success, and long-term retention.
In this session, you'll learn how to:
- Recognize true buying signals and readiness
- Ask for the deal with confidence and professionalism
- Address last-minute concerns without derailing momentum
- Create a smooth transition from sales to onboarding
- Set expectations that support long-term success
Closing isn't the end of the sales process—it's the bridge to delivery.
Register for the TAG Sales Accelerator Series