TAG Sales Foundations Series
Description: Sales 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. The TAG Sales Foundations Series is an 11-session, month-by-month program designed to help sales professionals re-establish—or properly build for the first time—the core foundations required for consistent, predictable, high 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 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
Because sales is not isolated. It is part of the broader business system—and when the foundations are strong, everything downstream improves.
Register for the TAG Sales Foundation Series
Courses
Session 2 – 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 Foundations 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 3 - 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 Foundations 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.