Name: Sales for Non-Sales Professionals
Start: 2026-11-05 10:00:00
End: 2026-11-05 14:00:00

Sales for Non-Sales Professionals

If You Hate Sales, This Workshop is for You!

Virtual event

Thu, Nov 5 • 10:00 AM – 2:00 PM EST

About this event

Sales for Non-Sales Professionals is a 4-hour working session for people who can run a department, a project, or a company — and still freeze when it is time to ask for the business. We will sort out what a sale actually is, walk the six stages from “I think we could work together” to paid and delivered, and treat the whole thing like the numbers game it is. You will leave knowing a suspect from a lead, a need from a hunch, and why “that sounds great” is not a sale. A sale is an agreement, a payment, and a solution that actually showed up.

10:00 AM – 10:45 AM EST

Module 1: Why You Need a Sales Process and a Sales Management System

Sales often feels uncomfortable because people confuse it with aggressive pitching or chaotic hustle. This opening module reframes sales as an organized service and problem-solving discipline. Attendees learn why winging it leads to burnout, inconsistent revenue, and high anxiety, and how a repeatable structure transforms selling into a calm, professional workflow. De-weaponizing “Sales”: Shifting the mindset from persuasion and pressure to diagnosis and service. The Process Advantage: Why having a predictable series of steps removes emotional friction and guesswork. Systems Over Memory: The role of a simple sales management tool (CRM, tracker, or pipeline board) in keeping prospects from slipping through the cracks. Key Takeaway: Structure creates freedom—when you trust the system, you never have to feel like a “pushy salesperson.”

11:00 AM – 11:45 AM EST

Module 2: Steps of the Sales Process Sales

A clear, step-by-step walkthrough of the buyer’s journey from first contact to signed agreement. This session breaks down the mechanics of moving someone forward naturally, focusing on high-integrity communication, diagnostic discovery, and low-pressure conversion. Targeting & Prospecting: Identifying who actually needs what you offer so you never chase the wrong fit. Authentic Discovery: Asking high-impact diagnostic questions to understand pain points, letting the prospect do 70% of the talking. Presenting Solutions: Positioning your offer strictly as the specific answer to the problems uncovered during discovery. Handling Hesitations & Next Steps: Addressing concerns with curiosity instead of defense, and guiding clear, agreed-upon commitments without “closing tricks.”

12:15 PM – 1:00 PM EST

Module 3: Managing Your Sales Opportunities

Winning deals rarely happens in the first meeting; it happens in the follow-up. This module covers how to organize active leads, maintain momentum, and disqualify bad-fit opportunities early without feeling awkward or desperate. Pipeline Stage Hygiene: Defining concrete exit criteria for every stage so you always know where each prospect truly stands. Professional Follow-Up: Techniques to follow up with value and relevance rather than “just checking in.” The Power of Disqualification: Learning how to gracefully walk away from non-buyers early to protect your time and energy. Managing Stalled Deals: How to revive going-dark opportunities or get a definitive, guilt-free “no.”

Module 5: It’s a Numbers Game: Know Your Numbers, Work Your Numbers

Sales anxiety drops significantly when decisions are driven by math rather than emotion. This final session grounds everything in basic conversion metrics, showing participants how to reverse-engineer their revenue targets into simple, sustainable daily and weekly habits. Core Conversion Ratios: Calculating outreach-to-conversation, conversation-to-proposal, and proposal-to-close rates. Reverse-Engineering the Target: Working backward from an income goal to identify the exact volume of activity required. The 15-Minute Daily Rhythm: Designing a lightweight, non-overwhelming routine to maintain pipeline consistency. Personal Action Plan: Translating workshop lessons into immediate 30-day operational priorities.

Presented by
Gus Calabrese

Gus Calabrese started as a petroleum engineer and built a career on a simpler skill: getting to a yes and finishing the job. Recognized for sales at many organizations including the Phiadelphia Inquirer and Philly.com, he later sold some of Philadelphia’s largest events — including the World’s Largest Bar Crawl — and has, on average, moved more than 50,000 tickets through rooms he produced. Since 2014 he has led strategy and marketing for Conferences Connect and UtilityEvents.com, selling intimate utility-industry conferences one conversation at a time. Sales for Non-Sales Professionals is that process, taught in four hours, for people who can run the work and still freeze when it is time to ask for the business.

gus.calabrese@utilityevents.com
+1 856 816 4644

To register for this event please visit the following URL: https://api.firstdirect360.com/events/event-details/6aa32eee9e9c4400dbe82546 →

Date And Time

November-05-2026 @ 10:00 AM (GMT) to
November-05-2026 @ 02:00 PM (GMT)

Registration End Date

November-05-2026

Location

Online event

Event Types

Class, Training, or Workshop

Event Category

Business & Professional

Search

Sales for Non-Sales Professionals