2026 Agenda

In this session, we will tackle the 10 biggest sales problems channel partners face, especially tech advisors who sell communications and connectivity solutions. Here are the top 5 sales challenges tech advisors and consultants face: price resistance, buyer procrastination, competition, appointment setting, and ghosting. If you want to hear the other five, we encourage you to show up to this session for a stimulating and interactive discussion. There's no drive-through window, so come and take a seat to hear these unforgettable pieces of advice.

Attendees will hear short, effective responses to each of these sales challenges delivered by one of the industry's top sales consultants. These responses were curated from your peers and actual sales engagements. Gain a playbook to use these strategies immediately and take the insight back to upskill your sales team. Consider these Mike Schmidtmann's "Tech Advisor Sales Nuggets"—ideas, tools, and phrases that are polished, concise, and effective.

This session will provide partners with an objection-handling tool so effective that you'll want to deploy it immediately with your most challenging sales prospects. Attendees will learn surefire ways to confirm a real buying timeline, effective techniques to deploy to beat out tough competitors for deals, creative ways to gain initial appointments, and how to handle a hot prospect that suddenly ghosts you.

If you are looking to improve your organization's sales practices, hear insights from Schmidtmann, who has been training and coaching elite salespeople for more than 20 years. He has led sessions and panel discussions on the practices of sales "Rainmakers" who earn over $1 million per year in commissions, so his lessons have a proven track record and are immediately actionable.