"Show me the money!"

SMEI members and guests received positive insight on the economy in our last Knowledge Session. Consumer spending is up and company profits continue to rise; however, sales organizations will be under increased pressure to close more deals in order to stimulate/sustain growth.  Now is the time to act. 

Join SMEI and Matt Neuberger, President/CEO – Neuberger & Co., as we explore "The Art of the Close".  Finding business opportunities is only a start. The ability to close the deal is a very specialized skill.  Sales professionals must hone this skill and understand the relationship between “pain identification” and “timing”.  

Matt Neuberger is a seasoned sales trainer and Sandler Training franchisee. Mr. Neuberger will share 20 years of sales experience in developing the best closing techniques. In this session, we will explore:

• The sales funnel and transitioning to the close

• How to identify “pain” indicators and leverage them to facilitate the close

• Closing tactics and how to effectively complete the sales process

Matt Neuberger                                                                             CEO/President                                                                                     Neuberger & Co.

Matthew serves as President and Chairman of Neuberger and Company, Inc., an authorized licensee of the Sandler Sales Institute. The firm is recognized for its leadership role in training "executional" leadership, sales and sales management training and sales technology integration across a multitude of industries.

Prior to founding Neuberger and Company, Matthew served as a senior executive for venture-backed wireless services and Internet healthcare start-up companies where he successfully launched new business divisions for Mobex Communications, Access Spectrum and America's Doctor. His accomplishments include establishing, with a group of founding members, a $120 million first-ever FCC licensed spectrum "Band Manager" funded by Motorola and The Quadrangle Group as well as the first Internet based clinical trial recruiting company sold to Arc Research for $70 million in 2000.

From 1993 to 1999 Matthew worked as an executive in the investment banking industry with Alex. Brown and Legg Mason where he was principally engaged in providing asset management, corporate finance and other related financial services to individuals, institutions and corporations.

Matthew serves as a board member of Sales & Marketing Executives International Baltimore/Washington (SMEI), a member of The Greater Baltimore Committee and advisor to member companies of The Emerging Technology Centers (ETC) and the Maryland Small Business Development Committee. Matthew is a regular guest speaker on WBAL, WBIS and WCBM radio. He also writes a weekly "Sales Tactics" column for the Baltimore Business Journal.