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Faculty

Jonny Holsten

Sales Training @ BridgeSelling™ | Author, Fix Your Broken Sales Calls
N/A

Jonny Holsten is the author of Fix Your Broken Sales Calls and the founder of BridgeSelling™, a sales training firm and methodology used by organizations ranging from small businesses to household names. He has trained hundreds of sales professionals across senior living, financial services, marketing, and professional services — helping teams stop winging it and start winning with a system.

His clients have seen:

- Revenue tripling in 30 days
- Close rates doubling
- Growing headcount by 5x without losing quality or consistency

Jonny speaks to business owners and industry sales leaders on:

- Why most deals are lost before they start
- How to build a scoreable, coachable sales playbook and process that every team member can execute
- Ways to define sales strategy, raise standards, and sharpen skills

A sought-after speaker and facilitator who has delivered keynotes, workshops, and training sessions across the country. Jonny lives in Phoenix, Arizona with his wife and two kids.

2026 Sessions

Coaching Is Happening. But Numbers Aren't Changing. Let's Fix That.

Most senior living sales organizations have a coaching program. Regular one-on-ones, call reviews, and role-plays, yet true transformation in skills and habits doesn't happen easily. Eventually, numbers plateau, the same bad habits creep in, skills dull over time, and coaching sessions become everyone's least favorite part of the week. The problem isn't that coaching isn't happening, it's that as high at 90% of sellers say the coaching they receive isn't relevant or helpful. With today's buyers arriving heavily AI-researched, emotionally guarded, and navigating family dynamics that most sellers aren't equipped to address, sellers need to be better than ever, and the moments that determine whether a sale moves forward are rarely the ones getting coaching attention. This lab introduces a different lens. Instead of asking, "Are we coaching enough?" we ask, "How can we coach the right things with excellence?<br><br>
Key Takeaways: <br>
1. A framework for identifying where your pipeline is actually breaking down and aligning your coaching focus to match those gaps <br>
2. A series of practical tools you can use in your training and sellers can use immediately to have deeper, more human conversations with today's buyer, practiced live in the room. <br>
3. New concepts and ideas to make your next coaching session deeper and more impactful than ever before.
<br><br>
Track Sponsored By: <img src=https://naccme.s3.us-east-1.amazonaws.com/SMASH+2026/Rilla+logo+(1).png alt="Upload Image" width="200" /></p>

Presenter

Monday, October 05 4:30–5:30 PM
Room Marquis 4
Sales Strategy and Management
Faculty

Jonny Holsten

Sales Training @ BridgeSelling™ | Author, Fix Your Broken Sales Calls
N/A

Jonny Holsten is the author of Fix Your Broken Sales Calls and the founder of BridgeSelling™, a sales training firm and methodology used by organizations ranging from small businesses to household names. He has trained hundreds of sales professionals across senior living, financial services, marketing, and professional services — helping teams stop winging it and start winning with a system.

His clients have seen:

- Revenue tripling in 30 days
- Close rates doubling
- Growing headcount by 5x without losing quality or consistency

Jonny speaks to business owners and industry sales leaders on:

- Why most deals are lost before they start
- How to build a scoreable, coachable sales playbook and process that every team member can execute
- Ways to define sales strategy, raise standards, and sharpen skills

A sought-after speaker and facilitator who has delivered keynotes, workshops, and training sessions across the country. Jonny lives in Phoenix, Arizona with his wife and two kids.
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