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Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.
 

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Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More.

You may have heard of the popular Sandler selling rule known as “reversing” and wondered what it was all about. No, it has nothing to do with backing your car up. Reversing simply means you answer every question from a prospective buyer with a question of your own.

The global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention.

 

We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling.

Mike Montague interviews Oksana Esberard, author of Next Level You and mental health advocate, on How to Succeed and Stay Mentally Healthy.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

Mike Montague interviews Mark Hayward on How to Succeed at Having a Side Hustle. 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention.

 

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler.