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

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Brian Sullivan, VP of Sandler Enterprise Selling and author, interviews guest, Emma Barrett-Hoey about how to succeed at enterprise-level selling. Brian is a co-author of the new Sandler book, Sandler Enterprise Selling: Winning, Growing and Retaining Major Accounts.

 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 8 Minutes

Coaching Individual Salespeople with Suzie Andrews: Suzie Andrews, Sandler Trainer, and Mike Montague, VP of Online Learning, take your questions about coaching salespeople live on Facebook.

Watch Time: 56 Minutes

The SalesAccountability platform offers a wide variety of functions to help your team improve their sales process. Learn how to add users and setup teams within the platform to hold your team more accountable!

Watch Time: 6 Minutes

People sometimes ask me whether there is a single, simple principle that will help everyone in the organization to learn and grow and improve over time, regardless of an individual’s position or level of experience. There is. But it may come as a surprise to you: embracing failure and embracing it quickly.

Read Time: 6 Minutes

Justin Stephens, Sandler trainer, shows you how to succeed at following up with prospects with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for following up.

Listen Time: 20 Minutes

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as the companion video course

Listen Time: 14 minutes

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations.

Read Time: 4 Minutes

Have you ever reviewed pricing initially with a prospect and gotten a response like “no problem”? It’s not a common experience for most sales people so feels great when it happens because it implies that you are at or below what they have budgeted for the product or service. That implication can put a sales person at ease because common pricing stalls and objections seem to be eliminated right off the bat. Unfortunately, it’s often a false sense of ease as price considerations will always need to be diligently handled in the sales process.

Do you understand all the the sales accountability platform has to offer? Learn all you need to know all you need to know about the competitions tab in the system.

Watch Time: 3 Minutes