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Sales

This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support.

Videoconferencing has the potential to lead us into a serious, rapport-killing selling mistake that a whole lot of us are, unfortunately, already strongly predisposed to make.

As sales professionals, it’s our job to determine our prospective buyer’s pain. How? By asking the right questions at the right time and in the right way. When we do this, our closing ratios improve. When we don’t, those same ratios get worse.

People will always make an attempt to get the lowest price but it's unlikely to be the primary driver of who is awarded the project.

Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. 

Imagine you’re deep into the sales cycle, having engaged in what seemed like promising discussions with a prospect. You've crafted an impressive presentation, received positive feedback, and then, upon revealing the price, the prospect's enthusiasm vanishes. The deal goes cold. Why?

Matthew Neuberger and James Abraham discuss how Tel Aviv is working with developers to build upward to conserve space and modernize structures.

Uncover the "four elements of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy.

We’re just not as comfortable in these remote-meeting settings as we are in person. And that means the revenue we generate in virtual meetings is not what it should be.

Join Mike Montague and Dr. Eli Jones in highlighting how commonalities can lead to a more collaborative and engaged workforce on this How to Succeed episode.

Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there.

Not all buyers have the same priorities … but sometimes we make the mistake of imagining they do. The buyer’s journey has certain discrete stages. It’s our responsibility as sales professionals to understand these stages, identify the priorities that connect to each stage, and then adapt to those priorities. 

We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?

Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ledwein.

The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”

Join Mike Montague and Louie Gravance as they dive into the secrets of making customer service a superpower.

Join Mike Montague, Mike Myers, and Colum Lundt as they delve into the intricacies of coaching strategies tailored for today's remote sales teams.

In early summer 2023, the Sandler Research Center fielded a survey to measure current responses to a number of questions of interest to sales leaders.

Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Auctus IQ's contributions, bring data-driven insights into deal coaching.

As salespeople, we can sometimes be our own worst enemy when it comes to communicating or interacting with buyers.

To help salespeople wrap up 2023 to best serve their clients/customers, Tim Roberts shares these three key takeaways for selling in an AI world.

A famous selling rule set out half a century ago by David Sandler, the founder of our company, goes like this: Don’t spill your candy in the lobby.

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative episode where he shares his top tips for pipeline management.

Below is Sandler’s famous Success Triangle. The triangle's three corners can drive our ascent to our fullest and highest potential in sales and life.

Join Ty Hoesgen and Sandler in this episode for an in-depth exploration of the art of successful video calls.

Squeezing partners for profit is short-term thinking that creates a mountain of long-term problems.

We at Sandler are excited to announce that our commitment to this essential strategy has been recognized: we have been named one of the Top Virtual Sales Training Companies in 2023 by Selling Power.

Step into a world of insights with Bob Bolak, a seasoned networking expert, and explore the keys to thriving in the trade show arena.

So, you're thinking of building your own sales training program? Let's talk about the numbers and logistics of putting it all together.

Key customer accounts are like vast fields of dark, rich, fertile soil.  Your selling and serving teams have the seeds of growth in hand. But to grow or even retain important accounts, you have to deliver success on the customer’s terms.

In this episode hosted by Mike Montague, VP of Community Engagement at Sandler, discover the game-changing impact of Personality AI in sales. We dive deep into conversations with Amarpreet Kalkat, the CEO of Humantic AI, Sandler's AI partner.

Matthew Neuberger and James Abraham discuss how even high demand does not completely eliminate the cooling effect of rising interest rates.

Emily Reggia, Sandler's enterprise marketing manager, joins us at Inbound to share her expertise and insights on keeping the customer at the heart of our business.

The rise of collaborative learning has brought the next evolution of the Sandler Selling System, and we are excited to introduce it through a more dynamic and interactive learning environment we call the Sales Development Series.

Sandler has been driving the conversation around sales intelligence this year to provide insights into how AI can revolutionize sales techniques, boost efficiency, and reshape the future.

Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training.

Often, the easiest person to sell something to is the person you’ve already sold something to.

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.

Without trust, effective sales coaching is impossible, and without a good coaching contract, trust between salesperson and coach is virtually impossible.

Owners, contractors, and construction professionals face a lot of stressors on projects and establishing the right attitude is the only way to overcome anxiety and fear to run a profitable business.

Join Sandler and Holly Hunt in recognizing the importance of resilience, empowerment, and belonging to help drive professional success.

Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.

One of the most powerful ideas for maximizing team sales productivity is surprisingly simple: “Don’t buy back tomorrow what you sold today.”

Matthew Neuberger and James Abraham discusses development in Israel driving the real estate demand. 

In this episode, Tom Albert, founder, and CEO of MeasuredRisk, discusses how understanding supply chain risk can be relevant in these fields. In addition, he also delves into the importance of inspiring others in leadership and sales.

Are you looking to drive faster in decision-making in sales? In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales.

Astonishing advances in information technology have made big headlines recently- are good salespeople now, or will they ever be, irrelevant?

As leaders in the construction industry look for successors, there are several challenges. Matt Neuberger highlights the issues and an overview of what to watch out for.

Jamie Crosbie discusses the importance of concentrating on the will to succeed, especially when focusing on candidates in the middle level of the sales talent spectrum.

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

Do you instantly agree when a prospect asks you to set up a detailed presentation and deliver it?

Did you know you can tell ChatGPT, the reigning large-language-model AI resource, to radically simplify any written content… by issuing the command “ELI5”?

As a construction business owner, you need a solid sales strategy that enables you to cultivate enduring relationships with your customers. In this episode, we'll discover the key solution to achieving sustained success in your sales efforts - fostering long-term client partnerships.

In this episode, Herb Cogliano, an experienced executive business coach who has helped numerous midmarket businesses achieve exponential growth, shares his insights and strategies on how to scale up your business to the next level.

Matthew Neuberger discusses the differences between the land allotment processes in the U.S. and Israel with James Abraham. The processes are different and savvy builders can take a lesson in the best practices given a country's growth and regulations.

In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America.

By aligning sales and marketing efforts, organizations can benefit from increased efficiency, improved lead quality, higher conversion rates, better customer targeting, fewer wasted efforts, and ultimately, increased revenue.

In this episode, Megan Miller, who is an intentional expert, speaks on the podcast about intentional selling, offering advice on how sales professionals can stay on top of their game in the midst of chaos.

Today’s most effective Chief Revenue Officers aren’t just managing up and down. They are also managing side-to-side.

AI will not replace salespeople... but AI-empowered salespeople will replace those salespeople who choose not to embrace the future of selling.

In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.

There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization. And yet salespeople hardly ever ask this question.

In this episode, we are joined by Dan Solin, a New York Times bestselling author and President of Solin Strategic LLC and Evidence-Based Advisor Marketing. Tune in to this podcast to learn from Dan's wealth of experience and knowledge.

There is a strange mix of extremes currently in the construction industry. Matt Neuberger explains the environment and some of the challenges construction companies are facing.

In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn.

Celebrating the fulfillment of goals that stretch the salesperson, or the team, is an important part of your leadership toolkit.

In this episode, Jordan Ledwein will join us to share the most effective way in revolutionizing the sales industry by harnessing the power of Artificial Intelligence and cutting-edge sales technology.

Some people refer to this trend as the AI revolution, but I prefer to call it Accelerated Digital Transformation. That’s a label that covers a lot of territory, I know, but there’s a lot going on right now, and a big label seems to fit what we’re dealing with.

In this episode, Danny Wood will teach you how to create a powerful elevator pitch that will leave a lasting impression on your audience.

If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does. You’re just like the skilled professional with the headset on, monitoring the screen, taking in all the relevant information, and ensuring that all the takeoffs, all the landings, and all the decisions in between proceed according to plan. 

Making buyer-focused conversations happen consistently takes practice. Why? Well, unfortunately, we often fall into the trap of making the conversation about us, our stuff, and our company’s track record. The fact is, we’re hard-wired to do that, for the simple reason that we’re human beings.

It’s a pretty good bet that, if you created a list of well-intentioned “resolutions” on December 31, one or more of the things you put on your list has already slipped more than you’d like to admit. Why? Here’s one answer. You may have resolved… you may even have talked to others about that “resolution”… but you didn’t commit.

Leaders can think of these areas as four pillars—four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars can be a devastating strategic mistake.

Your sales process is the steps you follow – the "what to do." Your sales methodology is the tactics and strategies you implement to execute that process – the “how to do it.”  With that much settled, it’s time to take a deep dive on the critical question of how your technology can best support your implementation efforts with your team – so that each person who reports to you works at optimal efficiency and produces consistent, predictable revenue for your organization.

As an effective sales leader, you want to ensure, through your personal example, that you are walking your talk when it comes to decisions that support the first two pillars, sales process and methodology. Here are three important ways you can do that.

Looking for a way to create an engaging and effective product demo? Look no further than a story-led demo! In this episode of the How to Succeed Podcast, Nick Capozzi will join us to discuss the power of story-led demos and how they can help you succeed.

A critical part of the Sandler qualification process is determining the available budget – the investment.

While this idea of a decision not to make a decision may sound confusing to you the first time you encounter it, if you follow it through, you will find that it makes perfect sense. In fact, this simple Sandler guideline often serves as the last word when deciding whether you have a “live” prospect – or a “dead” lead.

In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Duane explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30.

This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second Commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve.

In this episode, we sit down with Jennifer Smith, CEO and founder of Scribe, an automatic process documentation software. We discuss how people should go beyond simply looking at revenue when tracking sales success and instead focus on three levels.

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

You may have heard the old saying that 90 percent of success happens between the ears. That’s easy enough to say. But what does putting this principle into practice really mean? What does it look like when it shows up, in a discussion with a prospective buyer, as part of who we really are?

Join us as Michael Mathews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues.

There are four predictable steps that impact all major purchase decisions. Do you know what they are?

In this episode, Tiffany Koettel and I discuss the movie "Tommy Boy" and how the characters in the movie provide some great lessons on sales and coaching.

To sell effectively to the modern buyer, we need to identify and set aside all the head trash that keeps us from engaging effectively and often to uncover new opportunities.

 

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

Many salespeople don’t prospect simply because they are not required to do so in their role; those who are required to prospect do it to varying degrees of success – and some of those salespeople struggle. An effective daily prospecting routine will be more important than ever in 2023.

Phone outreach is one of many tools in 2023’s multi-platform sales toolbox. It’s a tool that (depending on your market and your role) may become an important part of your individual behavioral plan …if used properly.

This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.

In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.

In this episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sandler trainer and explains how downturns can actually be opportunities for businesses. 

It is far easier to sell at your listed price than most salespeople realize – even during economic uncertainty. Here are three steps you can take today that will make selling without discounting second nature, no matter what else is going on in your market.

In order to be successful, it is important to have a positive outlook and to be realistic. In this podcast, we will have Kaysi Curtin discuss how to thrive in uncertainty.

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

In the latest Sales Mastery study published by Sandler, researchers Barry Trailer and Jim Dickie uncover insights into sales performance across hundreds of organizations.

In the 2022 Sales Mastery study, researchers Barry Trailer and Jim Dickie examine the latest in sales challenges. Their findings uncover actionable solutions any organization can implement to improve processes and up success rates.

As part of the SPS study, we integrated many of the questions asked in the previous AI-for-Sales studies. This year we found that 16% of the firms surveyed reported they have implemented/are implementing some AI capabilities into their sales tech stack.

With deals won reaching 51%, the highest recorded rate as reported by the 2022 Sales Performance Scorecard by Sales Mastery, it is clear many organizations are tapping into a secret weapon in performance improvement. So, wherein lies the secret? Sales Mastery researchers Barry Trailer and Jim Dickie determine several strategies to improve your probability of winning by meeting challenges head-on with a formal approach.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

Rick, a 10-year sales veteran, had major issues creating rapport during his sales calls.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.

Are you looking to create a sales compensation plan for your company? This can be a daunting task, but with the right information, it can be easy.

Have you been subjected to rapid pricing fluctuations? Matthew Neuberger and Neil Agarwal discuss how pricing gets magnified as product moves through the supply chain.

What do you do when a buyer or a prospective buyer says something aggressive or confrontational?

Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product.

Is your pipeline full of "opportunities?" Matthew Neuberger explains how structuring the order of your pipeline can help prevent unqualified sales from cluttering your opportunity list.

The intensity of this time of year can make selling for a living feel a bit like the playoff season! Here’s three proven strategies you and your team can use to close more sales opportunities, set the right end-of-the-year game plan, and make the final “inning” of your team’s fiscal year pay off.

Struggling to meet demand for your construction services? Matthew Neuberger and Heather Stegner discuss how market conditions have created increased demand since the pandemic.

Not too long ago, most people believed in-person meetings were how important business was conducted regarding business-to-business sales. Face-to-face was the name of the game. And then what happened?

Are you looking to close big deals? In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.

Feeling like it's not okay to reach out to prospects? Matthew Neuberger explains how being honest about that feeling can actually help you connect.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Do you encounter a lot of misconceptions about working in construction? Matthew Neuberger and Neil Agarwal discuss the many benefits of working in construction that are often overlooked.

Learning to embrace failure has to be one of the toughest lessons in sales. It seems counterintuitive to a lot of people.

Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.

Why have a selling system? Matthew Neuberger explains that systems are the only way to define processes and generate consistent results.

Is your technology efficient enough to compete? James Cook and Matthew Neuberger explain how the rapid pace of technology development can preclude companies from working with the best in the industry if they don't keep pace.

Do you ever get asked a question but have no idea why it's being asked? Matthew Neuberger explains how following a "dummy curve" can help get to the bottom of what a client or prospect is really asking.

 

Joe Ippolito joins to talk about the Upfront Contract.

Do you have the right tech tools to get the job done right? Matthew Neuberger and James Cook discuss how the right tools and technology applications see signnififcantly more efficiency gains.

 

There is no one-size-fits all sales coaching model. There are only approaches that have been shown to be successful in particular situations. As the coach, you must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. Here are five tips that have been proven to help sales leaders unlock that code.

What does it take to create a bid, proposal, or presentation to make a sale? Matthew Neuberger explains how knowing that value highlights that you shouldn't be closing a sale unless the prospect has earned it.

Is the amount of technology you use complicating your projects? Matthew Neuberger and James Cook discuss consolidating tech stacks for technology to simplify processes.

Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations looking to ramp up their selling and leadership skills.

Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies.

Do you know which of your clients is most likely to buy again or buy more from you? Matthew Neuberger explains how to categorize your clients to maximize sales opportunities while strengthening the relationship.

Here are three simple things you can do, starting today, that will immediately upgrade your 30-second commercial.

Is your job site collaboration dependent on paper? Matthew Neuberger and James Cook discuss how technology can be used to coordinate work real time.

The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.”

Are your standards high enough to achieve your goals? Matthew Neuberger explains that avoiding learned helplessness and finding the right resources empowers you to raise your standards to meet your expectations.

Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence.

Are your proposals interactive and personalized? Matthew Neuberger and Evan Roberts discuss how preparing a more sophisticated proposal can help differentiating from standard proposals.

Are you effectively using your influence? Matthew Neuberger explains how to leverage reciprocity to ethically and responsibly move sales forward.

Sales leaders are those who fulfill all the responsibilities of the job--supervision, training, mentoring, and coaching salespeople--while simultaneously interfacing with the rest of the organization in such a way as to support the achievement of the sales team's objectives.

Are your clients prepared for the construction process? Matthew Neuberger and Evan Roberts discuss how setting expectations for the construction process generates an environment of trust and satisfaction.

  • Have you ever noticed that some people jump to quick conclusions, don’t like to get bogged down with details, and like to take the 30,000-foot view of issues?
  • Or that others prioritize making and keeping friends?
  • Or that still others just don’t like change and conflict, and want to avoid making decisions?
  • Have you ever noticed that there are some people who want all the details before they act? That they may even suffer from “paralysis of analysis”?

Do you want your manager to relax? Matthew Neuberger explains how sales professionals are uniquely positioned to know their numbers and bring some certainty and consistency to their manager.

Is there a lack of trust between contractors and construction professionals and their clients? Matthew Neuberger and Evan Roberts discuss how those barriers can be broken down through systematic communication.

Stop having unproductive pipeline meetings. Matthew Neuberger outlines a process for setting a new standard for clear action and commitments...and watch productivity soar!

Is the documentation of your project well organized? Matthew Neuberger and Evan Roberts discuss how an objective third-party platform clarifies misunderstandings or disagreements.

Whether it’s a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best.

Have you ever granted a price concession – or made any other compromise to a buyer – because you didn’t want the buyer to think less of you or disapprove of you?

Just because your Vision got you to where you are, does not mean it will get you where you want to go. Matthew Neuberger explains that it might create a problem of turning your focus to revenue needed for constant repairs and diminishing returns.

Sandler is excited to announce our commitment to further champion the next evolution of sales.

How does construction company differentiate from the competition if they are using similar technologies? Matthew Neuberger and Anirban Basu discuss that vertical integration can help define efficiencies.

The answer is almost always yes! Matthew Neuberger explains that in the absence of value, money is all there is to talk about. It’s your responsibility to insert value where none was perceived.

 

Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too.

Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement. 

When responding to this question, people will naturally be critical of your answer. In fact, your answer could make you look like your competition. Matthew Neuberger explains that your goal is to avoid the criticism trap and find out what's really important to them.

Here’s an interesting exercise: On a piece of paper (or in a word processing document) draw a vertical line down the center of the page. At the top left side, write your company’s name. Across the page, on the top right side, write the name of your most important competitor. Down the left side of the page, write the numbers 1, 2 and 3. Do the same thing on the right side of the page.

Are your presentations awkward and ineffective? Matthew Neuberger explains that the presentation is not where the decision is made.

Are you prepared to leverage your companies capabilities to meet infrastructure funding? Matthew Neuberger and Anirban Basu discuss how those funds will be used.

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

There are a number of things that we can do to make sure that our Customer Relationship Management (CRM) tool is a great, salesperson-friendly resource, one that’s embraced by everyone on our team… as opposed to something that people dread using. Here are five simple tips that can help sales leaders in virtually any industry make that transition a reality.

How did your sales perform in 2020 and 2021? Matthew Neuberger explains how defining a sales strategy will allow you to throve regardless of market conditions.

Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. Kristen is a co-author of Stop Decorating the Fish.

Not getting the results you expect from your construction projects? Matthew Neuberger discusses with Stuart Seiden how partnering facilitation can make an exponential difference in outcomes and profitability.

Use third-party stories to say what needs to be said and share your feelings. Share them professionally.

Struggling to overcome competition to scale your business? Matthew Neuberger explains how a specific game plan is necessary to deal with specific types of competitors.

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question.

Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

In an effort to get a good deal, Owners, General Contractors, and Subcontractors on commercial building projects will often ask for pricing concessions on negotiated projects even after the bids are all in. Matthew Neuberger explains why it's OK to say no to projects you are unhappy with!

Over 70% of surveyed sales managers say that their sales process has changed as a result of remote work. But more than 60% of those sales managers don’t have a plan for the post-pandemic world. Matthew Neuberger explains that a transition back to pre-pandemic life is something the market just won't do but the change presents an opportunity.

 

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

Trapped in keeping up with day-to-day activities rather than improving your business? Matthew Neuberger explains that the only way to break free from the grind is to make the decision to become a better company.

 

Are you offering unique outcomes or unique employees? Matthew Neuberger explains that small businesses stay small because they emphasize the uniqueness of a key employee - instead of the unique outcome they provide their clients.

 

Onboarding sales talent has never been more important, given the tightness of the current labor market. Yet the most effective, proven best practices for shortening the runway to success for new hires remain largely unknown and unimplemented.

The Sandler Summit is a powerful two-day hybrid event where successful business professionals across all industries learn, collaborate, and network.

Is your construction business dependent on you to function? Matthew Neuberger discusses with Bill Wagner how software allows for knowledge transfer and process development so that productivity can continue even when you take time off.

Long before the pandemic transformed most of our workplaces, I was happy to work full-time as a remote employee. I’ve been one of those lucky people who didn’t really have to change all that much to adapt to the monumental changes that began to unfold in early 2020.

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! 

 

Sometimes salespeople are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect. What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?

Do your sales, marketing, and business development efforts get convoluted? Matthew Neuberger describes how defining the processes helps keep staff on target.

2022 will be a pivotal year for sales leaders. Here are four best practices we are currently sharing with our clients as they transition into 2022.

 

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.

 

Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain.

 

Tired of being compared to your competition? Matthew Neuberger explains how knowing why you aren't the same helps you highlight differentiators to the market.

Struggling to maintain productivity? Matthew Neuberger discusses with Bill Wagner how software allows for thin-slicing projects using historical data to unlock value.

Human beings always have been and always will be driven to improve their own personal situation. As the leader, you must tap into that motivation.

 

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

 

The powerful learning model David Sandler called the Success Triangle is a proven formula for sales success – and a proven formula for every other kind of success. Sales leaders, and all leaders, can benefit from learning about it and implementing it with their teams. You have probably heard about the Success Triangle. So, what is it?

If the relationship is not broken, why fix it? Matthew Neuberger explains how salespeople are often afraid of being perceived as greedy, pushy, or unappreciative and, in the process, consciously withhold valuable solutions.

Contractors hate saying "no" to bid invites from repeat customers. Matthew Neuberger explains why your time is much better spent pursuing work that is in your "sweet spot" rather than working outside your core competency simply because a job is with a repeat customer.

Being asked to lower your price to win work? Doug Lotierzo explains that it's probably not a real requirement.

Countless times I've heard Business Owners lament about their employees not being able to understand their world. However, the responsibility to create deep understanding really falls on the Business Owner.

Is your business all about relationships? Matthew Neuberger explains that might not be as solid a foundation as many business owners want to believe.

Mike Montague interviews Kevin Hallenbeck on How to Succeed at Sales Certification.

 

Struggling to contact decision makers? Doug Lotierzo explains that its more likely a mindset issue rather than a tactical deficiency.

One big challenge we all face as sales leaders is that we may have people on our team who aren’t on the same page as we are.

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World.

Greater and greater digitization of the sales process was always going to happen; the global pandemic simply hastened its arrival.

The global pandemic forced the buyer/seller relationship online, dramatically accelerating a trend toward digitization of the buying process that was already in place.

Have you built up a reliable group of business partners? Matthew Neuberger explains how developing valuable relationships rather than partnerships based on price can be a significant strategic advantage.

Sales has traditionally been an intuition-driven profession. Today, adopting that approach is a major competitive disadvantage.

 

Odds are you have never heard of Jennifer Crow – but you should definitely know her story. She’s a Sandler practitioner like no other.

 

Are you finding all the opportunities with a client during the discovery process? Mark Lewis explains that it's worth a review to make sure you didn't miss any important needs.

Many salespeople focus on behavior that is comfortable … and shun behavior that creates discomfort, even though it may drive higher performance.

 

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue.

What makes your product better? Doug Lotierzo explains how an honest analysis of that question can help you highlight your true competitive advantage.

How comfortable are you, on a scale of 1 to 10, when a prospect tells you “Let me think it over?”

If you answered anything other than a 1, there could be a problem.

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management.

 

Matthew Neuberger explains why contractors must take a good hard look at their pipeline and backlog and ask themselves, "do we REALLY want to take on projects we aren't best suited for?"

Struggling to get prospects to make an initial purchase? Mark Lewis explains how a limited initial engagement can be the start to a robust client relationship.

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.

 

Here’s a big question for sales leaders: How do you transfer the level of success that one team in your organization is delivering…so that everyone else on the sales side can find a way to deliver at the same level?

 

Most salespeople want to avoid being thought of as the stereotypical, slimy, sleazy salesman, right? Matthew Neuberger outlines that in avoiding this stereotype, salespeople can become just as unethical.

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World.

 

It’s time for a 21st-century reality check: We all live (and sell) in a ridiculously fast-paced environment.

Are you frustrated in the lack of business that you capture from current clients? Doug Lotierzo explains how to avoid being angry about it and have an honest conversation to position yourself with the customer better.

Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around.

Sales coaching is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer.

Why do your prospects and clients need your pre-con advising? Matthew Neuberger describes why it's a valuable service, and one that should not come without commitments.

Mike Montague interviews Jennifer Crow on How to Succeed at Stopping Human Trafficking in Africa. Jennifer is one of our non-profit scholarship award winners from Oklahoma, and she works to stop human trafficking worldwide with special emphasis in Africa.

 

Are your clients sensitive about expanding work? Mark Lewis describes how to identify good client candidates for expansion and how to set the stage for the discussion.

In Sandler, we have identified three elements that are required for success in selling we call it B.A.T.

 

How can the sales leader make informed, strategic decisions on how to lead the sales force if they are not customer-facing themselves? Matthew Neuberger explains how VPs of Sales can set the tone for the sales team by focusing on external activity.

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

Are you frustrated by the process of subcontractor procurement because it consistently fails to find quality? Todd Gaebelein discusses how you can stand out amongst the competition on something other than price.

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges.

 

Do you have to learn to fail to win? This intriguing idea shows up at Number One on the classic list of selling rules developed by David Sandler more than half a century ago. Yet even today, it still throws a lot of people.

Do you find that work that you can do for customers is going to the competition? Doug Lotierzo explains how you can proactively address your full breadth of capabilities to lock down a customers full wallet share while providing a better solution.

Are you struggling to find and retain service contracts? Matthew Neuberger explains how a defined prospecting strategy needs to be defined to pursue and attain these more profitable relationships.

Are you challenging your clients assumptions on what they need? Mark Lewis explains why targeted questions to uncover core issues is critical to ensure client long-term success.

Are you frequently in a situation being asked for a discount or a concession? Matthew Neuberger explains why salespeople have the tendency to get frustrated and immediately begin negotiating when asked, even though it's likely unnecessary.

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

 

Constantly hearing that your prospect already has a supplier? Doug Lotierzo explains how that should be a prompt to get feedback rather than the end of the conversation.

One of the classic selling rules David Sandler developed and shared with salespeople sounds harsh . . . but it’s true. Sandler warned us that “All prospects lie all the time.”

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

 

Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response.

 

Are you a business in the construction industry who has been hit hard by the pandemic? Matthew Neuberger explains how the companies that adapt and proactively attack the market will future proof their business for success regardless of market conditions.

There is clearly a limited supply of raw materials and finished goods around the world at the moment.

 

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

 

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

 

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors.

 

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.

 

Do you feel you're always on the defensive with clients? Mark Lewis explains how setting expectations for the client and the product helps define the relationship and avoid conflict.

Are clients and prospects suffering from sticker shock for your product or service? Matthew Neuberger explains how professional sales people need to reframe sales calls to highlight value.

Here are eight powerful strategies for more effective listening during conversations with prospects.

 

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. 

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.

Sales people are a necessity if you want to sell more, improve market share, and grow revenue, right? Matthew Neuberger explains why the title is misleading and needs to be defined by the type of sales professional that you need.

We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason. Maybe there is an uncomfortably long silence on the phone. Maybe we can see the other person looking disengaged, making faces, getting distracted, or checking their phone.

Have you gotten overly comfortable with what is safe, warm, and familiar? Doug Lotierzo explains how spending time with the same core customers feels comfortable but will limit your overall growth.

Are you finding that prospects are procrastinating on moving forward? Matthew Neuberger explains how targeting prospecting activities that highlight your value can help overcome these delays.

Have you ever lost a client without being able to pinpoint the reason? Mark Lewis explains your product is not always enough to keep clients without clearly understanding their needs and goals.

What came first in your growth strategy, the chicken or the egg? Matthew Neuberger explains how sales and revenue strategies should be uniquely defined and ordered to make a cohesive strategic plan.

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

 

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

 

Are you speaking with the people that you should be in pursuit of winning a particular job? Matthew Neuberger explains how establishing a trust based relationship sets the stage for winning more often.

Quick! What is the best sales presentation you’ll ever give?

Were you stumped for a moment? Don’t feel bad. It was a trick question.

Think the golden rule ensures customer satisfaction? Doug Lotierzo explains how only the client can define how they want to be treated which becomes your definition of client satisfaction.

Noticed that turnover is more rapid in sales leadership roles? Matthew Neuberger explains how a lack of strategic planning often results in unsuccessful sales efforts that result in sales leader departure.

There are two critical criteria you will want to look for in identifying top-tier salespeople: Self-awareness and drive.

Do you get defensive when a SAAS client complains or challenges the client success team? Mark Lewis explains how communicating as an "adult" can help reframe the problem and empower the client to work with you to resolve it.

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.

 

It’s baseball season, and here in Southern California, we have high hopes for our teams this season.

 

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

 

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.

 

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty?

When you know you’ve lost the business, what do you usually do?

We have all been in that position. We thought we had something. The deal fell through. We know it’s over. The buyer made a decision. We have to say something. The question is, what? There should be a go-to move in this situation, something we do consistently, as part of a process. So: Does that go-to move exist?

Have you defined what you want from a client relationship? Matthew Neuberger explains how setting expectations during the sales process will set the stage for a healthy and mutually beneficial client relationship.

Have you ever noticed that the people in sales and the people in marketing often seem to be on the opposite sides of important discussions?

 

The answers you give to these questions can help you ensure that you maintain momentum as you emerge from these challenging times.

 

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

 

How much margin do you lose discounting? Doug Lotierzo explains how your sales process should highlight your worth rather than the cost.

Fear can be a powerful motivator or demotivator. Matthew Neuberger explains how leaders can set a safe environment for getting honest and useful feedback from their team.

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.

 

Do you have a process to move limited service contracts to high value clients? Mark Lewis explains how to move high potential clients from testing the waters to expanding to all your services.

Are you making a false assumption that your clients know all about you, your company, and your product offering? Matthew Neuberger explains how a disciplined client selling system makes revenue generation 11 times easier.

Have you ever had a selling opportunity that seemed to be headed toward a win -- and then lost the deal when you found out that you and the buyer had different ideas of what was really under discussion?

Are you busy with quotes with little to show for it? Doug Lotierzo explains how non-selectively responding to bid invites will waste your time while devaluing your company.

Are outside factors affecting how you view your product? Matthew Neuberger explains how conviction in what what you sell is essential for sales success.

Mike Montague interviews Dave Mattson on How to Succeed at Scaling Sales Success.

 

How do you feel when you get feedback that your number is high? Doug Lotierzo explains how handling it as a value question can clarify the true issue at hand.

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits.

 

Are you spending too much time with happy clients? Mark Lewis describes how priority clients with growth potential need to be your primary focus.

One of David Sandler’s famous selling rules reads as follows: “Never ask for the order -- make the prospect give up."

At first, that instruction might sound confrontational . . . and perhaps even impossible. If you don’t ask for the order, how are you supposed to make the prospect give up? About what? And anyway, isn’t the first rule of selling supposedly “ABC -- Always Be Closing?"

Do you have a structured onboarding process? Matthew Neuberger explains how short term orientation sessions typically end up being an unproductive hire and forget strategy.

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 

 

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

 

Have you ever found yourself moving forward on a deal you were unhappy with? Chad Prinkey explains how this is certain to create unprofitable work while upsetting clients.

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind.

 

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021.

 

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling.

 

Are you solely focusing on revenue? Matthew Neuberger explains how sustainable business growth relies on defining and attaining healthy clients.

Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly.

 

Do your sales, marketing, and business development efforts get convoluted? Chad Prinkey describes how defining the processes helps keep staff on target.

Do you ever feel like you're sinking as soon as you enter a client relationship? Mark Lewis explains why starting out on the wrong foot is so common and methods for avoiding these quicksand scenarios.

Here’s an interesting question for sales professionals: What counts as a “big opportunity” in your world? Think of a specific prospect.

A Q&A with HubSpot and Suzie Andrews, Sandler Training

 

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.

 

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.

 

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 Antonio Garrido on How to Succeed at Ride-Along Coaching. Get a FREE chapter of Antonio’s book here.

Believe it or not, your parents were wrong. Money actually does grow on trees.

Skeptical? Don’t be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients.

 

Congratulations. You’ve put in all kinds of hard work, and you’ve finally created a great e-commerce offering.

 

Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback.

Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, Sandler’s KARE tool is a simple, powerful resource well worth spending some time with in Q4.

 

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what’s happened in the marketplace during this historically tumultuous period.

 

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 Jason Campbell, Host of Impact at Work and Superhumans at Work, a Mindvalley Podcast. Author of Upcoming book on Selling with Love, on How to Succeed at Selling with Love

Elaine’s sales manager, Tom, had an unexpected question for her during their weekly one-on-one coaching session. It sounded like this: “What are you going to do to cut down on your TIOs?”

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

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.

 

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021?

Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling. 

 

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

The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as remote sales professionals.

 

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.

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

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.

 

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.

 

For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business.

The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.

 

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.

 

 

Most business leaders have grown accustomed to the comforting concept of “normal” market conditions.

In today’s current market conditions, leaders need to accept that the success of their teams and their companies will rely heavily on striking a collaborative, coordinated balance between creative strategic thinking and effective implementation.

Mike Montague Interviews Laura Janusik on How to Succeed at Listening intelligence.

Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be.

 

2020 was the year. Your company was going to experience exponential growth. The plans had been meticulously prepared and presented, blessed by the board, applauded by all business unit leaders around the table.

 

For leaders – and, let’s face it, for everyone else – the last few months have been nothing short of mind-bending. Most of us, in fact, are not even sure how to describe this period.

 

Gabe got a text message from his sales manager, who had recently sat in on one of his sales calls. The text read: “People buy in spite of the hard sell, not because of it.”

That text surprised Gabe because he had never thought of himself as someone who subjected prospective buyers to a hard sell.

Mike Montague interviews Rich Isaac on How to Succeed at Understanding the Decision Making Process.

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.

 

The value of client retention is significant, especially when compared to the cost of customer acquisition.

Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”

Many of the sales leaders I talk to these days tell me that they are struggling with the issue of keeping the team(s) focused. Of course, this problem, which extends across all industries, comes at a time when many of us are directly or indirectly confronting issues related to the global pandemic, to financial pressures on both the personal and organizational scales, and to questions of social unrest. It's not all that surprising that sales teams are distracted. Everyone is distracted. The question is, what do leaders do about it when that distraction reaches the point where it affects revenue generation?

 

Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

What’s the least comfortable you’ve ever been during a discussion with a prospect?

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

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 Doug Cohen on How to Succeed at Using Body Language in the Sales Process. 

 

By using the Transactional Analysis model, we’re more likely to have better outcomes from challenging conversations, particularly in challenging times.

 

Episode 400 features Mike Montague interviewing Todd Herman, author of The Alter Ego Effect, on How to Succeed at Embracing Your Alter Ego.

Every one-on-one meeting with someone who reports to you is unique. Each will have its own priorities and its own dynamic, based on the personalities, experiences, and professional roles of the participants. That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson.

 

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.

 

Sales leaders often become confused by the differences between coaching and managing.

 

Over the years, we’ve worked with a lot of fantastic and skilled salespeople who really work at their craft.

 

Mike Montague interviews Jason Caywood, Sandler trainer from Salt Lake City, on How to Succeed at Understanding IR Theory.

 

How do your prospects feel after sitting across from you in a sales call?  Maybe the answer doesn’t come instantly to you. That’s OK. Here’s another question: Ever been to therapy? Don’t worry, it’s a rhetorical question… but it’s OK if you have. A career in sales can certainly lead to an occasional need for a therapist! 

 

Training Industry, one of the most trusted and respected sources of information on the business of learning, recently selected Sandler Training as one of the top 20 sales training companies. This selection marks the eleventh consecutive year that Sandler Training has been so honored.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

Hiring is one of the most important things we can do as a leader… and yet for many of the people, we work with, it remains something of a blind spot.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

The companies that emerge stronger from a crisis all share one common strength –their sales and leadership teams are willing and able to move beyond their existing comfort zones, look to where new opportunities lie, set new priorities, and create new action plans.

 

During any crisis our instinct is to focus on the recent past, the ‘Old Normal’ and the immediate impact of the crisis itself. This fails to take into account the fact that the future is highly unlikely to be a return to business as usual but rather, a “New Normal.”

When we experience a crisis, we may be strongly tempted to focus our attention on what was happening during the period that came right before the crisis, the ‘Old Normal.’ We may even be preoccupied with the current impact of the crisis itself. It goes against all tenets of self-preservation to look beyond that immediate time of crisis and instead focus on a plan of action in the future recovery phase.

Mike Montague interviews Terri Trespicio on How to Succeed at Finding Your Voice and Your Audience.

 

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews Nancy Gaines on How to Succeed at Productivity as a Business Owner.

 

And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team.

Here, then, are three tips that can help you become more successful as a sales leader in creating a predictable operational rhythm – a cadence – if you find yourself responsible for the performance of a remote sales team.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

Thanks to the global pandemic, salespeople across the country and around the world are now coming to terms with a sobering reality.

 

Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option.

 

Mike Montague Interviews Corey Petree on How to Succeed at Making Good Video.

 

There’s been a lot of interest in recent months in the topic of sales enablement. What is it? Why does it matter? How does it work? And how can it benefit your organization?

We learned a lot from each other at this year’s event. Here are my three big takeaways from the 2020 Sandler Annual Sales & Leadership Summit.

Mike Montague interviews Ron Emma on How to Succeed at Taking Sandler Training. In this episode:

 

Jack, a new sales hire, was having lots of problems in initial meetings with his prospective buyers. Vera, his manager, sat in on a sales call with him to determine why Jack was closing so few of his prospects in what was supposed to be a one-call close, and why he was discounting so heavily whenever he did close a deal. The answer, she saw, lay in the way Jack conducted his sales interviews.

Mike Montague interviews, Sandler author and director of Leadership for Organizational Excellence, Dave Hiatt, about How to Succeed at Leading During Rapid Change 

 

In order to combat this frustration and fear of product obsolescence, producers offer you over-the-air updates that upgrade your product’s software to perform new tasks and make your user experience, in general, more satisfying.

 

You are the executive, the leader of your organization. Executives make decisions all day, every day. The decisions you make affect everyone and everything in your organization.

 

Mike Montague interviews Andrew Gregson on How to Succeed at Pricing Your Products and Services. 

 

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.

In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business.

The real question here is how an effective retail salesperson can have better conversations while reducing pressure. How do we make that happen in retail?

 

Mike Montague interviews Mike Michalowitz on How to Succeed at Putting Profit First.

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 Antonio Garrido on How to Succeed at Ride-Alongs.

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”?

Setting clear expectations is an important part of any sales leader’s working day. Unfortunately, it’s something that doesn’t always happen as effectively or as consistently as we might like. Here are five simple steps you can take to get better at this critical part of the job.

 

Carlos was in a great mood. Forty minutes in, the meeting with his top prospect’s senior staff was going great. He was getting nothing but engagement, smiles, and positive body language from everyone around the table, including the CEO of the company. He knew what that meant. He was about to close his first big deal! The timing couldn’t have been better. Because this was a potentially major account, Carlos' manager Charlene was in attendance. Today, she would get to see him work his magic first hand.

Brian Sullivan interviews Oksana Esberard about Mindfulness in Selling.

 

One of the main goals of an L&D strategy is to improve employees’ performance. Your training sessions must result in a motivated and resourceful staff, one able to close more sales. But how do you create a strategy that actually improves employee’s performance?

Many of you reading this article right now have a team (or teams) of people that report to you in some form or another. As you think about those people, your time spent leading them, managing them, coaching them, developing them, working with them, and yes… all of the other things you have to do as part of your roles or responsibilities, it doesn’t leave much time to add on a thorough accountability process to that list… or does it?

 

“If you don’t know where you are going, any road can take you there.” ― Lewis Carroll, Alice in Wonderland 

Some businesses and leaders act like trail leaders. They research their maps and information about an area they plan to explore. They plan their travels well when hiking a path through the wilderness.

 

 

As a sales leader, you're measured by your team’s performance. Ultimately, you're judged based on their ability to generate revenues sufficient to meet or exceed your corporate goals. So no matter how good you may have once been as a seller, it’s important to understand that selling is not your job now … and you can't expect to generate enough revenue to meet your team’s quotas simply by acting as a player-coach.

Mike Montague interviews Jaclyn Schiff on How to Succeed at Podcast Marketing In this episode:

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.

 

Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?

 

It’s the start of a new year, with new goals, new challenges, and new opportunities. Each sales team is unique … but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? Here are three proven strategies to consider from the Sandler leadership playbook.

 

Mike Montague interviews Jamie Bolak, former Sandler trainer and current marketing consultant, on How to Succeed at Creating a Vision Board

 

Once upon a time, there was a young kid who graduated from high school, took a look at the help wanted ads, went out on a couple of interviews, and, within just a few days, landed his very first job. He was hired as a salesperson by one of those big box stores.

Ilise Benun is the founder of Marketing-Mentor.com, the go-to online resource for creative professionals who want better projects with bigger budgets, through which she offers business coaching to small groups and 1:1.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Have you ever wondered why a once-promising new hire is performing far below your initial expectations? From one perspective, what’s happening here is pretty simple: the person you hired is not the person you interviewed. The dynamic at work in an interview situation is similar to the dynamic at work on a first date./blog/how-succeed-onboarding-new-hires-podcast

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews Haley Haggerty on How to Succeed at Rethinking the Sales Profession.

 

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.

 

There are many articles this time of year about how to improve individual productivity, thereby accelerating company growth over the course of the year. I’ve written my fair share of these articles and, of course, they have their place. 

 

Mike Montague has been involved with Sandler for over 20 years as a client, certified trainer, VP of online learning, and now global head of content.

 

Mike Montague interviews Jurgen Strauss, marketing innovator and host of the Innovabuzz podcast, on How to Succeed at Marketing to Your Ideal Client In this episode:

 

As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.

Mike Montague interviews his co-instructor for the online goal-setting workshop, Amy Woodall, on How to Succeed at Setting Goals.

 

Give our podcast a listen to learn the right steps you need to take in order to create a sales playbook for your team.

 

Mike Montague interviews Tony Altham, Executive Director at BNI in the UK, on How to Succeed at Business Networking.

Dave Mattson, President and CEO of Sandler Training, interviews Chris Underwood, the most recent winner of CBS’s Survivor, on how he used Sandler sales techniques to win the show and win more deals. Chris attends Sandler Training in Chicago.

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.

 

Discover the secrets and benefits of coaching top performers within your sales organization from Tom Ziglar.

It’s no secret the war for sales talent is at an all-time high. By now, every sales manager has a story of an employee who abruptly departed for another opportunity.

 

The 2020 Summit will be held March 4-6 at the Rosen Centre Hotel in Orlando, Florida. Here are three reasons you should book your slot today.

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager.

Tom’s best customer, Meg, called and asked for a favor: “Can you talk to my new assistant Karen about getting up to speed with your software? She’s got a couple of questions that I don’t have time to answer.”

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. 

 

Mike Montague interviews Wayne Dehn on How to Succeed at Overcoming Childhood Messages.

 

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.

 

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. 

 

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.

 

One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. It seems inherently suspect, though, this notion that people can make correct decisions quickly. Is it? You were probably taught from an early age that haste makes waste; don’t judge a book by its cover; and look before you leap.

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?

 

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode:

  • The right attitude for effective storytelling
  • Imagined realities are powerful motivators
  • How to tell a compelling story

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.

 

I remember taking a parenting class when my boys were young. The big takeaways from the class were the requirement to tell your child what the consequences of their behavior would be and to be clear on what you expected from them. I recall my boys’ mother and me saying to each other on numerous occasions, “We can’t get mad at them if we weren’t clear with our expectations.” Sometimes, the principle sounded like this: “Don’t punish them if you didn’t tell them they would be punished.”

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:

  • Why do we struggle to ask for referrals?
  • Attitudes to help you get business from referrals
  • Give referrals to get referrals

What kind of salesperson should you always be on the lookout for? What specific traits does the ideal sales hire always possess, no matter what industry you’re in, and no matter what your market looks like?

 

Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge.

 

Often, we’re frightened when we come to terms with a problem that has grown out of proportion and seems dangerous. As these problems manifest, we become more and more aware of the intricacies that have created it. The hardest truth to face when it comes to challenges that build up overtime is that they are typically products of our own creation. Often, built out of a lack of perspective to our own coded responses that come from the autopilot of repeated behavior.

 

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts. And the streams of transactions over time between buying and selling organizations constitute a client journey with a distinctive itinerary along a clear roadmap, a roadmap that delivers value on an ongoing basis.

 

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”

Read Time: 6 Minutes

The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift.

Read Time: 6 Minutes

Mike Montague interviews Kevin Kremerer on How to Succeed at Sales Management Without Selling.

Listen Time: 22 Minutes

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: 9 Minutes

Collectively over the years I've heard every excuse as to why people don't need to track metrics. "You don't understand I'm just too busy to track that type of thing," or "what is that really going to do for me in the long run."  Well, in the long run, if you truly understand what the outcomes are statistically every time you pick up the phone or attend a networking event, couldn't you predict the future?  Wouldn’t that make life a little less stressful?

Read Time: 6 Minutes

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time.

Read Time: 8 Minutes

David English, VP at Ad Trend, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more effective with geofencing. Get the best practices for selling, collected from around the world for target advertising based on geographic boundaries by tagging mobile prospects.

Listen Time: 20 Minutes

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: 7 Minutes

We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented.

Read Time: 9 Minutes

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales.

Listen Time: 23 Minutes

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

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

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

Listen Time: 26 Minutes

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

Read Time: 10 Minutes

In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals. 

Read Time: 9 Minutes

Mike Montague interviews Olympic Gold Medalist Garret Weber-Gale on How to Succeed at Mental Preparation.

Listen Time: 26 Minutes

Retail champions, the subject of my book RETAIL SUCCESS IN AN ONLINE WORLD, outlines not only how to connect with customers face-to-face but also a long-term engagement strategy for after the customer leaves the store. 

Read Time: 6 Minutes

Read on Forbes.com why many sales leaders fall into an unhealthy pattern of sales coordination instead of focusing on sales leadership strategies, and how you can get back to center for success.

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David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders.

Listen Time10 Minutes

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call it something else instead. 

Read Time: 4 Minutes 

It’s been said that the easiest person to whom to sell something is the person to whom you’ve already sold something.

 

One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion within a personalized sales coaching plan. Reinforcement is thus one of the neglected secrets of effective sales leadership.

Summer Solomonsen is Head of Cornerstone Studios at Cornerstone OnDemand, Sandler's Microlearning partner. Cornerstone and Sandler have partnered to deliver the world-famous Sandler Selling System in a proven Microlearning format. 

Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time.

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Vincent’s closing numbers were not what he had been hoping for. He asked his manager, Lynnette, what she thought the problem might be. After a little role-playing, Lynnette suggested that Vincent was spending too much time selling “from inside a box.”

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: 11 MInutes

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success.

Listen Time: 9 Minutes

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: 12 Minutes

People have many fears. Obviously, there are natural fears which have helped us to survive as a species but let’s leave them to scientists. This time, I would like to review the work-related one: the fear of change.

Read Time: 6 Minutes

The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modeled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward.

Read Time: 6 Minutes

Chris Duffey, Author and Strategic Development Manager at Adobe, talks about Artificial Intelligence and the attitudes, behaviors, and techniques needed to be more successful in a world with AI. Get the best practices collected from around the world.

Listen Time: 24 Minutes

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: 13 Minutes

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to beat the competition. Get the best practices for locking out the competition and winning in a competitive space, collected from around the world.

Listen Time: 30 Minutes

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: 14 Minutes

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. In this episode, Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World.

Listen Time: 43 Minutes

Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” At such a moment, it makes sense to ask: Is the problem really with “them?” Or could at least part of the problem be with us?

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Stan was frustrated. He kept getting “shot down on price” during discussions with prospective buyers. He knew he was supposed to talk directly about money issues before making a presentation . . . but somehow he never seemed to iron out the details in a way that gave him a clear sense of whether the buyer felt his pricing was acceptable.

Chris McDonell, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at leading an organization through a change initiative.

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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: 12 Minutes

How effective are you at distinguishing your company from those you are competing against in the marketplace? Here's a quick reality check. Suppose you were talking to your number one prospect. And suppose that person looked you in the eye and asked you, "Why should I buy from you?" What would you say?

Read Time: 6 Minutes

Greg Skloot is President and COO at Crystal, an online app that can tell you anyone's DISC personality before you meet them. Greg and his team at Crystal are a new strategic partner of Sandler Training, and he will tell you how to succeed with the attitudes, behaviors, and techniques needed to tailor your sales pitch to your prospect's personality.

Listen Time: 24 Minutes

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: 13 Minutes

Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully.

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This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Andy McCredie. He is a Sandler trainer from the UK and did a killer hour-long talk on closing the sale. The full talk is available in Sandler Online. Here are some quick tips on How to Succeed at Closing more Sales.

Listen Time: 11 Minutes

If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work. For instance: You assume that when one person on the accounting team refers to the “cost of goods sold,” they mean the same thing as everyone else on the accounting team.

Read Time: 5 Minutes

Cal Thomas, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at sticking with your goals and achieving them. Get the best practices for goal setting collected from around the world.

Listen Time: 24 Minutes

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: 9 Minutes

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial.

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Wendy Gates Corbet, President of Refresher Training, speaker, and former global board member of ATD (Association for Talent Development), shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at creating and delivering training programs in your organization. Get the best practices for training collected from around the world.

Listen Time: 23 Minutes

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.

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Most salespeople who need to prospect for a living will tell you that it’s a very proactive, immediate results-driven exercise that can be uncomfortable at times. Hard to disagree with that. This is a topic that we get involved with far too often as it’s a common point of frustration for many business owners and sales leaders regarding their selling culture.

Read Time: 5 Minutes

Hamish Knox, Sandler trainer and two-time author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at selling across the executive level. Get the best practices collected from around the world for using your executives to sell to the prospect's.

<Listen Time: 28 Minutes

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: 12 Minutes

Marina was having some problems with the opening phases of her sales process. Her early discussions with prospects were rarely productive. She sat down with Fred, her manager, and did some role-playing in the hope of improving her interviewing technique. During the role-play session, Fred shared a strategy Marina hadn't heard of. He called it “stripping line.”

Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online.

Read Time: 4 Minutes

John Rosso, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes. Get the best practices collected from around the world.

Listen Time: 26 Minutes

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: 10 Minutes

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about  Consulting Services: Putting the client first in sales and delivery.

Listen Time: 40 Minutes

Many managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief  ... if you think of these interactions as check-ins rather than as opportunities to “fix” people …

Read Time: 4 Minutes

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Being uncomfortable is something that most people strive to avoid but in business that can condemn sales and company owners to mediocrity or irrelevancy. That’s why Technical.ly’s article Getting ‘uncomfortable’: Allysa Dittmar on going full time with ClearMask resonated so strongly with me. It’s a great example of how Dittmer embraced feeling uncomfortable to allow herself to focus on growing and developing her company.

Greg Nanigian, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at find your prospect's pain, a compelling, emotional reason to change. Get the best practices collected from around the world.

Listen Time: 31 Minutes

Potential buyers of your product or service – like the rest of us – spend a lot of their time online. This gives rise to a question: What are the best ways to engage with them when a voice to voice or a face to face conversation isn’t a possibility? Here are five simple, effective steps you can follow.

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: 7 Minutes

It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences.

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Rick McDermott, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world.

Listen Time: 19 Minutes

Jane, a new sales hire, was settling into her workspace on Friday morning, all ready to celebrate the first quarter in which she’d been able to exceed her revenue target . . . when she got a voicemail message that made her stomach churn.

Prajwal Gadtaula, Founder of Business Brainz, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at doing enterprise-level account research and pre-call planning. Get the best practices collected from around the world.

Listen Time: 22 Minutes

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: 9 Minutes

There’s a tendency on the part of some managers to expect their new sales hires to “hit the ground running.” Often, managers justify this expectation by telling themselves that they only hire “self-starters.” Both of these assumptions are part of an ineffective hire-and-forget approach, one that can and should be remedied by a solid onboarding plan that’s based on a series of monthly one-on-one coaching conversations.

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In enterprise selling, there is a heavy focus on business value. Watch to see how Brian Sullivan, VP of Sandler Enterprise Selling, addresses this challenge through the Sandler Enterprise Selling Program.

Watch Time: 2 Minutes

Geof Bowie, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at achieving a flow state in sales. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles.

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At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider.

Read Time: 5 Minutes

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: 12 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling.

Watch Time: 2 Minutes

Jason Nierman, Founder and President at Accelerated Advising, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at forming strategic partnerships for business development. Get the best practices collected from around the world.

Listen Time: 23 Minutes

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: 10 Minutes

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling.

Listen Time: 28 Minutes

Customer relationships are the lifeblood of any sellers’ career. The ability to attract clients, build rapport, and develop sales conversations ultimately determines the level of success that a salesperson will enjoy.

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect. Get the best practices collected from around the world.

Listen Time: 27 Minutes

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: 7 Minutes

Diane, a recent sales hire, got an email from her manager, Luis, suggesting that he accompany her on an initial sales call with a prospect – and then debrief with her on what he’d observed. Diane replied that she thought that was a great idea.

In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North Hampshire’s business operations in the U.K. Paul’s career includes successful sales and sales management positions at SAP, Success Factors, Concur Technologies, Open Text and Basware. 

Listen Time: 26 Minutes

The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I’d like to share with you two takeaways, in particular, from this year’s Summit.

Read Time: 6 Minutes

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

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

Watch Time: 2 Minutes

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his...

Listen Time: 9 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.

Listen Time: 7 Minutes

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling.

Watch Time: 4 Minutes

Linc Miller, Sandler trainer, shows you how to succeed at the connection with prospects through the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for bonding and rapport in sales.

This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.

Read Time: 3 Minutes

I love technology. That doesn’t mean I always understand it. In fact, a more accurate statement would be that I love the efficiencies that technology can bring to my life. I really don’t need to know all the nuts and bolts that drive a device, app, or software, to appreciate the benefits it offers me.

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Read Time: 8 Minutes

Hamish Knox, Sandler trainer from Calgary and two-time author, shows you how to succeed at overcoming common objections in the negotiation process with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for overcoming these common negotiating tactics.

Listen Time: 21 Minutes

Joel Kaczmarek, Sandler trainer, shows you how to succeed at gratitude loop with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for being more grateful and happy with your success.

Listen Time: 28 Minutes

Learn how the Sandler Enterprise Selling Program can help you win, grow, and retain enterprise accounts from Vice President of Sandler Enterprise Selling, Brian Sullivan. 

Watch Time: 3 Minutes

Eliza, a new sales hire, had posted an abysmally low closing ratio in her first 60 days on the job. She was spending most of her time with prospects who ended up picking her brain for advice and information . . . and then disappearing. Frank, her manager, asked her during a coaching session why she thought that was happening.

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

Read Time: 6 Minutes

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

Watch Time: 11 Minutes

Learn how the insights and our real-time messaging works on the Sales Accountability platform.

Watch Time: 3 Minutes

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

Steve Herzog, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at recruiting top talent. Get the best practices collected from around the world.

Listen Time: 25 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

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

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

If you are a Sandler client, and you’ve never attended a Summit, let me share four powerful reasons to consider joining us in Florida March 20-22.

Read Time: 5 Minutes

Dave Trapani, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at managing your pipeline. Get the best practices collected from around the world.

Listen Time: 22 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: 11 Minutes 

Are you taking advantage of the Sales Accountability platform? Learn how to access and take advantage of your performance analytics available to you through the tool.

Watch Time: 5 Minutes

Jim Ayraud, Sandler trainer and co-creator of www.SalesAccountability.com, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at maximizing your time invested. Get the best practices collected from around the world.

Listen Time: 29 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: 10 Minutes

Ryan, a salesperson in his mid-fifties, had hit a performance plateau. His commissions had been flat for the past six months, and he had narrowly missed quota in each of those months. He scheduled a meeting with his manager, Jeannine, to see if, working together, they could identify any steps that would turn this pattern around.

Looking for the best way to log your daily activity and sales? Learn the best way to navigate your Sales Accountability dashboard today.

Watch Time: 3 Minutes

Welcome to the How to Succeed podcast, the show that helps you get to the top and stay there... This is How to Succeed at avoiding the dangers of success.

Listen Time: 16 Minutes

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning. 

Listen Time: 28 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: 10 Minutes

Keep, Attain, Recapture, Expand. Learn more about the concept of KARE in the heart of SalesAccountability!

Watch Time: 4 Minutes

2019 is shaping up to be a very exciting year at Sandler, especially because of four important new strategic alliances we’ve formed. In this post, I want to look briefly at all four of the organizations with whom we’ve formed strategic partnerships with (Ziglar, Inc., Top Sales WorldGrovoand Evernote), and why each partnership is important.

Read Time: 4 minutes

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It's a good problem to have, but it can prevent you from selling more and growing. Get the best practices collected from around the world.

25 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, as well as, the companion video course

Listen Time: 12 Minutes

Technology is an integral part of everyday living and all signs point to that becoming more prevalent. The second decade of the twenty-first century is approaching its finish line. As it does, sales as a profession is going through a period of extraordinary change. Salespeople that adapt their tactics to accommodate the biggest changes on the horizon will consistently outperform those that fail to use new tools.

During one of their coaching sessions, Jason asked his manager Ellen if she could think of one area he could work on over the next 30 days that would result in a dramatic and rapid improvement of his closing numbers. He was surprised at how quickly she answered.

There is much research proving that proper sales coaching can lift your sales 20% or more. Not only does coaching increase revenues, it also builds a culture of self-sufficiency, growth, and retention.

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.

Dave Mattson, President and CEO at Sandler, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world.

One important principle that resonates with all the other elements of the Sandler system is “Follow Through.”

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders. 

Read Time: 5 Minutes.

Bill Bartlett, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in branding your personal presence. Get the best practices collected from around the world.

Listen Time: 20 Minutes

The end of the year is upon us! And contrary to popular belief, this is not necessarily a “dead” time in terms of business development and relationship-building for salespeople. Here are four simple strategies you can use right away to ramp up your prospecting performance during the holiday season.

Read Time: 4 Minutes

The second decade of the twenty-first century is approaching its finish line. As it does, sales as a profession is going through a period of extraordinary change. In this post, we will look at some of the biggest changes on the horizon for salespeople.

Read Time: 6 Minutes

Kevin Leung, Sandler client and Salesperson of the Years, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world.

Listen Time: 20 Minutes

Hamish Knox, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful with body language. Get the best practices collected from around the world.

Having the right people on your team is the first step to building a winning business. In recruiting, a lot of focus gets laid on skillset, experience, and interviewing but sometimes business leaders end up with a mediocre team because that neglected a framework for assembling ideal people into a cohesive unit.

Ken Wissner, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in the contracting industry. Get the best practices collected from around the world.

David Mattson, President and CEO of Sandler Training, talks about how to rehearse your pitch with a prospect so they can sell your solution internally. If you can't be in an internal meeting, the next best thing is to have a white knight fighting on your behalf. Learn the best practices collected from over a thousand Sandler employees around the world.

Brian, an inside sales rep, spent too much of his time chasing deals that ended up going nowhere. He knew it; his sales manager Francine knew it. Late one Friday afternoon, Francine asked him to give some thought to the matter, and to come up with some ideas about why this was a problem for him.

Stephen J. Cloobeck is a self-made business leader with over 30 years of experience across every aspect of hospitality design, development, and deployment. As the original founder and former CEO and chairman of Diamond Resorts International - a business that grew to become one of the largest vacation ownership companies worldwide - Cloobeck made a name for himself as the industry's most adamant advocate for radical customer service, which he calls embracing the Meaning of Yes.

There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31?

Antonio Garrido, Sandler trainer and author of Asking Questions the Sandler Way, joins us to talk about the attitude, behaviors, and techniques of building better habits. Learn how to find and replace negative habits with better ones that lead to more success and better productivity. Get the best practices collected from around the world.

David Mattson, President and CEO of Sandler Training, talks about how to introduce a manager or another team member to your prospect. Learn the best practices collected from over a thousand Sandler employees around the world.

Al Simon, Sandler trainer, joins us to talk about the attitude, behaviors, and techniques of sales interactions. Learn the advantages and best practices of having a system for salespeople to follow and knowing your own sales gates. Learn how to lead and control the sales interaction and teach your buyer how to make the right decision.

Dan Huddock, a long-time Sandler trainer, joins us to talk about the attitude, behaviors, and techniques for breaking a slump. Learn how to stop negative spirals and start positive ratches that get you going in the right direction!

Ken Seawell, Sandler trainer from Detroit, joins us to talk about the attitude, behaviors, and techniques and what binds them together. Learn the best practices of successful salespeople and entrepreneurs from around the world.

As we close in on the end of the year, sales professionals in all industries are likely pondering the same question: Am I on track? It’s important to attempt to answer that question with the best available hard numbers and the most objective real-world assessment. What happens if you find that you are off target for the year? A reassessment of your projections and pipeline can help redefine a proven list of activities and behaviors that you can do every day and every week to be successful.

Summer Solomonsen is CLO at Grovo, Sandler's new Microlearning partner. Grovo and Sandler have partnered to deliver the world-famous Sandler Selling System in Grovo's proven Microlearning format. Sandler will also be offering Grovo's massive Microlearning collections for leadership, management, modern compliance, and professional skills as part of our online offerings.

Eric Warner talks about the attitude, behaviors, and techniques that drive client success. Learn how to improve your client retention, drive more cross-sells and upsells, and grow your business by helping your clients succeed.

Brian Sullivan, VP of Enterprise Selling, and Mike Montague, VP of Online Learning discuss the challenges of selling into large organizations and how to overcome them in this Facebook Live session.

Gwen’s closing rate wasn’t looking good; she had missed quota for three consecutive quarters. She asked her manager Eileen for a little help in figuring out what she could do to improve. Among the questions Eileen asked during their one-on-one meeting was this one: “Can I take a look at your proposals?”

Chris Lewis is the CEO and Founder of LEWIS, one of the world's largest private communication companies. He joins us to talk about his new book and the attitude, behaviors, and techniques of top performing leaders in the new century. Learn how to succeed at leadership in the 21st century.