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Archive for May, 2011

Don’t Let Your Seagull Become an Albatross

May 31st, 2011

Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up?

At Sandler, this is known as “painting seagulls in your prospect’s picture.” Unfortunately, your seagull can quickly turn into an albatross. (more…)


See How You Stack Up Against the Best

May 25th, 2011

Aberdeen Group recently conducted a study to find out exactly what methods, processes, and sales training practices yield the highest amounts of met quotas, customer loyalty, and overall generation of revenue. Utilizing empirical data collected from over 835 interviews and surveys with end-user organizations, Aberdeen Group developed an online assessment tool, enabling users to find out exactly what their strengths and weaknesses are in their sales training efforts.

Watch the video below to find out more about assessment tool, and click here to take the five to ten minute survey.


Finding That Compelling Reason – Part Two

May 9th, 2011

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible: (more…)