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Sandler in the Media


8 Lead Generation Strategies That Will Boost Your Sales

February 17, 2015 - by Jennifer Lonoff Schiff

How do you find and reach your target audience? Sales and digital marketing experts share their tips on the best ways to garner qualified sales leads.

Our own expert, Brian Sullivan, Vice President of Sandler Enterprise Selling, provides his valuable insight on how to find potential clients on LinkedIn.

How to Win Back Lost Customers

February 5, 2015 - by OpEd from Dave Mattson

Among the commonly accepted business precepts is the fact that retaining existing customers is far cheaper than winning new ones. So it makes a great deal of sense to make sure that you are keeping your current roster of clients happy.

4 Tips for Persuading People by Listening to Them

January 15, 2015 - by OpEd from Dave Mattson

The leader of any business must come to grips with the following reality: You are the product or service you are selling. For entrepreneurs, that means that you are selling all the time, including with “internal” audiences like staff, vendors and investors. Your goal is to transfer the confidence and conviction you have in your company to everyone in its orbit.

Sandler Training Announces Sandler Enterprise Selling

January, 2015

New Systematic Approach to Create Lasting Success in Selling to Enterprise Clients

Sandler Training, a leading provider of training for sales professionals worldwide, has been helping companies improve their sales processes for more than 40 years through its methodical approach to selling. Recognizing the unique challenges posed by selling to enterprise clients, Sandler has launched Sandler Enterprise Selling (SES), a strategic system that helps selling organizations win business with profitable enterprise clients, serve them effectively and expand the relationships over time. 

Sandler Enterprise Selling organizes the enterprise selling cycle around a six-stage, continuous process and provides tools throughout the stages to help organizations land, keep and grow long-term clients. 


Balancing act: Do you love your boss, or is he 'missing in action'?

September 22, 2014 - The Deseret News by Greg Kratz

Of all the relationships we build at work, the one we develop with our boss is perhaps the most unique and challenging — and, potentially, the most rewarding.
Anyone who has been in the "real world" for more than a couple of years has likely worked for both good and bad bosses. Through those experiences, we learn what kinds of managers motivate us, help us grow and lead us to do great things. We also discover what kinds of bosses drag us down, kill our productivity and eventually persuade us to look for something new.

To Build a Top-Performing Team, Keep Your Stars Happy and Your Bench Inspired

September 19, 2014 - by OpEd from Dave Mattson

With the NFL season now upon us, and our hopes high that our favorite team will be Super Bowl bound come early next year, it’s worth reminding ourselves that the most important part of determining how successful our team will be is by looking at who we currently have playing for us.

Leadership Report Card: Why Most Managers Don't Get an 'A'

September 15, 2014 - Business News Daily by Nicole Fallon

A July 2014 study conducted by business training organization Sandler Training and research firm Ipsos Public Affairs found that 40 percent of American workers would give their manager a "B" grade for overall management skills. Meanwhile, 24 percent of bosses received a "C," and a combined 14 percent were given a "D" or an "F" in this area on their hypothetical report cards.

Why Sales Professionals Will Never Go the Way of the Dinosaur

August 28, 2014 - by OpEd from Dave Mattson

We’ve reached the point where we barely use our cell phones for actual calls, and the number of devices that most entrepreneurs deem essential is at least three – a phone, a laptop and a tablet. Despite well-meaning advice that we shut down electronics in the name of sleep, nightstands across America double as charging stations and 24-hour points of connectivity.

Curing Mediocre Boss Syndrome

August 21, 2014 - Chief Learning Officer by Kate Everson

When it comes to management skills, a B grade in leadership is far from an A.

American companies are coming down with blah-boss fever, and the only thing that can cure it is better leadership development.

A May study commissioned by Sandler Training, a global training organization, showed that 40 percent of the 1,010 employees surveyed would give their bosses a “B” in leadership skills. Nearly a quarter gave their bosses a C, and 14 percent gave a D or F.

It seems like leaders have some work to do if they’re going to make the honor roll.

5 Simple Ways to be a Good Boss

July 31, 2014 - by Anne Fisher

Thrown into a management job you don’t feel ready for? Not to worry. Success in the role isn’t as complicated as you may think.

One more thought that might help: You mention that you think your team members can tell you’re “kind of faking it.” That’s not necessarily bad. A new survey of 1,010 employees by Sandler Training, whose coaches work mainly with small-to-medium-sized companies (like yours), says 80% agreed with the following statement: “My company expects managers to know how to lead and manage without providing them any formal training.”

How Would You Grade Your Boss?

July 29, 2014 - Interview with Wall Street Journal

Mathew Passey with the Wall Street Journal interviews Dave Mattson, CEO and President of Sandler Training. He discusses the report card most of us give our bosses. Overall, what are workers saying about their bosses? 

Sandler Training Launches Multi-Level Certification Program

July 17, 2014 - Sandler Training

Created to deepen the knowledge of the Sandler Selling System among Sandler participants, Sandler Certification is now available to all sales professionals engaged with Sandler Training.

Sandler Certification is an organized, step-by-step process focused on incremental growth and measurable results, covering subjects from Bonding and Rapport to Closing the Sale and beyond. Certification provides opportunities for Sandler sales professionals to continue their education and enhance their sales skills.

Designed for the sales professional to complete at their own pace, the Sandler Certification program is comprised of four levels that get progressively more challenging and require increasingly higher sales acumen.

4 Ways To Sell Yourself At Work and Get Ahead in Your Career

April 11, 2014 - by Dana Manciagli

In a country brimming with self-confidence, Americans are actually selling themselves short — especially in the workplace. In a recent survey from Sandler Training, four in five Americans believe that “selling yourself” is a key factor in getting ahead in life or business, but almost 62 percent of them spend an hour or less a day doing it.

It’s not because workers don’t believe in themselves, either: two of three workers surveyed say they have the utmost confidence in their selling abilities.

Sandler Training Named to Prestigious List of Top Sales Training Companies

February 27, 2014 -’s Top 20 Sales Training Companies

Industry publication releases 2014 results, recognizes Sandler five consecutive years.

One of the industry’s leading authorities on training recently announced its list of the Top 20 Sales Training Companies, a list that Sandler Training has topped for five consecutive years.’s Top 20 Sales Training Companies list focuses on companies that demonstrate growth and are recognized as leaders within the sales training space. Those recognized have a track record of providing excellent service across a diverse customer base while developing and employing innovative training methods.

Sandler Training was recognized for its impact on the sales training industry; innovation in the sales training market; company size and growth potential; breadth of service offering; strength of clients served and the company’s geographic reach.


10 Ways to Sell Your Best Ideas at Work

December 20, 2013 - by Anne Fisher

We've all heard that we're supposed to be marketing ourselves and our great notions, but how do you do that without coming across as a jerk?

Best Sales Pitches are Really About Listening

December 19, 2013 - Gannett/USA Today by Anita Bruzzese

Do you pay attention when you feel a team member is trying to “sell” you something? Or do you tune that person out? If you’re not receptive to the message, you’re not alone. “People get defensive when they detect the pitch. They feel like something is being forced on them,” says Steve Yastrow, author of the upcoming “Ditch the Pitch: The Art of Improvised Persuasion.”

How To Break Into Sales

November 3, 2013 - Talent Served by Bob Weinsten

Find out how to make yourself an attractive candidate.

Companies are Desperate for Experienced Salespeople, Part 4

October 31, 2013 - from the Sounding Off Blog by Bob Weinstein

Just as salespeople make their living persuading prospects to buy their products and services, companies expect candidates to apply that same energy and enthusiasm when selling themselves on job interviews. Companies are looking for high-potential candidates who are quick studies and have essential attributes of successful salespeople. 

Companies are Desperate for Experienced Salespeople, Part 1

October 31, 2013 - from the Sounding Off Blog by Bob Weinstein

Today, corporate decision makers are pulling their hair out trying to find competent salespeople.  The culprit, ironically, is technological innovation, the single factor responsible for changing the way we work, and that impact every facet of our lives, according to Dave Mattson, CEO and President of Sandler Training.

5 Methods To Manage Your Workload

October 24, 2013 - by Lou Carlozo

Evidence abounds that salespeople need more time than ever to keep their schedules straight. A new study by the American Psychological Association shows that more than half of employed adults check work messages at least once a day over the weekend (53 percent); before or after work during the week (52 percent); and even when they’re home sick (54 percent). Yet if we’re so tethered to the office, why does it take such heroic effort to get stuff done?


Selling Up and Out Selling to Render Your Competition Irrelevant

April 1, 2012 - by the Franchising World

Now, more than ever, companies need to render their competition irrelevant. One question that all leaders should be asking themselves is: “In this new world, how exactly can we achieve this?” The answer to the question lies in their ability to change their approach and successfully sell their differentiated offerings. 

Over recent years, many organizations have changed their buying process as a result of changes in the global economy and technological offerings. It is now time for these same organizations to recognize the need to change their selling process and encourage their sales force to get out of its comfort zones and learn new ways to succeed.

So what exactly has changed and how can businesses adapt to these changes?

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Sales, Leadership and Management

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