Selling to the Modern Buyer with the Sandler Rules

Sandler Advisor

The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all.


Selling to the Modern Buyer with the Sandler Rules

By Dave Mattson, President & CEO, Sandler

Learning and implementing these rules is far more effective, far more fulfilling, and far less stressful, than trying to manipulate buyers with scripts and scenarios.

The Sandler Rules for Sales Success

David Sandler challenged us all to think about our everyday interactions with buyers as being governed by a clear set of rules.

Is Setting a Vision Just for Big Companies?

By David Hiatt and Susan Sykes

The common belief that setting a vision is something only big companies do is a passion killer.

Five Simple Steps to a World Class Discovery Process

By Mike Montague, Director of Community Engagement

Here are five strategies we share with our clients that set up a world-class discovery process. How many can you build into your sales process?

Effective Sales Coaching with the Sandler Success Triangle

By Bill Bartlett, EVP of Franchise, Sandler

The salesperson must have a clear understanding of the top 10 behaviors that must consistently be performed on a daily, weekly, and monthly basis, executed with unconditional commitment.

What is Unrecognized Pain in the Qualification Process?

Recently we sat down with Sandler trainer, author and thought leader Jody Williamson to discuss the best practices in discovery for professional salespeople.