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.
IN THIS ISSUE:
To Grow Your Organization, Grow Your People
By Dave Mattson, President & CEO, Sandler
All too often, the working assumption is that salespeople and sales leaders really don’t have to get any special training to do what they do. But does that way of looking at our people really make sense strategically?
Ghosted: The Ultimate Negotiating Challenge?
By Clint Babcock, Sandler Trainer
When you get stonewalled by an experienced negotiator, you find yourself having to deal with a period of unexplained silence following what seemed like a productive meeting, discussion, or exchange. Suddenly there’s simply no communication. What do you do?
Four Secrets for Customer Success
By The Sandler Customer Success Team
There could be many reasons why you are now leading the account. Whatever the circumstance, it’s now up to you to make the most of this opportunity.
Salespeople: Express Your Feelings Through Third-Party Stories
By David Mattson, President & CEO, Sandler
Too often, we become a pawn in someone else’s game, especially in negotiations. A great way to keep that from happening is to address the issue our gut is warning us about … by shifting into storyteller mode.
How to Succeed at Managing Your Pipeline
By Mike Montague, Director of Community Engagement
Dave Trapani, Sandler trainer, explains how to succeed with the attitudes, behaviors, and techniques needed to be more successful at managing your pipeline.
Sales Leadership in the Post-Pandemic Era
By Emily Reggia, Enterprise Associate Marketing Manager
We sat down with Lisa Ellis, Sandler’s Head of Product Management, for a discussion about the nature of modern sales leadership — and how Sandler supports leaders in this space.