Dave Mattson

David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in the North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe.

David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.

Sales Professionals: What is on the Horizon for 2021?

By Dave Mattson / October 13, 2020

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? After meeting with tens of thousands of sales professionals this year, we would…

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Four Ways to Utilize Data to Inform Your Sales Process

By Dave Mattson / August 28, 2020

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

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Three Tips For Retaining Great Salespeople This Summer

By Dave Mattson / July 31, 2020

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.

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Leaders: Avoid Overcorrecting in Response to a Crisis

By Dave Mattson / July 29, 2020

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.

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How to Create and Support a Learning Culture in Your Organization

By Dave Mattson / June 18, 2020

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization.

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5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople

By Dave Mattson / June 1, 2020

That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson.

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The Difference Between Managing and Coaching Your Salespeople

By Dave Mattson / May 28, 2020

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

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‘I Want to Establish Sandler as the First Place People Go When They Want Sustainable Results’

By Dave Mattson / May 13, 2020

[The Silicon Review] In today’s extremely competitive business environment, having any edge over the competition is advantageous. An empowered, effective sales leader is a crucial component in the success of any company or business. One of the most important tools that a company can have to ensure they stay one step ahead is a strong…

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The Critical Training and Development Priority for 2020

By Dave Mattson / May 11, 2020

[Training Industry] The business leaders I’ve spoken with recently have said that, in response to the global COVID-19 crisis, they are thinking a lot about protecting their people. They’re also thinking about protecting their organizations and, specifically, on identifying the best ways to hasten, and support, the recovery phase that will follow this challenging and…

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