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.

Can You “Do Better”?

By Dave Mattson / March 29, 2016

Most people have one thing in common: the desire to “do better.” Of course, “doing better” means different things to different people. For some salespeople, it means closing more sales. For others, it means closing bigger sales. And there are salespeople for whom it means working less hard…or simply working less. What does it mean…

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Are You an Excellent Salesperson?

By Dave Mattson / March 24, 2016

What makes “excellent” salespeople excellent? What differentiates them from “average” salespeople? Is it attitude? Is it skill? Could it simply be luck? Are there identifiable characteristics that define excellent salespeople and set them apart from the rest of the pack?  Here are 4 characteristics of excellent salespeople: 1. Motivation. Average salespeople sell to live. They entered the selling profession, not due to…

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5 Ways You Will Sabotage Selling Opportunities

By Dave Mattson / March 15, 2016

1. You will fail to establish credibility during the initial phone call or meeting. The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?” If, in the first few minutes of conversation, you don’t…

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10 Defining Qualities that Separate Leaders from Managers

By Dave Mattson / March 8, 2016

The words “manager” and “leader” are often used interchangeably. But there’s a difference in these two roles, as well as the workplace environments they create and the results they elicit. In today’s blog post I will talk about the 10 defining leadership qualities that separate a leader from a manager. Put these best practices to…

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Why Can’t Everyone Be a Superstar?

By Dave Mattson / March 3, 2016

You might reason that with the appropriate education, training, direction, and encouragement, any one of your sales team members can become a top performer—a “superstar.” Is that true? It’s likely that everyone has the ability to improve. But not everyone will become a superstar, regardless of the resources and opportunities made available to them. Why?…

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How Expecting Success and Positive Thinking Can Transform Your Work Environment

By Dave Mattson / March 1, 2016

The dread of Monday morning and returning to work has become such a part of the average employee’s experience that the concept has become cliché. Working to change that seemingly universal expression of displeasure by creating a positive work environment has the power to not only improve the atmosphere, but also drive the business forward,…

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Will Your Strategic Plan Become a Strategic Failure?

By Dave Mattson / February 25, 2016

As the first quarter comes to an end, it’s appropriate to review your department goals and measure your progress. Will your sales team hit the quarterly benchmarks for your department’s strategic initiatives? Have they made significant headway? Or, have they fallen behind already? Many companies invest a significant amount of time and energy developing their…

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6 Ways to Make Employees Feel Appreciated

By Dave Mattson / February 23, 2016

Maybe your employees aren’t laying their heads on their desks, reading magazines during work hours, or calling in “cough cough” fake sick every Friday. Even without these obvious signs, they could still be disengaged with their jobs. According to a 2015 Gallup poll, 50.8% of U.S. employees were “not engaged” and an additional 17.2% were “actively…

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50 Sales Experts Share Sales Acceleration Secrets‬‬‬

By Dave Mattson / February 16, 2016

I’m going to be speaking with some of the brightest minds in the sales and marketing world at the Sales Acceleration Summit. We are sharing secrets in a rapid-fire series of online presentations on Wednesday, March 9th, 2016. Sign up here.  The purpose of the event is to bring successful authors, experts, and business leaders…

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This Year, Watch the Numbers…Manage the Behavior

By Dave Mattson / January 26, 2016

Many sales managers attempt to manage their salespeople by “managing” their numbers. They track the number of opportunities in the pipeline, the number of appointments booked, the number of proposals generated, the number of presentations scheduled, and the number of sales completed; then they hold the salespeople accountable for maintaining some predetermined levels. You can track…

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