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.

Why Having A Strong Personal Brand Is No Longer An Option

By Dave Mattson / December 4, 2014

As a salesperson, here is something you probably already know: people don’t feel a strong connection with companies. So in this day and age, having a personal brand is no longer an option; it is a requirement. If people do not see you as a relatable individual and instead start viewing you as simply the voice…

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7 Essential Steps to Building a Winning Sales Team

By Dave Mattson / October 6, 2014

It’s a fact: most organizations need a killer sales force. Business development, marketing, must-have products or services – these are all essential to meaningful revenue growth. But your sales team is the heart of production. Your salespeople are the ones championing your offer and driving precious profit. Your team should be the best it can.…

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10 Management Skills that Make the Best Sales Managers Stand Out

By Dave Mattson / September 30, 2014

Managing a team of sales reps with various motivations and egos is no easy feat. And if you’re a sales manger, you know that it can be a complicated and sometimes challenging role that requires a number of management skills to be successful. At Sandler Training, we’ve discovered that highly effective sales managers possess a…

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12 telling signs that your new managers need training

By Dave Mattson / September 8, 2014

When you hire new managers, you are giving these individuals the opportunity to lead, supervise, mentor, and motivate others and their ability to do so makes a huge impact on your company’s overall success. Yet, too often, first-time managers are thrown into their new role with little to no management training. This can lead to poor management, consequently causing…

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What it means to be a top sales training company

By Dave Mattson / March 12, 2014

People make buying decisions emotionally and justify those decisions intellectually – Sandler Principle 6 There isn’t a day that goes by that I’m not reminded of this Principle and how it applies to our business at Sandler Training. Since 1967, we have been a part of the success path for thousands of businesses. Each year…

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How to Prepare for Departing Clients

By Dave Mattson / March 4, 2014

Nothing lasts forever, right? While it may seem pessimistic, having a plan for dealing with a client’s departure is sound advice when it comes to maintaining business and clients. We spend so much time building solid, trusting relationships with clients that it can come as quite a blow when news hits that your client contact…

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How Much Time Should You Put into Prospecting?

By Dave Mattson / December 18, 2013

The question is a bit of a puzzle. Ideally, there would be a reference book that lists, by industry, how much time you should invest in prospecting activities. Unfortunately, there’s no reference book. Why? How much time you invest will depend on the number of prospecting activities you plan, the nature of the activities, and…

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The 89-Cent Solution

By Dave Mattson / December 11, 2013

How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did? “I shoulda said…,” “I shoulda asked…,” “I shoulda…,” “I shoulda…,” “I shoulda…” You make a mental note of the shouldas…and then what?…

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The Toughest Prospect to Sell

By Dave Mattson / December 4, 2013

When is the toughest prospect to sell the easiest prospect to sell? Give up? The answer is simple: when you call on him. Some buyers acquire a reputation for being tough, overbearing, demanding—just plain impossible to deal with. And guess what? Salespeople stop calling on them. Why put themselves through the abuse? Why endure the…

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Use your thirty-second commercial in your LinkedIn® profile

By Dave Mattson / November 28, 2013

Prepare a digital version of your 30-Second Commercial…and include that text in your LinkedIn profile. (tweet this!) The main thing to remember about LinkedIn is this: It is a huge, never-ending, virtual networking event, and you have to be ready with the right response to “What do you do?” (tweet this!) Your 30–second commercial is…

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