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.
If you’re like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That’s only natural.…Read More
Hidden in the uproar over Mark McGwire’s admission that he used steroids was a lesson for sales professionals. You might remember the moment, which has been replayed over and over: When McGwire hit his record-breaking homerun, Sammy Sosa-one of the Cardinal slugger’s opponents-raced in from the outfield to hug him. It “looked great on TV,”…Read More
We don’t ordinarily think of sales as one of the “helping professions,” but maybe we should. People tell their problems to psychologists and clergymen. They pour out their hearts to their neighborhood bartender. But they tell their troubles to sales professionals, too, so we should develop our “helping profession” skills. I have often noticed, when…Read More
The rotten economy, if you haven’t noticed, may be taking a toll on your health. “Today’s economy is stressing people out, and stress has been linked to a number of illnesses-such as heart disease, high blood pressure and increased risk for cancer,” according to a new study in the July 15 issue of the American…Read More
When it is time to hire new salespeople, hiring managers often just dig up an outdated job posting and add it to the “Careers” section of their website. Later, during the interviews, they are surprised at the lack of qualified salespeople seated on the other side of their desk. But to obtain great talent, you…Read More