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.
As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.Read More
The 2020 Summit will be held March 4-6 at the Rosen Centre Hotel in Orlando, Florida. Here are three reasons you should book your slot today.Read More
Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center.Read More
Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge.Read More
In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,…Read More
As sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five…Read More
The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modelled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward. In this revolution, the sales organization’s…Read More
Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” At such…Read More
How effective are you at distinguishing your company from those you are competing against in the marketplace? Here’s a quick reality check. Suppose you were talking to your number one prospect. And suppose that person looked you in the eye and asked you, “Why should I buy from you?” What would you say? Would you…Read More