Mike Montague

Mike Montague is a Sandler Certified trainer and the VP of Online Learning & Development for Sandler Training Home Office, where he is passionate about sharing the Sandler success principles and teaching the interpersonal communication skills needed to greatly improve your life and business.

Mike has entertained and educated people as a Sandler trainer, on-air radio personality for his local stations, and other live events. He is also an accomplished writer, contributing to the Sandler book, LinkedIn The Sandler Way, business magazines, and the Sandler Blog.

Contact Mike on LinkedIn or send him an email.

Aligning the Buying and Selling Teams in an Enterprise Sale Setting

By Mike Montague / July 27, 2021

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

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From “Customer Service” to Customer Success: Five Powerful Behaviors that Build Loyalty

By Mike Montague / July 14, 2021

Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships.

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Eight Ways Salespeople Can Sell More by Listening More

By Mike Montague / July 2, 2021

Here are eight powerful strategies for more effective listening during conversations with prospects.

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How to Stand Out When Prospecting Online

By Mike Montague / June 1, 2021

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem.

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Leveraging Video to Make the Sale

By Mike Montague / March 5, 2021

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

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Four Ways to Maintain the Human Element of the Sales Process

By Mike Montague / February 12, 2021

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

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How to Utilize Performance Metrics to Enhance Your Sales Process

By Mike Montague / December 18, 2020

Peter F. Drucker once famously observed that “What’s measured improves.” This is as true in the world of sales as it is in any other aspect of business. But for both salespeople and sales leaders, there are a few vitally important questions about performance metrics that often go unanswered.

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Pre-Call Planning for the Virtual Sales Landscape

By Mike Montague / September 25, 2020

We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling.

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Six Common Mistakes Salespeople Make When Using Videoconference Technology

By Mike Montague / April 10, 2020

Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option.

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Three Strategies that Will Improve Your Team’s Closing Numbers in 2020

By Mike Montague / February 5, 2020

It’s the start of a new year, with new goals, new challenges, and new opportunities. Each sales team is unique … but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? Here are three proven strategies to consider from the Sandler leadership playbook.

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