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Strategic Selling Using the Sandler Submarine

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

How to Succeed at Improving Your Self-Concept

Susan Sykes talks about the attitude, behaviors, and techniques needed to be more successful and improve your self-concept. Learn whether attitude or behavior plays a bigger part in your self-esteem and what to do about it.

Approaches to Collecting Late Payment

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Market Your Way To Success

Here is a 5 step TOTAL marketing process to design, plan, act on and measure your marketing program this year.

Five Questions to Ask when Looking for a Mentor

In my career, I’ve been both a mentor and a mentee. I know how important both sides of this relationship are, and what elements are necessary to be successful from both perspectives. Earlier in my career, I went through many mentors and felt that some were more beneficial to my growth than others. Below I have outlined five questions you should ask to ensure you begin a successful relationship with a mentor.

How to Succeed at Creating a Sales Cookbook

Dan Stalp talks about how to set sales goals for the new year, and then back into a behavioral plan to achieve them. You will learn what you should measure, how to set realistic goals, and the techniques need to find success in creating a sales cookbook.

How do you define success?

If you were to go to the dictionary and look up the definition of the word “Success,” you’d be likely to find something like this:​ SUCCESS (n): the accomplishment of a desired aim or purpose.

4 Pitfalls to Avoid

It’s the first week of January. In your rearview mirror, you had a great sales year in 2017. Ahead of you is a brand-new chapter, full of possibility and promise. While it’s important to celebrate your recent successes and create a plan to be even better this year, don’t get ahead of yourself. All too often, salespeople get complacent after having a great fourth  quarter,  and take their foot off the gas as the new year rolls in. Starting small and avoiding common missteps is the best way to ensure success for yourself and your team.

Mike Jones, Sandler trainer from Ohio and new author of Selling in Manufacturing and Logistics, joins us to talk about the best practices for those industries. You will learn how to avoid wasting time in the bid process or responding to RFPs that you have no chance of winning. Mike talks about how to find, pursue and close the most profitable deals of your career.

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