Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

The Gift of Desperation

By Brian Jackson / March 5, 2021

In the world of Sandler selling, “Pain” is a compelling emotional reason to do something different.

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How to Succeed at Fund Development for Non-Profits [PODCAST]

By Sandler Training / March 5, 2021

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits.

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Consider the Context Before Using a Technique from Training

By Hamish Knox / March 5, 2021

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

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What We’re Missing While Our Prospect is Talking

By Hamish Knox / March 5, 2021

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

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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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How to Succeed at Video Selling [PODCAST]

By Sandler Training / February 22, 2021

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling.

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Sandler Research Center Asks the Question: Is This “New Normal” the Permanent “New Normal”?

By Tom Wilson / February 19, 2021

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

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‘Know Thyself’ to success!

By Markku Kauppinen / February 12, 2021

Who do we need to hire as a new employee…or better yet, when we hire new employees, how do we best develop them? How do we best lead them?

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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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Sandler Research Center: Leading from the Front in Challenging Times

By Sandler Training / February 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

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