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Professional Development

How to Succeed at Transitioning a Business to the Next Generation

Mike Crandall joins us to talk about the attitude, behaviors and techniques of transitioning the ownership of your business to the next generation of leaders. This is always a tough subject, but the future is coming and how you plan now will determine how bright that future will be. Learn how to succeed at transitioning your business to the next generation.

How to Succeed at Using the Thermometer Close

David Mattson, President and CEO of Sandler, shares his thoughts about using the Thermometer Close. Learn the attitudes, behaviors, and techniques of top performers, who can gauge the pace and progress of their presentation with this simple Sandler technique.

Four Ways to Set Yourself Up for a Productive Last Quarter

As we approach Q4, it’s important to identify the strategies that will help us to make sure we are on track to hit or exceed our sales goals by the end of the year. With that goal in mind, consider the following four steps, which can help you set yourself up for a great fourth quarter.

How to Succeed at Trade Shows

Tim Pattson is the TradeshowGuy. He is the author of Tradeshow Success, host of the TradeshowGuy Monday Morning Coffee podcast, and founder of TradeshowGuy Exhibits. He joins us to talk about the best practices for succeeding at trade shows.

Phone for business

Lori Logue, Manager of Customer Success at Evernote, talks about how Evernote business can help you share notes with Salesforce and collaborate across the sales and delivery teams. Learn the attitudes, behaviors, and techniques of successful notetaking in business.

how to succeed at organizational excellence

Dave Mattson shares his thoughts about the new Leadership for Organizational Excellence training program by Sandler. Learn the structure and methodology to create real, lasting, positive change in your organization.

presenting with impact

Are your sales presentations more like a Gettysburg Address or a Gettysburg Oration? Few people know that President Lincoln was actually the secondary speaker at Gettysburg. The program for the dedication of the Gettysburg Cemetery, four months after the famous 1863 battle, listed Dedicatory Remarks, by the President of the United States after Oration, by Hon. Edward Everett, the main speaker. 

how to succeed at perfecting your talk tracks

Dave Mattson, President and CEO of Sandler, shares his best practices for honing your talk tracks. Learn how to write, practice, and deliver your talk tracks for each part of the sales call.

How are you dealing with difficult people?

Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem to which he is over-reacting. We sigh and answer the phone — all while making the facial gestures of a person eating oysters for the first time in their life.

FOUR TIPS FOR SPEAKING WITH CONFIDENCE TO GAIN MORE BUSINESS

A lack of confidence when interacting with potential buyers is a sure way to sabotage a sales discussion. Here are four ways salespeople can improve upon their interpersonal skills and become more confident when dealing with prospects.