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Prospecting & Qualifying

Using LinkedIn to Generate More Business in the Summer

Summertime can be a difficult time for salespeople. Vacations, seasonal businesses, and other distractions can make it more challenging to get in touch with decision-makers. LinkedIn is a smart way to be more productive during these months. Of course, every great business deal requires a conversation. Using LinkedIn, you can make sure you have more of those conversations, have them with the right people, and have the best conversation possible.

What's your strategy for building trust with prospective clients?

All things being equal, people tend to buy from people they like and trust.  All things being unequal, the same principal applies. 

five necessary behaviors

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

Why Better Communication Skills Lead to More Sales Success

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

Get more leads

Learn how to measure and properly quantify your prospecting efforts with Sean Coyle, one of Sandler's top prospecting experts. Sean makes thousands of outbound dials each week with the help of ConnectandSell and he knows how to make each one count. Listen in as he discusses prospecting best practices with Dave Mattson, President and CEO of Sandler Training.

How to Succeed at Understanding Prospect's Motivation

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

3 behavioral mistakes sellers make when prospecting

There are numerous components which determining a seller’s success. Near the top of this contributing-factor totem pole, is behavior. If an individual cannot execute proper behavior, they will struggle to find high levels of achievement. Behavior, the action we take towards our goals, is the blueprint for success in the sales world. Following through on these plans, however, is easier said than done. A large contingent of the salespeople routinely makes the three mistakes listed below. 

How to succeed at creating a prospecting list

Chip Doyle, Sandler trainer from the UK, talks about the importance of having a prospecting list with Dave Mattson, President and CEO of Sandler Training. Successfully creating a qualified prospecting list does many wonderful things for your sales career. Learn how in this Selling the Sandler Way podcast.

How to Succeed at Managing Propsect's Emotions

Jim Barnoski, Sandler trainer, talks about how to manage the prospect's emotional reactions to the sales process. Often, talking about things like budget, the prospect's problems, or even the people involved in the buying decision will trigger negative emotions in your prospect. If you can't prevent or get rid of them, the prospect might get rid of you instead.

Four Social Selling Best Practices for 2018

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2018 than you did in 2017, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.