Sandler Blog
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We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. %
Read MoreWe’ve all read the estimates on how much more expensive it is to find new clients than it is to nurture and retain existing ones. One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well…
Read MoreAs sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five…
Read MoreThis articles gives you a quick overview of why customer feedback surveys matter, the top seven questions to ask, and survey best practices to get you started. Let’s state the obvious here: Your customer is your business and customer satisfaction is crucial to the success of your business. So how are you measuring customer satisfaction? If you’re like…
Read MoreHave you ever had the experience of landing a major client, someone who you thought would stay with you and your organization for the long term – and then, without warning, losing that important piece of business to the competition? And then having to ask yourself, “What just happened?” If you have, you’re not alone. This pattern…
Read MoreSean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects. The How to Succeed Podcast is a…
Read MoreLearn how to engage and partner with gatekeepers to get to more decision-makers. Sean Coyle is Sandler’s prospecting expert and host of the online course. In this episode, Sean talks about the attitudes, behaviors, and techniques of top sellers and how they interact with gatekeepers and admins. Enroll yourself in Sandler’s new No-Pressure Prospecting course…
Read MoreLearn how to do a simple five-part client satisfaction call using the RECON framework. Caroline Robinson, Sandler trainer from the UK, talks about checking in with your clients and getting on the same page. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and…
Read MoreCustomer relationships are the lifeblood of any sellers’ career. The ability to attract clients, build rapport, and start sales conversations ultimately determines the level of success that a salesperson will enjoy. You can be an extreme specialist who knows all the tricks of the trade, but without supplementing your knowledge with interpersonal communication skills, you’ll…
Read MoreThe more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year. Below, I have outlined the four main components for productive meetings and…
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