Sandler Blog

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

The Retail Champion’s Playbook

By Rob Fishman / January 9, 2020

Retail champions never stop asking themselves questions about how to improve the customer experience. The answers to these questions generate a unique playbook for your store that sets it apart from competitors.

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In Selling, Whose Year Should You Close Strong?

By Brian Sullivan / December 4, 2019

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong.

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In Major Account Relationships, Retention is not a Noun

By Brian Sullivan / November 26, 2019

And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits.

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Major Accounts: Will They Stay or Will They Go?

By Brian Sullivan / October 31, 2019

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. %

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Client Experience Creates Competitive Advantage

By Jonathan Farrington / September 25, 2019

We’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…

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Five Ways to Improve Communication with Current Customers

By Dave Mattson / September 10, 2019

As 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…

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7 Must-Ask Questions to Include on Your Next Customer Feedback Survey

By Dmitry Dragilev / April 4, 2019

This 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…

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Three Tips for Managing Client Relationships

By Dave Mattson / September 25, 2018

Have 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…

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How to Succeed at Creating Rapport

By Sandler Training / July 13, 2018

Sean 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…

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How to Succeed at Engaging with Gatekeepers

By Sandler Training / June 29, 2018

Learn 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…

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