Sandler Blog

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

For Business Owners, Sales Training is More Important Than Professional Degrees

By Karl Graf / June 4, 2010

If a tree falls in the woods and no one hears it, does it make a sound? If a company has a great product or service but no one buys it, is it really great? I have seen so many business owners come through my door with a great product or service–they know it’s great…

Read More

In Sales, Winners Keep Score

By Will Crist / June 2, 2010

Last week, my clients and I were talking about how to respond to adversity. If you made it through that message and you still have your head up high and your eyes forward, you might be asking the question: “What do I do now?” When we say something like: “There are people who say there…

Read More

Sales Pros Have to Practice, Too

By Sandler Training / May 26, 2010

I like to golf but I am not a good golfer. About a month ago, I got out to play my first round of the season with a golf pro buddy of mine named Scott. As I hacked my way out of a sand trap and then putted for a 6 on a picturesque par…

Read More

Bad Movie Offers Great Sales Tips (Sorry, Burt Reynolds)

By Sandler Training / May 19, 2010

As a salesperson, I seem to take quite a few lessons from movies and some of the best lessons are in some of the worst movies. Most people think Burt Reynolds played only tough guy roles and the occasional slapstick comedy role. But one of the best sales lessons I have ever learned was from…

Read More

Stop Cold Calling!

By Sandler Training / May 15, 2010

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business. However, cold…

Read More

Becoming a Trusted Advisor (Not Just a Vendor)

By Sandler Training / May 14, 2010

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage…

Read More

Your Sales Team Controls Your Future: Lessons from the Recession

By Sandler Training / May 13, 2010

Growing up, I was raised by an optimist and a pessimist. My mom was probably the happiest, funniest, friendliest person you could ever meet. She made sure that I was raised with an altruistic mindset, wishing nothing but good for everybody and doing my best to help people out. As I started to learn and…

Read More

Selling With Sandler, Not Selling by Accident

By Sandler Training / May 10, 2010

Twenty years ago, when I was a young salesperson just starting out, I was fortunate enough to get sent to quite a bit of sales training. All of the training programs seemed to center around the “Three Big Steps to Selling.” The “Three Big Steps to Selling” are: Prospecting Presenting Closing In the presentation step,…

Read More

That’s Not My Monkey

By Sandler Training / April 30, 2010

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already…

Read More

That Ice-Cream Truck Music…

By Tim Roberts / April 29, 2010

Recently, I found myself absorbed with the notion of influence. I wondered aloud who the great influencers of our time are, then wondered further how each had reached their influential positions. A voice in the room, that of a top trusted advisor, shot back, “The number-one salesman in the world is a kid who wants…

Read More