Sandler Blog
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We know all about the importance of team selling, don’t we? It’s that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented. But what about the other side of the big deals? What about…
Read MoreAn interview with Chris O’Connel on How to Succeed in Starting Out in Sales. In this episode: What’s the challenge of starting out in sales? The mindset you need starting out You don’t always have to get that “yes” Some goals, plans, and actions to find success in sales How to start a cold call…
Read MoreBy Sandler Training in Self Development David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as…
Read MoreIn addition to the people in your company who deliver services and keep operations running, how much do you value the folks who bring in the most revenue, i.e. the top sales performers? Answering this question directly should be part of your overall business plan. If your sales compensation program is based on anything other…
Read MoreBy Sandler Training in Management & Leadership Sandler V.P. of Online Learning, Mike Montague, interviews Matt Pletzer on How to Succeed in Succession Planning. In this episode: Who will take care of my business when I retire? Most business owners don’t have a succession plan – do you? How to change the attitude of “my business isn’t worth anything if…
Read MoreIn sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. Account size also…
Read MoreBy Sandler Training in Management & Leadership David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers…
Read MoreBrian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors. In this episode: DISC basics and why it matters Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts How emotion gets in the way for the buying AND selling teams Danger of…
Read MoreIn selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals. In the enterprise world, team selling needs to be more than a slogan; it needs to…
Read MoreBy Sandler Training in Professional Development Don’t miss the new online course: Building a Bulletproof Business available at Sandler.com/bulletproofIn this episode CEO and President of Sandler, Dave Mattson, explains how blind spots hold us back, how to find them, and how to fix them to get your business where you want it to be. Everyone has blind spots and…
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