Sandler Blog

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

Four Ways to Prospect More Effectively During the Holidays

By Dave Mattson / December 12, 2018

The end of the year is upon us! And contrary to popular belief, this is not necessarily a “dead” time in terms of business development and relationship-building for salespeople. Here are four simple strategies you can use right away to ramp up your prospecting performance during the holiday season. One: Reach out higher on the…

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How to Succeed at Teaching Your Prospects How to Buy from You

By Sandler Training / November 14, 2018

Al Simon, Sandler trainer, joins us to talk about the attitude, behaviors, and techniques of sales interactions. Learn the advantages and best practices of having a system for salespeople to follow and knowing your own sales gates. Learn how to lead and control the sales interaction and teach your buyer how to make the right…

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Q&A: Sandler and Grovo’s Partnership for Success

By Sandler Training / November 7, 2018

Sandler Training recently chose online learning leader Grovo as its exclusive partner to develop and deliver Microlearning modules based on Sandler’s renowned sales, management, and leadership training. Sandler will also be offering access to Grovo’s award-winning content library to Sandler clients via the Sandler Online portal. Grovo is a New York City-based technology and content…

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Selling into Large Organizations

By Sandler Training / November 1, 2018

Brian Sullivan, VP of Enterprise Selling, and Mike Montague, VP of Online Learning discuss the challenges of selling into large organizations and how to overcome them in this Facebook Live session.

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:30 or less: How to prepare your thirty-second commercial

By Dave Hiatt / October 2, 2018

Think about the last time someone asked you to tell them a little about yourself. Did you stumble? Did you regret how you answered? Did you miss an opportunity to fit in something important? Sandler Training advises that all professionals – especially salespeople – take time to craft their “thirty-second commercial.” Thirty-second commercials can be…

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How to Succeed Podcast: How to Succeed at Gauging the Prospects Interest

By Sandler Training / September 28, 2018

David Mattson, Sandler’s President and CEO, shares his thoughts about gauging the prospect’s motivation and interest. Learn the attitudes, behaviors, and techniques of top performers, who can uncover and qualify the prospect’s reasons for doing business. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales,…

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Prospecting Best Practices with Sean Coyle

By Sandler Training / September 27, 2018
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Using LinkedIn to Generate More Business in the Summer

By Mike Montague / July 19, 2018

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…

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What’s Your Strategy for Building Trust with Prospective Customers?

By Chip Reichhard / July 9, 2018

All things being equal, people tend to buy from people they like and trust.  All things being unequal, the same principle applies.  Three key things to understand: People who are like one another, tend to like one another. People who like one another, tend to trust one another. People tend to do business with people…

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Five Necessary Behaviors for Effective Prospecting

By Dave Mattson / June 25, 2018

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. Have a cookbook. Prospecting by itself tends to be the last thing that we want to do… with…

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