Sandler Blog

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

How to Succeed at Trials and Demos [PODCAST]

By Sandler Training / August 3, 2021

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

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Aligning the Buying and Selling Teams in an Enterprise Sale Setting

By Mike Montague / July 27, 2021

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

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How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays

By Aaron Novak / July 15, 2021

There is clearly a limited supply of raw materials and finished goods around the world at the moment.

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ACTivation Nation – Selling to the “Amazon-ized” Buyer [PODCAST]

By Matt Benelli / June 9, 2021

It’s been said many times over the past year, that sales reps with skills learned through the inside sales or digital sales organizations are the ones that rose to the top during the pandemic.

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Will Sales Transformation of the Future be Virtual or Face-to-Face?

By Alex Kirby / June 2, 2021

Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization.

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Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment

By Dave Mattson / April 30, 2021

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

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Using the Infield Shift with DISC

By Brian Jackson / April 30, 2021

It’s baseball season, and here in Southern California, we have high hopes for our teams this season.

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ACTivation Nation – The New Era of Virtual Digital Sales Motion [PODCAST]

By Matt Benelli / April 22, 2021

Anneke Seley was trained by Oracle’s Larry Ellison, welcomed SalesForce’s Mark Benioff to the business world, and consulted for Steve Jobs. She’s been on the cutting edge of “modern selling’ for her entire career – one that started when she graduated from Stanford and joined Oracle as employee #12. Fast – forward to today, Anneke…

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Handling the “Best and Final Offer” Gambit

By Clint Babcock / April 22, 2021

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

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Consider the Context Before Using a Technique from Training

By Hamish Knox / March 5, 2021

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

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