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Effective Sales

How to Succeed at Using Middle-Ground Management

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 9 Minutes

How to Succeed at Avoiding the Dangers of Success

Welcome to the How to Succeed podcast, the show that helps you get to the top and stay there... This is How to Succeed at avoiding the dangers of success.

Listen Time: 16 Minutes

How to Succeed at Using Selective Hearing

Dave Mattson, President and CEO at Sandler, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world.

Listen Time: 5 Minutes

how to succeed at sales today

Brandon Bruce, Co-Founder of Cirrus Insight, joins the podcast to talk about the modern seller. How do you leverage technology and data to become a better seller?

how to succeed at marketing

Learn the attitudes, behaviors, and techniques for successful marketing from one of the leading experts. Douglas has read over 150 marketing books and interviewed the authors for his podcast. He shares his favorite lessons learned and takeaways to help us fill the sales funnel with qualified marketing leads.

How to succeed at negative reverse selling

Kevin Hallenbeck joins us to talk about the advanced Sandler technique of Negative Reverse Selling. Negative Reverse Selling combines reverse psychology with Sandler's questioning techniques. This is a very powerful, advanced strategy for getting to the truth in any conversation.

Six Selling Certainties

1) If your 30-Second Commercial doesn’t answer a prospect’s “What’s in it for me?” question, there will be nothing in it for you!

How to Succeed at Creating a Sales Cookbook

Dan Stalp talks about how to set sales goals for the new year, and then back into a behavioral plan to achieve them. You will learn what you should measure, how to set realistic goals, and the techniques need to find success in creating a sales cookbook.

how to succeed at getting to multiple decision-makers

Jody Williamson, Sandler trainer and author of the Contrarian Salesperson returns to the podcast to talk about the decision step and how to deal with influencing factors and additional decision-makers.

This quarter

Many salespeople are this time of year. When October, November, and December roll around, and you find yourself on edge because you’re a little (or maybe a lot) behind quota, please don’t do what most salespeople do. Don’t fall into the trap of thinking, “Well, it’s the end of Q4; let’s face it, that’s always a tough time of the year for me.”