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Takeaways from the 2019 Sandler Sales and Leadership Summit

The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I’d like to share with you two takeaways, in particular, from this year’s Summit.

Read Time: 6 Minutes

Why Digital Prospecting Matters

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

Read Time: 6 Minutes

Sales Accountability: Accessing Analytics

Are you taking advantage of the Sales Accountability platform? Learn how to access and take advantage of your performance analytics available to you through the tool.

Watch Time: 5 Minutes

How to Succeed at Financial Services

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning. 

Listen Time: 28 Minutes

SalesAccountability

Keep, Attain, Recapture, Expand. Learn more about the concept of KARE in the heart of SalesAccountability!

Watch Time: 4 Minutes

Sales Leaders, Connect the Dots! How Motivation Plays into Goal Setting in 2019

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.

Read Time: 5 Minutes

Follow Through for the Commitment

One important principle that resonates with all the other elements of the Sandler system is “Follow Through.”

Read Time: 7 Minutes

The Future of Sales in 2019 (Part Two)

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders. 

Read Time: 5 Minutes.

How to Succeed at Understanding Sources of Leverage in Negotiation

Clint Babcock, Sandler trainer from Tampa, joins us to talk about the attitude, behaviors, and techniques of negotiations. Learn how to find, understand and use sources of leverage in your sales negotiations. Learn the advantages and disadvantages of salespeople in final negotiations.

How to Succeed at Growing Your Business without Peddling, Pushing, or Price-Cutting

Mike Montague shares his thoughts on business development in this special bonus episode. Learn the problems and challenges of traditional marketing, advertising, and sales approaches, and what to do about it. You will discover how to add people and opportunities to your sales and marketing funnels without peddling, pushing or price-cutting. Why resort to gimmicks, when you can be a professional business developer?