Sandler Blog
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Getting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”
Read MoreAbout six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.
Read MoreIf your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?
Read MoreLulls in conversations are not bad, and there is no reason for you to fill them in.
Read MorePeople in pain want relief; don’t get in their way of getting relief.
Read MoreNever assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.
Read MoreEither you are in the race as a runner who passes the baton or you are a spectator. If you are in the stands watching, is there any possible way you can be on the winning team? Medals are not handed out to spectators.
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