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RECENT PRESS & MEDIA

Jan 25, 2020
Different Accounts Awaken Your Different Beasts
[Sales Pop]

In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase efficiency.

Dec 26, 2019
5 Tips for Sales Pitches on LinkedIn
[Advantages Magazine]

With more than 260 million monthly active users, according to Hootsuite, LinkedIn is one of the most effective B2B engagement tools available to entrepreneurs. By following these strategies, distributors can tap into the social platform to connect with decision makers and business leaders and ultimately strike deals.

Dec 12, 2019
Converting the High Percentage Deals
[Sales Pop]

As we know, selling’s a highly competitive business, not for the faint of heart. But we’ve been trained to follow the process and work smart. Plan, prospect, research and qualify. Identify and address prospect pains. And every day, battle other sales warriors doing the same things and seeking the same goals. No, it’s not for everybody.

Dec 05, 2019
The Success Cadence
[Blue Heron Journal]

Rapid growth operations are not just about new product development. Authors Mattson, Schodorf and Fanelli speak to the new, energized marketing and sales people needed to make the other side of growth work. Two of their most useful aids in this innovation book are:

Nov 26, 2019
Retail Success in an Online World
[School for Startups]

Rob Fishman is an experienced Sandler trainer who plays an important role in Sandler’s worldwide organization. He currently heads a Sandler Training Center on Long Island, New York. As an experienced business owner, Rob brings a lot of real world lessons learned to his training, coaching & consulting.

Nov 13, 2019
Salespeople: Enter Your “Judgment-Free” Zone
[HR.com]

Do you consistently create a “judgment-free” zone in your initial contacts with prospective buyers? Don’t be embarrassed if the answer is “no.” It takes some practice. My parents often said, “You cannot, a second time, make a good first impression.” These wise words are worth bearing in mind for two reasons: we only get one chance to make a good first impression… and by the same token, we may sometimes make up our minds about other people so quickly that we miss important information.

Nov 12, 2019
Businesses Aren’t Binary So Stop Seeking Binary Solutions
[CEO World Magazine]

Humans are lazy, impatient and afraid of change, which enabled us to build the cities and societies we enjoy today; however, those hard-wired attributes often cause those of us in business to reach for binary solutions to non-binary problems.

Nov 01, 2019
The Black Boxes of Lost Deals
[Top Sales Magazine]

In selling to and serving major accounts, long term relationships involve streams of transactions over time with many different types of opportunities and pursuits. And regardless of the effectiveness of your sales model, the cruel truth is that losing happens.

Oct 26, 2019
Brainstorming the Problems and the Opportunities!
[Sales Pop]

We’re all familiar with brainstorming and its many forms. The collaborative process of creatively solving problems is generally credited to Alex Osborn, a US advertising executive. His book, Applied Imagination, detailed the teaming approach that he used to win business with firms like GE, Chrysler and DuPont. He figured out that in dealing with the multitude of problems in such major accounts, a process could be a huge competitive advantage.

Oct 14, 2019
3 Ways To Improve Your Sales Team’s Talent Acquisition Plan
[HR.com]

A sales team’s working culture is all-important … and a positive working culture lives or dies with the sales team’s talent acquisition model. Motivated, capable people are the single most important strategic resource for sales leaders, and by extension for the organizations they serve. Most companies don’t have a viable plan for attracting such salespeople.

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