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RECENT PRESS & MEDIA
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.
[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.
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.
We know all about team selling, don’t we? The entire selling organization pitching in to help win deals. In pursuing major account business, it’s a mandatory strategy. But what about the other side of large account pursuits – the other collaborative strategy?
[The Sales Evangelist]
Sellers get knocked down plenty of times, but sometimes failure is the greatest sales lesson. Brad McDonald works with Sandler Systems which has 250 franchises around the world that help businesses grow by improving their sales processes.
CEO of Sandler Systems, discusses his new book “The Success Cadence” and ways to unleash your organizations rapid growth culture. In today’s technology and data-driven business environment, it’s easy to lose sight of the most important aspect of success: people. And that’s what we’ll be exploring today. Listen for three action items you can use today to build and sustain an organization where people are both highly skilled and highly motivated.
Sandler Training’s CEO and President David Mattson has been named to SeoSamba’s Top 100 Global Influencers in Franchising list includes the most influential characters in the franchise world, whose voices count more than most across various channels from traditional to social media.