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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.

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 05, 2019
Team Buying – The Behavioral Secret
[Sales Pop]

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?

Jul 23, 2019
There’s Still Time
[Sales POP]

A midsummer night’s dream. Not Shakespeare’s, though, but the sales manager’s dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance.

Jun 26, 2019
Enterprise Selling: Herding Cats
[Sales POP]

The difference between selling to small and medium-sized firms and selling to enterprise accounts is similar to the difference between owning a cat and herding cats! Team selling needs to be more than just a tagline. It needs to be the way you do business.

Jun 23, 2019
Summer Sales Strategy
[Top Sales Magazine]

It’s summertime. Longer days and slower pace. Thoughts of vacation and holiday dance in your head as you revel in relaxation. And then, reality hits. You remember that you’re a sales manager and that summertime means simply that half of your year is gone.

Jun 14, 2019
No Happy Storybook Endings in Enterprise Selling
[Sales POP]

I hate to provide such a negative title for an article but I’m a big fan of being real, especially when it comes to selling, especially enterprise selling. We live in a task-driven world, highlighted by starts and stops, defined beginnings and defined endings. And we find comfort in the modularity of our lives, knowing when to enter and when to exit. It characterizes our days, our projects and even our lives from birth to death.

May 02, 2019
Two Sides to the Enterprise Selling Coin
[Sales POP]

I hear the question often. “What is Sandler Enterprise Selling?”. But first, a broader question must be considered. “What is enterprise selling itself?”. Indeed. At Sandler, we believe strongly in pain – the great motivator. “No pain, no sale” is one of our classic quotes. And in selling, while the focus is typically on the prospect’s pain, sales teams feel acute pains as well. So, we define enterprise selling in terms of the unique pains and challenges faced by organizations selling to large enterprise accounts versus small and medium-sized businesses – SMB’s. And while many pains apply, our focus is on those we believe cause the most grief.

May 01, 2019
T.S. Eliot and the Enterprise Selling Secret
[Top Sales Magazine]

After graduating from college, I embarked on a long summer of training in the famous Professional Selling Skills (PSS) program, SPIN and other powerful Xerox material. At summer’s end, I was off to sales training’s global mecca, Xerox’s International Training Center in Leesburg VA. Upon arrival, I faced the ultimate sales test, the passing of which would earn me the right to stay for the world’s best sales training program. For the unfortunate ones, failure sent you packing, literally and immediately, back to your Xerox home branch to face shame and often termination.

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