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[Enterprise Selling]

The Quarterly Business Review – It’s All About Value

In Sandler Enterprise Selling, we flip the model. We believe in Quarterly Value Reviews and a keen focus on twin themes – value delivered and value projected. And the message? It’s not about you – it’s about the client. And how they view the value you’ve delivered and the value they expect from you in the future.

[Enterprise Selling]

The True Impact of Sales Competition

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. But what do we see in much of the competitive analysis done today?

[Awards]

Awarded Top 20 Sales Training Company

[Training Industry] Sandler has received the prestigious Top 20 Sales Training Companies…

[Enterprise Selling]

Fingerprints to Success

Enterprise selling is defined in terms of the unique pains and challenges that organizations face in selling to and serving large enterprise accounts. At Sandler, we believe strongly in the power of pain. Our founder, David Sandler famously said, “No pain, no sale”.

[Enterprise Selling]

Practical Market, Territory and Account Planning

Off the Cuff Instant Interview Question:“What are some tips for doing practical market, territory and account planning?”  Brian Sullivan provides a high-level overview of a practice framework in five fundamental areas for sales planning to enterprise selling clients.

[Enterprise Selling]

Enterprise Accounts: Early Acceleration or Early Exit?

Your main decision in the initial stages is between early acceleration and early exit. And, practically speaking, there should be no gray area between the two. Stay or go? That’s the question. But how can you know?

[Enterprise Selling], [NEWS]

Enterprise Accounts – The Seeds of Growth

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth.

[Enterprise Selling]

In the Dark of the Night, Every Cat’s a Leopard

This old Indian saying provides great insight into enterprise selling because it reminds us how important it is to identify and understand the information that matters most about our key competitors.

[Enterprise Selling]

It’s About the Client

Often at the start of new business relationships, the sales rep explains a customer survey will be sent. What if that survey is filled with boilerplate categories that are not important to the client, yet the client may still provide ratings. Who learns from scores that have no relevance?

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The journey to success starts where you are, and it starts today!