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RECENT NEWS & EVENTS
Listen In this series of interviews, my principle objective is to enjoy dialogue with genuine sales & marketing thought leaders. In particular, I am always keen to debate the future of professional selling because we have witnessed more advances in the past 5 years than in the previous fifty and we have no reason to suspect that the current rate of change will lose any of its momentum.
In selling, we work with logical account groupings for both clients and prospects, adding clarity and understanding to our efforts. In the animal kingdom, we group creatures into categories that provide scientific value. Learn as Brian Sullivan creates a connection through ones understanding of account differences in terms of traits and tendencies, which help build meaningful profiles for your accounts.
Selling is all about solving problems, and enterprise selling is about solving more complex problems for larger companies. Dave Mattson, CEO and President of Sandler Training and co-author of SANDLER ENTERPRISE SELLING: Winning, Growing, and Retaining Major Accounts, shares how to uncover customer pain points in Enterprise accounts on SellingPower’s blog.
As sales managers, we’re often approached by one of our reps, making the case to pursue an opportunity. “It’s a big deal”, shares the rep, “It’s right in our power swing”. Or we hear, “We’re really well-positioned” and sometimes the tantalizing, “It’s ours to lose”. Brian Sullivan, Vice President of Sandler Enterprise Selling at Sandler Training shares how an early exit or early acceleration can both be gifts for an organization and all of its stakeholders.
One of the most frustrating challenges sales teams face in selling into complex enterprise accounts is long, drawn-out sales cycles. How do selling organizations overcome this frustrating challenge of time while also increasing the likelihood of success? Brian Sullivan, Vice President of Sandler Enterprise Selling at Sandler Training shares his knowledge in Top Sales Magazine.