Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

How to Achieve Sustained Sales Growth

By Jonathan Farrington / April 12, 2020

In his book, Fundamentals of Selling, Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson.

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How High Is Your “Customer Turnover”?

By Jonathan Farrington / April 11, 2020

It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about “customer turnover.” It is almost as if it’s a taboo subject; that there is shame or embarrassment attached to it… Why? I suppose it is an admission of failure.

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Leader, My Leader: Do You Inspire “Willing Action?”

By Jonathan Farrington / April 10, 2020

Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that.

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Activity Based Planning Leads to More Consistent Results

By Jonathan Farrington / April 9, 2020

Although the debate has been raging since someone first sold something to someone else, it is my personal belief that selling is both an art and a science.

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Today, Selling is Neither an Art or a Science – It is Both

By Jonathan Farrington / April 2, 2020

The dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past yet attach increasing importance to staff development.

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You Cannot Manage What You Don’t Understand

By Jonathan Farrington / January 23, 2020

Even companies that enjoy the luxury of representing a line of clearly superior products realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and, of course, the competition.

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Are You Up to the Challenge of Change?

By Jonathan Farrington / January 23, 2020

Becoming a strategic and consultative Sales Superstar requires significant changes to your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe.

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The Secrets of Inspirational Leadership

By Jonathan Farrington / January 23, 2020

An inspired and motivated workforce is essential for any business that hopes to stay ahead of the competition. But just how do you motivate people? What kind of leadership do people respond to? And how can you improve the quality of leadership in your business?

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