Sandler Blog

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

Isn’t It Time We Re-Defined Selling?

By Jonathan Farrington / August 23, 2019

What we do know is that in today’s world of selling, there is less and less room for apprenticeship. Selling has become an exclusive club of highly skilled professionals, where product knowledge, time management skills, objection-handling, cold calling techniques, and the ability to distinguish between features and benefits for instance, are the cost of membership,…

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The “Problem” With Referral Selling

By Jonathan Farrington / August 23, 2019

We all understand that generally speaking referred prospects will accelerate through the sales pipeline at a much faster rate than other types of opportunities, and they will also be more receptive towards providing future referrals. Did you know that? 40% of salespeople are failing in their sales careers. 45% of all salespeople earn the average…

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Yes, But Can You Sell?

By Jonathan Farrington / July 24, 2019

Dear Jonathan, I am looking for some guidance, and I hope you can help me. We have just been presented with our sales results for Q1 to date, and for the fifth quarter running, I am going to miss quota – by quite a long way. In fact, only two of our team are over-achieving…

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Customer Retention: The Huge Gap Between Intention and Reality

By Jonathan Farrington / July 23, 2019

When it comes to looking after our customers, quite often there’s a gap – a huge gap – between theory and practice. There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. That chore is left…

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The Don Quixote Approach to Opportunity Assessment

By Jonathan Farrington / July 13, 2019

It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a…

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