Sandler Research Center

Capturing opinions and perceptions regarding today’s most impactful selling issues.

Research Reports

Sandler serves sales leaders who continuously wrestle with challenging issues around performance, technology, and business development strategies.

Sales and Marketing Alignment

Sales and Marketing Alignment Remains a Major Challenge Close alignment between sales and marketing is potentially the greatest opportunity for improving business performance today. Yet at most organizations, sales and marketing are still working in separate silos, and are often working at cross purposes. Only 10% of organizations surveyed reported satisfactory alignment and optimally effective…

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What Buyers Want and How Buyers Work-Sandler Research Center

What Buyers Want and How Buyers Work

It’s obvious that the pandemic forced the buyer/seller relationship online. The organizations that survived this transition and thrived are the ones who quickly adapted to fit this new world. The reality is that digitization was always going to happen – it has been anticipated for quite some time. COVID simply accelerated its arrival. Buyer’s Process…

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Overachieving Sales Performance-Sandler Research Center

The Essential Components for Sustaining Overachieving Sales Performance

Explore the dynamics of selling today, tomorrow, and into the future.

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Client Retention-Sandler Research Center

The Critical Elements of Proactive Client Retention

These are clearly challenging times for all of us and leaving aside the enormous anxiety over health issues for our loved ones, friends and colleagues, there are also the commercial issues.

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Hunt for New Clients-Sandler Research Center

The Hunt for New Clients

Do you have a clearly defined strategy that maximizes their sales function’s valuable selling time and minimizes the related costs?

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The Client Experience-Sandler Research Center

The Client Experience

Client experience is set to become one of the most important issues facing businesses in every market.

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Leading from the Front-Sandler Research Center

Leading from the Front in Challenging Times

Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management.

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The Research Center Library

The Sandler Research Center Library curates related articles from leading authorities. These articles both support the insights delivered by the Sandler Research Center’s analysis and application of the collected data and take a deeper dive into the data.

Jonathan Farrington

The Sandler Research Center is dedicated in the memory of its founding Director of Research, Jonathan Farrington. With Jonathan’s guidance and leadership, the Sandler Research Center has established itself as a leading sources of sales-centered research data and insights since its beginnings in 2019. Jonathan’s vision and input will be greatly missed and Sandler Training in indebted to him for his tireless support, insight and contributions.

Jonathan Farrington

Sales & Marketing Alignment

Sales and marketing alignment is a shared system of communication, strategy, and goals that enable marketing and sales to operate as a unified organization. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately, grow revenue. The alignment between sales and marketing is potentially the greatest opportunity for improving business performance today. When marketing and sales teams unite around a single revenue cycle, they dramatically improve marketing return on investment (ROI), sales productivity, and, most importantly, top-line growth. We invite you to participate in our survey as we study sales and marketing alignment. On completion, we will provide you complete results including recommendations and top takeaways. .