Sandler Blog
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One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.
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The global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention.
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Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention.
Read More![The Critical Elements of Proactive Client Retention [PODCAST]](https://www.sandler.com/wp-content/uploads/2020/05/The-Critical-Elements-of-Proactive-Client-Retention-PODCAST-300x200.jpeg)
Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention.
Read More![Client Retention in a Crisis [PODCAST]](https://www.sandler.com/wp-content/uploads/2020/03/Client-Retention-in-a-Crisis-PODCAST-300x200.jpeg)
Bill and Brian discuss: Ways to follow best practices during these challenging times; Functioning and Communicating as a virtual team with clients to deliver value and meet deliverables expectations. Was to maintain client retention best practices in challenging times.
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We’ve all read the estimates on how much more expensive it is to find new clients than it is to nurture and retain existing ones. One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well…
Read MoreDavid Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his…
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Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Brian and Steve explore the scope of consulting initiatives and how to assess the value that different solutions can provide. Steve provides…
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Have you ever had the experience of landing a major client, someone who you thought would stay with you and your organization for the long term – and then, without warning, losing that important piece of business to the competition? And then having to ask yourself, “What just happened?” If you have, you’re not alone. This pattern…
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Getting started in sales, or increasing your success once you’ve established yourself, can be a very challenging task. One of the hardest parts of this process is securing leads. What’s even harder is ensuring those leads are qualified. To grow as a salesperson, mastering this aspect of your career is key. Below I have identified three…
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