Sandler Blog
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Have you ever noticed that the people in sales and the people in marketing often seem to be on the opposite sides of important discussions?
Read MoreMike Montague interviews Greg Rice on How to Succeed at Communicating More Effectively.
Read MoreCommunication is a key component for any successful sales team. And when sales teams work remotely, the need for excellent communication increases even more.
Read MoreAs sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five…
Read MoreWe know all about the importance of team selling, don’t we? It’s that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented. But what about the other side of the big deals? What about…
Read MoreDeliver the winning sales presentation.
Read MoreOne of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the “training” event is over and consider finished. Actually,…
Read MoreIn the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the…
Read MoreOf the corporate blind spots shared in The Road to Excellence, “not sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions…
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