Sandler Blog

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

How to Succeed at Dealing With Uncertainty [Podcast]

By Sandler Training / September 23, 2019

Mike Montague interviews James Abraham on How to Succeed at Dealing with Uncertainty. In this episode: What is VUCA and how do you deal with it? Attitudes to have and avoid in the face of uncertainty What leads to “freaking out” during times of volatility or uncertainty? How to create goals, plans, and actions to…

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How to Succeed at Navigating a Complicated Decision Process [Podcast]

By Sandler Training / May 27, 2019

John Rosso, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes. Get the best practices collected from around the world. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in…

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Sandler Enterprise Selling: Complex Decision Structures

By Sandler Training / March 20, 2019

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

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Video: Sandler Rule #36: Only Decision Makers Can Get Others to Make Decisions

By Sandler Training / September 27, 2010

As a salesperson, your objective is to get your prospect to make a decision. Obviously, a “yes, I will work with you” is better than a “no, thanks.” But even getting to that decision can be a chore for some. But in order to get to that final decision, the salesperson has to make some…

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The Streets Are Littered With Flat-headed Squirrels

By Sandler Training / April 28, 2010

Last week, I found myself trapped in a fast food restaurant. This restaurant boasts that they have served more than six billion. Still, the people in front of me seemed to be having a new experience; they simply could not decide between meal one and meal two. To call them indecisive would be an insult…

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Setting Sail

By Kevin Hallenbeck / April 27, 2010

With the great economic storm over the last year, many businesses wisely pulled back into safe harbors for a period of time. In fact, those that failed to make adjustments and continued their course were likely wiped out or at least seriously damaged. Unwise use of credit and perhaps a bit of bad luck has…

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