Sandler Blog

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

Why Digital Prospecting Matters

By Mike Jones and Ken Guest / February 26, 2019

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers. What do we mean by “cold calling?” Before the Internet, there were two…

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Digital Prospecting: The Least You Need to Do

By Mike Jones and Ken Guest / May 17, 2018

We’re sometimes asked what the bare minimum should be in terms of digital prospecting ability for an individual salesperson. Below, our list of five things we believe every salesperson, operating in any industry, should be able to do in terms of digital prospecting. If for some reason you can’t do this much right now, you should learn…

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