Sandler Blog

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

The “Superhero Syndrome” that Causes Sales Managers to Fail

By Peter Oliver / July 14, 2021

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

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ACTivation Nation – 20 years of experience or one year of experience 20 times [PODCAST]

By Matt Benelli / June 9, 2021

In sales, there are very different types of experience and as Frank Cespedes explains in his interview with ACTivation Nation host, Matt Benelli, “you better know what you’re going for.”

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ACTivation Nation – The New Era of Virtual Digital Sales Motion [PODCAST]

By Matt Benelli / April 22, 2021

Anneke Seley was trained by Oracle’s Larry Ellison, welcomed SalesForce’s Mark Benioff to the business world, and consulted for Steve Jobs. She’s been on the cutting edge of “modern selling’ for her entire career – one that started when she graduated from Stanford and joined Oracle as employee #12. Fast – forward to today, Anneke…

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ACTivation Nation – How to Think Like a Navy SEAL When Leading Your Sales Teams Critical Missions [PODCAST]

By Matt Benelli / April 9, 2021

Matt Benelli interviews Marty Strong, Marty is a retired Navy SEAL. He’s also CEO of LGS Management Group and author of the newly released book, Be Nimble – How the Creative Navy Seal Mindset Wins on the Battlefield and in Business.

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Sandler Research Center: Leading from the Front in Challenging Times

By Sandler Training / February 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

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How to Succeed at Keeping Your Financial House in Order [PODCAST]

By Sandler Training / February 10, 2021

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.

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ACTivation Nation – The Truth-Seeking Missile [PODCAST]

By Matt Benelli / December 18, 2020

Amit Bendov, the Co-Founder & CEO of Gong.io, joins the ACTivation Nation Podcast with the show’s host, Matt Benelli, to share how “the quarter from hell” sparked the idea that sometimes the information that we’re looking for in our CRM isn’t in the standard sales figures – such as the number of phone calls or…

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ACTivation Nation – Always be Onboarding [PODCAST]

By Matt Benelli / December 14, 2020

Gop Rao, the Chief Strategy and Marketing Officer of MindTickle joins the ACTivation Nation Podcast with the show’s host, Matt Benelli, to share more on the golden rule to always be on-boarding and the power in gamification of training and operations.

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Two-Minute Read: Leading An Organization For Optimal Revenue Results in 2021

By Dave Mattson / December 11, 2020

Here is our 120-second overview of three critical areas where we are seeing the most productive sales leaders set their teams up for success in 2021.

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Three Successful Business Development Strategies For Sales Leaders

By Dave Mattson / March 3, 2020

If you’re a sales leader, you are tasked with striking a delicate balance. Your job is not to sell for the members of your team – selling is what you hire, train, and retain good salespeople to do, after all. Yet your job is to help shape the business development strategies that make the most…

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