Sandler Blog

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

Stroke, Struggle, Validate

Stroke, Struggle, Validate

By Donna Bak / May 9, 2017

There are three tools that are particularly effective and easy to use in making people feel good about themselves: stroke, struggle, and validate. You can use one, two, or all three of these tools in interactions with patients—it depends on the situation. A stroke is a small, genuine compliment (notice that it’s not gushing praise)…

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4 Physical & Mental Activities to Strengthen Your Leadership Skills

4 Physical & Mental Activities to Strengthen Your Leadership Skills

By Mike Montague / February 6, 2017

The best and fastest way to get a better team and better results is to become a better manager. Investing time, money, and energy into building your leadership skills can show a return-on-investment for the rest of your life. Here are four physical and mental things you can do to strengthen your leadership skills. Build…

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LinkedIn for Networking

LinkedIn for Networking

By Mike Montague / January 12, 2017

Any professional can benefit from a strong LinkedIn profile and plan, but if you are interested in expanding your network or cultivating prospects, a presence on the busy site is a must. This professional network is just too big to ignore; according to the social media experts at MOZ, LinkedIn offers B2B businesses three times the…

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Are You an Effective Leader?

Are You an Effective Leader?

By Dave Mattson / January 10, 2017

What does it take to be an effective leader?  Do the skills that make you an effective manager—planning, organization, and communication—make you an effective leader? Or, does it take something else—something more? Management is mostly about processes.  Leadership is mostly about behavior. Effective management relies on intellectual, analytical, and technical capacities.  Effective leadership relies on…

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Sales Professionals: What's Your New Year's Resolution?

Sales Professionals: What’s Your New Year’s Resolution?

By Dave Mattson / January 6, 2017

It’s that time of year again. During the month of January, we’re likely to make promises to ourselves about how we’re going to do better, how we’re going to shake things up in the year to come, how we’re going to make a positive, lasting change in our lives and our careers. All too often,…

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Take Charge of Life, One Decision at a Time

Take Charge of Life, One Decision at a Time

By Brad McDonald / January 3, 2017

A while back I spoke with a young salesman named Ted who lamented that he got too many think-it-overs and most of those vanished into thin air right after his best presentation.  In our discussion, I learned that Ted was recently engaged.  It took him two months to pick out the ring; he went to…

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Think Like an Entrepreneur to Advance Your Career

Think Like an Entrepreneur to Advance Your Career

By Koka Sexton / December 13, 2016

Today’s career market is not your parent’s version, and it’s light years from what your grandparents probably first faced in the 1950s. That’s because your professional brand image is just as important as your experience, education and your resume feathers. The modern job market is as much about brand development and awareness for the individual as it…

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Setting Goals for The New Year

Setting Goals for The New Year

By Brad McDonald / December 1, 2016

There is something nearly magical about this time of year.  No, it isn’t the snow globes, the gifts, or the brightly colored lawn ornaments.  It is the changing of the New Year.  One simple turn of the calendar page evokes the mental sensation of a fresh start.  We dreamily imagine ourselves eating healthier food, working…

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Manage More Effectively Now! Why Wait Until the End of the Year?

Manage More Effectively Now! Why Wait Until the End of the Year?

By Sandler Training / November 3, 2016

Most managers wait until the end of the year to reflect on their sales team’s accomplishments (as well as the roadblocks, speed bumps, and detours encountered), analyze their findings, and identify areas for improvement in the coming year. That’s a good strategy. But, why wait until the end of the year.  Following are five things…

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5 Key Skills of a Strategic Leader

5 Key Skills of a Strategic Leader

By Dave Mattson / October 25, 2016

As business organizations grow flatter and expectations on performance increase, leaders are expected to be both personal as well as far-sighted when it comes getting production from point A to point B, in addition to showing growth over the next five or ten years. To do that, five skills are absolutely necessary for consistent success…

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