Sandler Blog

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

How to Succeed With Your 30-Second Commercial [PODCAST]

By Sandler Training / May 4, 2021

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial.

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The Don Quixote Approach to Opportunity Assessment

By Jonathan Farrington / July 13, 2019

It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a…

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How to Succeed at Selling in a Crowded Market [Podcast]

By Sandler Training / May 20, 2019

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. 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…

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Are You Too Busy to Close Sales?

By Dave Mattson / December 15, 2016

Having a big pipeline of “prospects” is typically seen as desirable.  The more prospects you put into the pipeline, the more will eventually emerge as customers.  At least that’s the theory. And the theory is partially true.  Some of the people you put in the pipeline will become customers.  The question is, “How many will…

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Four Social Selling Best Practices for 2016

By Mike Montague / January 22, 2016

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.  1. Change the Game. Most everyone still thinks of LinkedIn…

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Build a Smarter Sales Pipeline with ABATS

By Hamish Knox / February 27, 2014

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing. In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role…

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No mind reading

By Dave Mattson / September 20, 2013

Does this sound familiar to you? Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.” Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.” Prospect C reveals, “We…

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You Can’t Manage Time!

By Sandler Training / October 13, 2010

So much has been written in various sales training blogs about time management that you hardly have the time to read about it. There are numerous time management programs, processes and tools, and even with all this help, you still can’t manage time no matter how hard you try. There are 24 hours in a…

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