Sandler Blog

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

How to Succeed at Giftology [PODCAST]

By Sandler Training / June 30, 2021

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.

Read More

How to Succeed at Keeping Your Clients [PODCAST]

By Sandler Training / June 18, 2021

Mike Montague interviews Jeff Peek, an immigration attorney, on How to Succeed at Keeping Your Clients.

Read More

Salespeople: Have You Planted Your Garden?

By Colum Lundt / July 11, 2020

Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”

Read More

How to Succeed at Sandler Rule #11 – Money does grow on trees, referral trees

By Sandler Training / March 20, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Read More

How to Succeed at Getting More Referrals [PODCAST]

By Sandler Training / February 5, 2020

Mike Montague interviews John Rosso on How to Succeed at Getting More Referrals. In this episode they will answer, why are referrals so critical, how to create a well rounded prospecting plan, and so much more.

Read More

The “Problem” With Referral Selling

By Jonathan Farrington / August 23, 2019

We all understand that generally speaking referred prospects will accelerate through the sales pipeline at a much faster rate than other types of opportunities, and they will also be more receptive towards providing future referrals. Did you know that? 40% of salespeople are failing in their sales careers. 45% of all salespeople earn the average…

Read More

Getting More Referrals and Introductions [PODCAST]

By Sandler Training / September 29, 2017

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system. The Selling the Sandler Way Podcast is brought…

Read More

Non-Traditional Ways to Get More and Better Referrals [Podcast]

By Sandler Training / July 14, 2017

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Chuck Polin, a Sandler Trainer. Dave Mattson: We’re talking about the nontraditional ways to get better and more referrals. If you think about that, as professional salespeople and managers,…

Read More

How to Get More Referrals and Introductions

By John Rosso / July 14, 2016

Referrals and introductions should be central to building a quality pipeline for our business.  However, in my research, most of us are leaving up to 75% of the available referrals and introductions on the table. Most of us get referrals and introductions even if we do not ask! However, having a well-thought process and goals…

Read More

Earn Compound Interest on Every Call

By Dave Mattson / October 15, 2013

Everyone knows someone. Actually, everyone knows several someones. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you.…

Read More