Sandler Blog

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

Pre-Call Planning for the Virtual Sales Landscape

By Mike Montague / September 25, 2020

We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling.

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Gold Medal Selling

By Sandler Training / May 7, 2020

Learn the ten sales “muscles” that the most successful salespeople condition over time … and keep conditioning.

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21st Century Ride-Along

By Sandler Training / February 27, 2020

Learn how to avoid the most common mistakes and deliver the greatest possible value by sitting in on sales calls.

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How to Succeed at Doing Touch Calls

By Sandler Training / August 17, 2018

David Mattson, President and CEO of Sandler Training, shares a quick audio blog about touch calls. How do you keep in touch and check in with your prospects and clients? Learn the top strategies for checking in and how to conduct a touch call that moves the sales process forward. The How to Succeed Podcast…

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Creating Equal Business Stature in Your Sales Calls

By Sandler Training / January 19, 2018

By Sandler Training in Sales Process 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…

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Recovering from a Bad Sales Call

By Sandler Training / December 8, 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…

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Rule #10: Treat the Job Interview as a Sales Call

By Dave Mattson / June 14, 2017

Get The Sandler Rules for Sales Leaders in our online shop or purchase your Kindle version on Amazon. It is the definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Rule #10: Treat the job interview as a sales call, which means it’s your job to disqualify. You want your salespeople…

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The Three Truths in Every Sales Call

By Hamish Knox / November 9, 2012

Ask most salespeople to describe the purpose of each interaction with a prospect and they’ll probably say something like: “close ’em” “build the relationship” “educate them” “solve their problems” All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What’s uncomfortable about getting the truth in…

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