Sandler Blog
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Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You…
Read MoreIt’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about “customer turnover.” It is almost as if it’s a taboo subject; that there is shame or embarrassment attached to it… Why? I suppose it is an admission of failure.
Read MoreThe dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past yet attach increasing importance to staff development.
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As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.
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Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge.
Read MoreLearn how to keep a healthy and sustainable sales funnel. Ken Guest is a Sandler trainer and author of Selling in Manufacturing and Logistics. He talks about how to clear out the junk, keep deals moving, and close more sales with a healthy pipeline. Get Ken’s new book at Amazon or the Sandler Shop. The How…
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I never thought of the late, great baseball Hall of Famer Yogi Berra as much of an expert on sales and sales management. Then I came across this memorable quote attributed to the legendary Yankee catcher and manager: “If you don’t know where you’re going, you’ll wind up somewhere else.” Like a lot of powerful insights…
Read MoreIn this special audio blog, Mike Montague, our VP of Online Learning and Development, talks about how we structured five different types of online learning into Sandler Online. You will learn how each type is different and how they can help you get to the next level. The How to Succeed Podcast is a public…
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People have a comfort zone in which they prefer to operate. They may occasionally venture outside the boundary of their comfort zone, but typically only for brief periods. Acting in a manner different than what your comfort zone dictates may give rise to a realm of uncomfortable feelings like fear, doubt, anxiety, and even guilt.…
Read MoreThe How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession…
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