Sandler Blog

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

How Much Did That Lead Cost You – Honestly?

By Jonathan Farrington / August 23, 2019

Here’s an interesting question for you: How much is it costing your company to generate one lead? Here’s another equally interesting question: How many leads does your company need to generate to create one sale? I have spent the past two weeks asking those two questions of friends, colleagues, fellow sales commentators, clients, and prospects…

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Tried & Tested Tips for Lead Generation

By Jonathan Farrington / August 23, 2019

Use of ‘Pareto Thinking’ is highly relevant and important when applied to sales people. For example, 20% of sales people’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead generation activities. Generating leads is an important sales activity that plants the seeds of growth for sustainable…

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Isn’t It Time We Re-Defined Selling?

By Jonathan Farrington / August 23, 2019

What we do know is that in today’s world of selling, there is less and less room for apprenticeship. Selling has become an exclusive club of highly skilled professionals, where product knowledge, time management skills, objection-handling, cold calling techniques, and the ability to distinguish between features and benefits for instance, are the cost of membership,…

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3 Behavioral Mistakes Sellers Make When Prospecting

By Sandler Training / April 10, 2018

There are numerous components which determining a seller’s success. Near the top of this contributing-factor totem pole, is behavior. If an individual cannot execute proper behavior, they will struggle to find high levels of achievement. Behavior, the action we take towards our goals, is the blueprint for success in the sales world. Following through on…

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How to Succeed at Creating a Prospecting List

By Sandler Training / March 23, 2018

Chip Doyle, Sandler trainer from the UK, talks about the importance of having a prospecting list with Dave Mattson, President and CEO of Sandler Training. Successfully creating a qualified prospecting list does many wonderful things for your sales career. Learn how in this Selling the Sandler Way podcast. The How to Succeed Podcast is a…

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You Got the Lead. Now What?

By Evan Polin / February 8, 2018

Every salesperson dreams of getting good leads. But what are you supposed to do when you get one? Let’s assume Marketing has gone to the trouble of generating a hot lead for you. Now it’s your job to treat that lead with the respect it deserves, by maximizing the possibility of turning it into a…

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Rule #4: Become a Servant Leader – The Sandler Rules for Sales Leaders

By Dave Mattson / May 3, 2017

Rule #4: Become a servant leader. Put the needs of your team first. In today’s world, often times we’ve got to make sure that with all the things going on we’re ultimately judged based on is our team producing? You’re the leader. Senior Execs aren’t looking around saying; “Hey, person number one, person number three.”…

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