Sandler Blog

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

Six Tips For Sales Leaders On More Effective Hiring

Six Tips For Sales Leaders On More Effective Hiring

By Dave Mattson / May 11, 2020

Hiring is one of the most important things we can do as a leader… and yet for many of the people we work with, it remains something of a blind spot.

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Beyond the Crisis - Sales Leaders Prepare for the New Normal

Beyond the Crisis: Sales Leaders Prepare for the “New Normal”

By Bill Morrison / May 6, 2020

During any crisis our instinct is to focus on the recent past, the ‘Old Normal’ and the immediate impact of the crisis itself. This fails to take into account the fact that the future is highly unlikely to be a return to business as usual but rather, a “New Normal.”

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Evaluating Your Total Market Opportunity During the New Normal Economy How Sales Leaders Can Plan With KARE

Evaluating Your Total Market Opportunity During the New Normal Economy: How Sales Leaders Can Plan With KARE

By Bill Morrison / May 6, 2020

The companies that emerge stronger from a crisis all share one common strength –their sales and leadership teams are willing and able to move beyond their existing comfort zones, look to where new opportunities lie, set new priorities, and create new action plans.

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Three Tips For Setting A Leadership Cadence For The Remote Sales Team

Three Tips For Setting A Leadership Cadence For The Remote Sales Team

By Dave Mattson / April 25, 2020

Here, then, are three tips that can help you become more successful as a sales leader in creating a predictable operational rhythm – a cadence – if you find yourself responsible for the performance of a remote sales team.

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Leader, My Leader: Do You Inspire “Willing Action?”

By Jonathan Farrington / April 10, 2020

Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that.

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How to Succeed at Sandler Rule #12 - Answer every question with a question

How to Succeed at Sandler Rule #12 – Answer every question with a question

By Sandler Training / March 27, 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.

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How to Succeed at Putting Profit First with Mike Michalowitz

How to Succeed at Putting Profit First with Mike Michalowitz

By Sandler Training / March 10, 2020

Mike Montague interviews Mike Michalowitz on How to Succeed at Putting Profit First.

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Exceed expectations

Five Tips for Effective Sales Leaders to Set Clear Expectations

By Dave Mattson / March 3, 2020

Setting clear expectations is an important part of any sales leader’s working day. Unfortunately, it’s something that doesn’t always happen as effectively or as consistently as we might like. Here are five simple steps you can take to get better at this critical part of the job. Eliminate the words “obvious” and “obviously” from your…

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Three Strategies that Will Improve Your Team’s Closing Numbers in 2020

Three Strategies that Will Improve Your Team’s Closing Numbers in 2020

By Mike Montague / February 5, 2020

It’s the start of a new year, with new goals, new challenges, and new opportunities. Each sales team is unique … but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? Here are three proven strategies to consider from the Sandler leadership playbook.

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