Sandler Blog

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

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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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

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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How to Succeed at Sandler Rule #4 – A decision not to make a decision is a decision [PODCAST]

By Sandler Training / February 5, 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 Business Networking [Podcast]

By Sandler Training / December 24, 2019

Listen to this episode to learn how to use your team wisely at networking events, the most appropriate attitudes and behaviors for networking, and how to qualify the people you meet.

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How to Succeed at Continuing Your Growth as a Sales Leader [Podcast]

By Sandler Training / December 13, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders.

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Winning Your Day With SalesAccountability

By Megan Courcy / September 18, 2019

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That’s fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?” All too often, the answer we hear back is “closing sales.”…

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How to Succeed at Sales Management Without Selling [Podcast]

By Sandler Training / September 16, 2019

Mike Montague interviews Kevin Kemerer on How to Succeed at Sales Management Without Selling.In this episode: Attitudes to have and avoid as a sales manager Why coaching your salespeople is so important How often should you meet with your team and what should you discuss? A need to be liked can hurt you You don’t…

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How to Succeed by Design [Podcast]

By Sandler Training / July 23, 2019

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success. Many people, when asked about their success, can’t pinpoint one thing that had the greatest impact on their success. Come learn how to…

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How to Succeed at Using Role Play to Create Muscle Memory [Podcast]

By Sandler Training / July 5, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his…

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