Sandler Blog

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

Post-Mortems Are Not the End, But Rather the Beginning

By Jonathan Farrington / March 24, 2021

Let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” I hear is that it was down to price, and when there is a very flat playing field where solutions and costings are identical, and there has been no opportunity to prove incremental value, this is indeed the case. The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box”

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Success Never Permeates Upwards!

By Jonathan Farrington / October 29, 2020

During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?”
I had the group whiteboard the exercise and brainstorm around it with some interesting results. For example:
Unsurprisingly, the finance orientated managers talked about healthy cash flow; strong financial foundations; low debtor days; controlled stock levels and robust management reporting systems.

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The Fine Art of Intuitive Management

By Jonathan Farrington / September 15, 2020

As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened – not unlike the way a master piano-tuner listens. He was using his well-trained ear to identify the slightest imperfection.

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The Present Is Understandably Occupying Most of Our Thoughts, But …

By Jonathan Farrington / September 14, 2020

As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it.

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“New Age” Selling Requires “New Age” Management

By Jonathan Farrington / July 15, 2020

Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a…

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How to Succeed at Becoming a Servant Leader

By Sandler Training / February 1, 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, as well as, the companion video 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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How to Succeed as a First Time Sales Manager

By Sandler Training / September 18, 2017

The 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:…

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Keeping Leads Warm: How Sales Managers Can Smooth the Handoff Between Marketing and Sales

Keeping Leads Warm: How Sales Managers Can Smooth the Handoff Between Marketing and Sales

By Dave Mattson / June 17, 2015

They say that time heals all wounds, but in the sales industry, time kills all deals. To keep leads warm, especially during notoriously cool selling months, sales managers need to create a smooth handoff between the marketing and sales teams. Expert sales managers understand that sales and marketing are interconnected. Leads may come into the…

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