Sandler Blog

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

Grow the Sales Division – By Improving Your Talent Pipeline

By Colum Lundt / November 6, 2020

Quick quiz for sales leaders: Over the past three working days, how many total hours did you devote to expanding your pipeline of qualified sales applicants?

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Sandler Research Center Report: Pipeline Health

By Tom Wilson / October 15, 2020

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in…

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It’s Time for a New Level of Realism

By Jonathan Farrington / June 1, 2020

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

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How to Succeed at Creating a Proactive Social Selling Plan [Podcast]

By Sandler Training / November 8, 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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How to Succeed at Managing Your Pipeline [Podcast]

By Sandler Training / February 4, 2019

Dave Trapani, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at managing your pipeline. Get the best practices collected from around the world. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service…

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Three Prospecting Best Practices to Close Out the Year Strong

By Dave Mattson / November 20, 2018

There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31? Let’s take it as a given that a) time is precious, and b) how you choose to…

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How to Succeed at Emptying Your Pipeline

By Sandler Training / June 22, 2018

Learn 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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Managing Your Sales Pipeline [PODCAST]

By Sandler Training / October 13, 2017

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system. The Selling the Sandler Way Podcast is brought…

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Utilize the Holiday Season to Build More Connections

By Sandler Training / November 21, 2016

Once Thanksgiving rolls around, many of us sales people feel fat and happy, and decide to pull off the throttle and take some down time. After all, nobody really wants to talk to sales people, make decisions, or think about expenditures. Right? Wrong! The little known secret is that the holiday season is a fantastic…

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Build a Smarter Sales Pipeline with ABATS

By Hamish Knox / February 27, 2014

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing. In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role…

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