Sandler Blog

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

Why (and How) You Should Modernize Your Sales Process with Hybrid Selling

By Mike Montague / October 6, 2021

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.  

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How to Succeed at Trials and Demos [PODCAST]

By Sandler Training / August 3, 2021

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

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Aligning the Buying and Selling Teams in an Enterprise Sale Setting

By Mike Montague / July 27, 2021

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

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How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays

By Aaron Novak / July 15, 2021

There is clearly a limited supply of raw materials and finished goods around the world at the moment.

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Handling the “Best and Final Offer” Gambit

By Clint Babcock / April 22, 2021

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

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Consider the Context Before Using a Technique from Training

By Hamish Knox / March 5, 2021

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

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Leveraging Video to Make the Sale

By Mike Montague / March 5, 2021

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

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How to Succeed at Video Selling [PODCAST]

By Sandler Training / February 22, 2021

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling.

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Sandler Research Center Asks the Question: Is This “New Normal” the Permanent “New Normal”?

By Tom Wilson / February 19, 2021

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

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Four Ways to Maintain the Human Element of the Sales Process

By Mike Montague / February 12, 2021

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

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