Sandler Blog

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

A Reason to Be Invited In

By John Rosso / July 14, 2021

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

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Eight Ways Salespeople Can Sell More by Listening More

By Mike Montague / July 2, 2021

Here are eight powerful strategies for more effective listening during conversations with prospects.

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Using the Infield Shift with DISC

By Brian Jackson / April 30, 2021

It’s baseball season, and here in Southern California, we have high hopes for our teams this season.

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How to Succeed at Sandler Rule #24: Product Knowledge Can Be Intimidating When Used at the Wrong Time [PODCAST]

By Sandler Training / June 22, 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. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated…

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Are Salespeople Really Decision Makers?

By Sandler Training / May 28, 2020

Over the years, we’ve worked with a lot of fantastic and skilled salespeople who really work at their craft.

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How Sales Professionals Can Provide Value Even in an Automated Landscape

By Dave Mattson / March 3, 2020

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”? We say no. AI…

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How to Succeed at Creating a Sales Playbook [Podcast]

By Sandler Training / December 27, 2019

Give our podcast a listen to learn the right steps you need to take in order to create a sales playbook for your team.

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It’s A Sales World

By Brad McDonald / August 24, 2017

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their…

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Bring Up the Problem Before the Prospect Does

By Mike Montague / December 8, 2016

Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your…

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Pursuit Navigator – Early Exit or Early Acceleration

By Brian Sullivan / June 2, 2016

As sales managers, we’re all familiar with the conversation. One of your sales reps is making the case to pursue an opportunity and you question why. “It’s a big deal” is the response, “It’s right in our power swing”. Or perhaps, with candor entering the room, “I really need to win this”. And these are…

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