Sandler Blog

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

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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Just give me the project: I’m technically brilliant!

By Sandler Training / May 8, 2015

People from all walks of life can be technically brilliant and do a great job if someone would “just give them the project.” Many consultants become consultants because they believe they can provide a better product or service and make more money than if they stayed working for a company.  It’s great to dream big…

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Close the Sale or Close the File

By John Rosso / April 24, 2015

If you’ve heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy. “I need to confer with other managers here.” “I need more time to decide.” “Call me in about a month.” If you’re…

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