Sandler Blog

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

5 New Sales Prospecting Rules to Live By in the Social Selling Era

By Dave Mattson / April 24, 2015

The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to…

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23 Tips For Building A Powerful Personal Brand On LinkedIn

By Dave Mattson / December 10, 2014

Getting the most out of LinkedIn can be a difficult endeavor. To help you succeed in building an informative and powerful profile, we have compiled a list of the 23 most important personal branding tips to use on this social networking website. Follow these helpful rules to stay relevant and create a lasting impression on LinkedIn. 1. Use…

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Selling or telling. Are you really listening?

By Patrick Caroll / April 7, 2014

Have you ever talked yourself out of a sale? Selling is not about telling. It’s about helping the prospect relate to your product or service to the satisfaction of their wants and needs. It’s also about helping them discover needs of which they were previously unaware. How do you accomplish this? By asking thought-provoking questions…

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The 89-Cent Solution

By Dave Mattson / December 11, 2013

How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did? “I shoulda said…,” “I shoulda asked…,” “I shoulda…,” “I shoulda…,” “I shoulda…” You make a mental note of the shouldas…and then what?…

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The Toughest Prospect to Sell

By Dave Mattson / December 4, 2013

When is the toughest prospect to sell the easiest prospect to sell? Give up? The answer is simple: when you call on him. Some buyers acquire a reputation for being tough, overbearing, demanding—just plain impossible to deal with. And guess what? Salespeople stop calling on them. Why put themselves through the abuse? Why endure the…

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Hot off the presses…

By Dave Mattson / November 7, 2013

Hot off the presses…the Fall Edition of The Sandler Advisor. Click here to read. Please enjoy this newsletter excerpt, highlighting when and how to talk about moneywith a prospect. The Two-Minute CoachBy Howard Goldstein, Sandler Corporate Today’s question comes from Tracy, the owner of a graphics design company for which she does most of the selling. This is…

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All RFPs are not created equal

By Dave Mattson / September 12, 2013

Many salespeople believe that they should respond to all proposal requests that come across their desk where the scope of work falls within the capabilities of their companies. It’s easy to see the allure. Working on an opportunity that “fell out of the sky” is far more desirable than “beating the bushes” to turn up…

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By Sandler Training / December 14, 2012

Two weekends ago, I got to take my youngest daughter to a 4 year-old’s birthday party. I’d forgotten how elaborate some of these parties get, and this was a nice reminder. The parents of this little boy had hired an animal trainer to bring some critters and let the kids see them. The highlight of…

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Selling Isn’t Debate: Confessions of an Engineer in Sales.

By Chip Doyle / December 12, 2012

I used to be an engineer before I transferred into sales in 1988. I’m guessing you’ve heard jokes about engineers in sales. Accountants, contractors, PhD’s, and lawyers don’t have stellar reputations in sales, either. Yet these professions generally are an intelligent lot. They are quite skilled at what they do, since our daily lives may…

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OK, Not OK.

By Chip Doyle / November 27, 2012

The ABA Journal published a wonderful article about the legendary Texas lawyer “Racehorse” Haynes. In his very first jury trial, he accidentally stepped on a spittoon and fell to the floor in front of the judge and jury. After his client was later acquitted, he reasoned that it may have been because the jury felt…

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