Sandler Blog

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

Five Ways to Drive Strategy into Your Team’s Opportunities

By Rob Yoho / May 28, 2020

In my career I’ve seen many leaders with this challenge and sometimes all they need is a little framework to help coach their people. I have broken down five steps to help transfer these skill sets.

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How to Succeed at Empowering Your People to Succeed Without You [Podcast]

By Sandler Training / May 31, 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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Enterprise Salespeople: Gather the Team!

By Brian Sullivan / May 24, 2019

Sometimes, even the best product needs a little help from the team to become a legend. The Xerox 914 Copier was introduced on live television in 1959 – many years before I arrived at The Big X, where I had the honor of starting my career in selling. The 914 was a singular product, a…

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How to Succeed at Avoiding the Drama Triangle [Podcast]

By Sandler Training / February 22, 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 Improving Your Team’s Performance

By Sandler Training / August 20, 2018

Dean Langfit, Sandler trainer from Akron, OH, talks about how to motivate, hold accountable, and coach your team. Learn the attitudes, behaviors, and techniques of today’s top managers. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all…

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How to Succeed at Creating a Role Play Culture

By Sandler Training / July 20, 2018

Dave Mattson shares his thoughts on sales leadership and how to build a culture of continuous improvement through role play. This Selling the Sandler Way take is a great listen before your next sales meeting. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management,…

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Rule #28: A Sales Meeting Is Your Sales Presentation

By Dave Mattson / October 18, 2017

Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here’s the bottom line, we want our sales meetings to be great, and we know they’re not. And sometimes they’re not because we’re running from one meeting, we thought we had about a 30-minute window to get…

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Rule #21: Empower Your People to Succeed Without You

By Dave Mattson / August 30, 2017

Rule number 21. Empower your people to succeed without you. Coaching creates wisdom. Now think about that for a second. Coaching is one of the four hats of leadership and you’re going to spend anywhere from 20 to 30 percent of your time as a coach. Here’s some basic rules. Number one, coaching isn’t telling.…

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Rule #19: Train Your Team

By Dave Mattson / August 16, 2017

Rule #19: Train Your Team. Make sure they get the skills necessary to do the job. Listen, leaders, training is one of the four hats of leadership. You’re going to spend anywhere from 20 to 30% of your time in your training function. Now, do I train less or more if I have experienced people?…

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Rule #5: Eliminate Miscommunication – The Sandler Rules for Sales Leaders

By Dave Mattson / May 11, 2017

Get The Sandler Rules for Sales Leaders in our online shop or purchase your Kindle version on Amazon. It is the definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Rule #5: Eliminate miscommunication. What was said? What was heard? Check before you respond. You know, every person has three recorders…

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