Sandler Blog

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

How to Succeed at the First 30 Seconds of a Prospecting Call [Podcast]

By Sandler Training / November 25, 2019

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call.

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How to Succeed at Teaching Solid Techniques [Podcast]

By Sandler Training / September 13, 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 When You Have More Business Than You Can Handle

By Sandler Training / January 14, 2019

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It’s a good problem to have, but it can prevent you from selling more and growing. Get the best practices collected from around the world. The How to Succeed Podcast is…

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How to Succeed with Body Language

By Sandler Training / December 7, 2018

Hamish Knox, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful with body language. Get the best practices collected from around the world. Check out Hamish’s books Accountability the Sandler Way and Change the Sandler Way in our shop or on Amazon! The How to…

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How to Succeed at Overcoming Contractor Confusion

By Sandler Training / December 3, 2018

Ken Wissner, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in the contracting industry. Get the best practices collected from around the world. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service…

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How to Succeed at Selling Through an Internal Stakeholder

By Sandler Training / November 30, 2018

David Mattson, President and CEO of Sandler Training, talks about how to rehearse your pitch with a prospect so they can sell your solution internally. If you can’t be in an internal meeting, the next best thing is to have a white knight fighting on your behalf. Learn the best practices collected from over a thousand Sandler employees…

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How to Succeed at Role-Play Roulette

By tanyamckinley / November 27, 2018

John Fazio, Sandler trainer, and Mike Montage, VP of Online Learning, play a game of Role-Play Roulette. In this unusual episode and training exercise, John and Mike practice sales role-play situations in a fun and low-pressure environment. Learn how to laugh at yourself, learn your scripts, and practice high-pressure sales situations in low-pressure and hilarious…

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How to Succeed at Hospitality-Driven Thinking

By Sandler Training / November 26, 2018

Stephen J. Cloobeck is a self-made business leader with over 30 years of experience across every aspect of hospitality design, development, and deployment. As the original founder and former CEO and chairman of Diamond Resorts International – a business that grew to become one of the largest vacation ownership companies worldwide – Cloobeck made a…

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Do Multitalented Salespeople Help or Hinder Your Business?

By Sandler Training / October 18, 2018

Sales managers, would you rather have a team of multitalented salespeople…or a multitalented team of salespeople? No, that’s not a trick question. But, the answer may be a bit tricky. Multitalented salespeople can do a reasonably good job of performing a variety of selling activities—prospecting, analyzing opportunities, creating and delivering presentations, and providing customer follow-up. …

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How to Use Different Kinds of Questions to Improve Your Selling

By Dave Mattson / August 24, 2018

As a professional salesperson, you’re a business consultant. That means you get paid to uncover the very best answers to the most important questions — until you understand the prospect’s situation well enough to either offer a viable solution or walk away. To do that, you must ask questions with a clear purpose, questions that…

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