Sandler Blog

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Selling through Storytelling

How to Succeed at Better Selling through Storytelling [PODCAST]

By Sandler Training / October 13, 2020

Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling.  Find John Livesay at:   In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,…

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How to Profit from Unsuccessful Sales Calls

By Dave Mattson / May 8, 2017

Planning on an economic rebound, companies in the U.S. and Canada are beginning to up their investments in new product and service introductions, according to a PricewaterhouseCoopers survey released in August. Businesses are also investing more in information technology and in marketing and sales promotion – That’s encouraging, especially since it should mean more purchases of…

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Why Creating Clarity is a Leader’s Most Important Task in 2015

Why Creating Clarity is a Leader’s Most Important Task in 2015

By Hamish Knox / January 6, 2015

A leader’s most important task is to create clarity for themselves and their organization. Without personal clarity life satisfaction decreases and complacency sets in. Without organizational clarity productivity suffers and turnover increases. Lack of personal clarity begins with a lack of clearly defined goals both short term and long term. We know that “I want…

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What Not to Do During a Sales Slump: Seven Deadly Sales Sins & How to Avoid Them

By Dave Mattson / September 9, 2010

As a tough economy lingers, many businesses find themselves stuck in a sales slump, and don’t know how to get out. As the CEO of Sandler Training, I’ve had the privilege of helping businesses with just that problem. Many businesses are paralyzed in today’s difficult environment. They don’t have a system for success or forget…

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Your Sales Team Controls Your Future: Lessons from the Recession

By Sandler Training / May 13, 2010

Growing up, I was raised by an optimist and a pessimist. My mom was probably the happiest, funniest, friendliest person you could ever meet. She made sure that I was raised with an altruistic mindset, wishing nothing but good for everybody and doing my best to help people out. As I started to learn and…

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Turn Bad Times to Your Benefit

By Dave Mattson / February 1, 2010

The end of summer’s gloomy retail sales figures, coming after two months of modest gains, are giving rise to considerable pessimism among sales professionals. While understandable, this pessimism is also, I believe, completely unwarranted but not for the reasons you might think.
 Yes, back-to-school sales at the big chain stores are rotten. The housing market…

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With Economy Recovering, Sales Professionals Can Start Climbing Again

By Dave Mattson / December 1, 2009

When the economy took a nosedive, most sales professionals quickly responded in one of two ways. There were those who lost confidence and basically hunkered down, hoping to wait out the recession. They adopted a “base camp” mentality, wanting only to hold onto what business they had until the weather cleared, and they could start…

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How to Lower Stress in Sales

By Dave Mattson / September 25, 2009

The rotten economy, if you haven’t noticed, may be taking a toll on your health. “Today’s economy is stressing people out, and stress has been linked to a number of illnesses-such as heart disease, high blood pressure and increased risk for cancer,” according to a new study in the July 15 issue of the American…

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