Developed by Sandler's experienced business experts, with a track record proven through almost half a million training hours per year with tens of thousands of clients around the world.
All too often, our sales teams do flounder. Why? One big reason is that there is no clear understanding of the multiple criteria that determine what constitutes a qualified lead at any given stage… and no clear understanding of what is needed to move an opportunity to the next stage.
Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.
Artificial Intelligence (AI) is reshaping everything, and sales is no exception.
As a sales professional, your job is to ask the buyer questions until you understand what is needed to close the gap between where they are and where they want to be.
We have seen eight habits consistently among high performers who fall into this special category. Implement all eight, and they will see you through an industry shakeout, a spike in inflation, a recession, a global pandemic, or any other challenge that may appear on your horizon.
Here are 11 essential best practices that will see you and your team through an industry shakeout, a spike in inflation, a recession, a global pandemic, or any other challenge that may show up on your horizon.
The 2022 Virtual Summit featured a host of critical, easy-to-implement takeaways that will help salespeople and sales leaders hit their revenue targets. Discover the best advice for sales professionals to grow your business, grow your people, and grow yourself.
Learn how to hook the attention of your buyers with what matters most, beginning a sales conversation that leads to more viable opportunities.
Build a scalable sales model positioned for growth that will allow them to ramp up revenue dramatically, without causing stress.
Learn tips for using the DISC assessment and knowledge of DISC profiles to elevate performance.
Learn tips for HIRING & RETAINING talent that can be easily implemented in virtual, in-person, or hybrid settings.
Sandler's customer success team shares some best practices to ensure that the new account relationship launches with a strong start from day one.
It’s hard to believe, we know, but the final quarter is almost here. Find out the 10 tried-and-true tips for finishing the year strong and positioning yourself for a profitable and productive year.
Sales leaders tell us they’re concerned about not having enough hours in the day to strategically plan out an approach, train the team on best practices, or debrief on the best and worst cases of a sales pitch.
Build a Tangible Success Plan! Once you define your goals, it's time to identify the specific behaviors and schedule that will get you to your goals.
Only the best sales reps can consistently navigate the "last mile" of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed.
The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists. Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now... and where he or she really wants to be.
Successful managers do more than "delegate" tasks. They meet revenue goals through planned coaching, mentoring, and motivation. In order to be effective and proficient in coaching, it takes planning, commitment, discipline, and patience.
These days, our first contact with a potential buyer may not be in a face to face setting or on a phone call, but via email. It’s not always obvious what we should do once we receive such an email message; often, the only thing we know about our prospect is the email address!
The prospecting landscape is littered with pitfalls and traps that claim many sellers. If you’re not careful, you may succumb to them as well. However, Sandler has developed a Success Triangle to help navigate this rocky terrain.
One of the most gratifying elements of a sales career is grounded in untapped potential. In a world where those with the strongest work ethic thrive, it can be summed up with a simple idiom. Naturally there are exceptions to every rule, but when you effectively structure your foundation with these six formulas, you're building your blueprint for success.
At its best, a dynamic learning culture can create a more satisfied sales team and more productive office. Providing your team with the tools and skills they need to succeed is the key to empowering and ensuring they can thrive in your organization.
Most people say that they want to be successful in life. They want to achieve their goals and feel content with their accomplishments. For countless people, however, understanding how to reach this success can sound complicated. There are nine key factors that can guide those interested in making a difference in their professional or personal lives that separate those who succeed from those who do not.
Every time you add more people, opportunities, or information to your pipeline from digital sources, you're employing this modern selling strategy. Social media and online marketing have quickly become the gold standard for prospecting. Ninety percent of top performing salespeople utilize social media as part of their approach.
LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales.
Part of your responsibility as a sales manager is to help your sales team become more effective salespeople. So, what can you do to improve your performance and be a better manager, mentor, and motivator?
An excellent manager will elevate or replace their salespeople until the team is excellent, from top to bottom. Find out the four things to consider when you’re looking for the next person to lead your team.
There are numerous opportunities each day to give — a helping hand, words of encouragement, advice and counsel. When you contribute to others, others contribute to you. Sandler’s five strategies will not only improve your life, but also the lives of those with whom you associate personally and professionally.
For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.
Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.
Your customer service team already has great relationships with your customers. But it’s important to reinforce that they ask the right questions, don’t provide too much "free consulting” and ultimately increase top line revenue.
Most technology salespeople rush the proposal stage without doing due diligence along the way to ensure success. Are you missing opportunities to shorten the sales cycle, increase close rates, and open doors to the actual decision makers?
Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First, you need to understand how selling to large corporations differs from the less complex world of selling to small and med-sized companies. It takes time, energy, commitment and money but the payoff can be huge.
This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts, prepared by the company that literally rewrote the book on selling.
Learn a new way of selling that puts the salesperson in control of the selling process.
While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit.
Social media can be a powerful networking tool, but do you know why and how you can take advantage of it?
Deliver the winning sales presentation and say goodbye to the traditional approach. Discover three important steps that will create a strong, productive impact with prospects during your presentation.
In the post-pandemic environment, learn to control the meeting and close the deal in both virtual and in-person settings.
Sales enablement and readiness technologies could be the solution you need to unleash the full potential of your team.
When an upturn from a crisis is likely to be fast, far-reaching, and decisive, discover what sales leaders can do to ensure their organization not only survives but emerges as one of the winners.
Having a systematized approach to selling is crucial for health care sales representatives, particularly when the medical world is evolving so quickly. The Sandler Selling System methodology creates sustainable success through real-world tactics for prospecting, qualifying, making the deal, closing the sale and generating referrals.
You’ll find you’re able to do a lot more business in a lot less time if you “work smarter, not harder” – and if you follow our tips for avoiding these common traps in the HVAC industry.
Many builders and remodelers don’t have a systematized approach to selling, but having one is crucial. Part of a methodical approach is to make referrals, which cost less to produce than other leads and close at a much higher rate, a key part of your prospecting process.
Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interviewing process.
The world of financial services brings with it challenges that are different than those experienced by people selling other products and services. Overcome these 4 obstacles to grow your financial planning clientele.
Collaborative teams create smoother customer experiences. Learn 6 steps to integrate your marketing & sales teams and improve company returns.
Learn how a few small adjustments to your meeting planning and execution tactics can bring an increase in focus and productivity.
This year, resolve not to fall into the summer slump with these 12 tips for staying motivated, creating your own opportunities and keeping the income flowing during the typical slowdown.
Customers hesitate to buy and put off making decisions during summer months, leading to low sales figures. After hearing “no” hundreds of times — or never hearing back at all — sales teams quickly lose motivation to keep selling during this period.