What are your sales forecasts this year?

By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find,

Goal setting for top-producing salespeople in the New Year

Happy New Year! Here’s to a healthy, prosperous and productive 2024 for you, your family and your team. If you’re reading this article, chances are you’re already a successful business

Five Tips to Finish the Year Strong

As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months.

Thank you, Mr./Ms. Prospect

It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling

Fourth and Goal: How are you on your sales numbers?

If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season.

Back to School: Reviewing your sales team’s skill set

By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the

Great questions … (and when to ask them)

In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.”

Where did the time go?

New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby …

How well do you know your buyer’s journey?

For sellers of professional goods, and services, in today’s competitive business environment, it’s important to understand your buyer’s journey before they make a purchasing decision.   We find that there are

Habits of salespeople who thrive during times of economic uncertainty

Are we in the midst of – or are about to enter – a period of economic uncertainty? Who knows? But some high-achieving salespeople don’t just survive hard times –

Four big takeaways to grow your business

Every year, more than 1,000 of the world’s top sales, leadership and management professionals gather in Orlando for what we call the Sandler Sales & Leadership Summit, where we network,

Is your selling process aligned with your buyer’s journey?

What process do your buyers follow before deciding to buy?  Regardless of the person’s title, product, service or industry, we can map out a clear progression from the time a