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, share ideas, celebrate each other’s successes and participate in sessions led by top Sandler training professionals from the United States and around the world. The
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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 prospect is considering a purchase until the contract is signed and payment is made. The stages of the buyer’s journey that salespeople need to understand
Read More The first month of the year is a classic time for business owners, and sales professionals, to identify and focus on their most important personal, and professional, goals. We’ve noticed, though, that the goal-setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year, as
Read More The holiday season is already upon us and you might be wondering: “Where did 2022 go?” Maybe you and your company had a great year, blowing through your billing projections and setting revenue records. Or you might be asking yourself: “What went wrong and how do I prevent it from happening again?” But, before you
Read More If you’re in sales, sales management or business development, here’s a reality check for you: Are you counting on closing a deal or projecting income from an opportunity that isn’t fully qualified? Whenever we ask sales professionals this powerful question, we often hear an awkward silence in response. Sometimes that silence is because the person,
Read More For many organizations, and industries, the last quarter of the year is often considered the most important. It’s when budgets are met (or not), initiatives are decided upon and planning begins in earnest for the new year. Smart sellers know Q4 is when they can blow past their revenue goals, no matter how daunting they
Read More Does it bother you when prospects treat your specialized products, and services like a commodity? Are you tired of having to discount deals to win competitive situations? Salespeople generally don’t like talking about these things because it really hurts their pride—and deep down, it even makes them question the purpose of their existence, professionally speaking. For
Read More Well, here we are … The year is already halfway “in the books” and, if you’re like most business owners and sales professionals, you likely fall into one of three categories: • You’re having a great year so far and you, and your team, are really making it happen. • You’re not where you’d like
Read More Whether you are new in your role as a director of sales, or sales manager, or fancy yourself as an “old hand,” at my company, we believe there are five important skills a sales leader should develop over time to be successful: Be engaged. As the leader of your team, you’ve got to be engaged
Read More If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly hone your skills in an ever-demanding business development environment. For many professional sellers, the concepts, and ideas, to which they regularly adhere have been refined
Read More It’s the time of year when hope springs eternal, all 30 teams are undefeated, the weather is perpetually glorious and families are already thinking about summer vacation plans. It is an annual ritual for baseball players, and fans, dating back to the late 1800s, and, over all those decades, one thing remains constant: no matter
Read More If you’re a sports fan, you already know that “March Madness” refers to the annual NCAA single-elimination college basketball tournament. The month of March also signifies the arrival of a new season, Major League Baseball’s spring training and the promise of warmer weather just around the corner. It’s worth noting people also have used March Madness to
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