Jim Marshall 
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.” That means asking the right questions—then asking more questions—until you fully understand your buyer’s needs in achieving their desired outcome. A recently published Sandler white … Read more
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 … Mother’s Day … Indy 500 … Memorial Day … Father’s Day (tick, tick, tick …). If you’re like some of us, you’re wondering where has … Read more
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 four steps that play out, predictably, regardless of industry or location. Buyers start talking, internally, about what they think they need. They share experiences about … Read more
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 – they create new “personal best” performance levels during potential down cycles in their business. How do they do it? In a new white paper, the … Read more
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 … Read more
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
