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.” 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
Is a DBA the new MBA?
In the early 1900s, businesses were growing larger, and more complex, with more employees working in more varied divisions across more geographical boundaries. From this growth, demand for people who had training in managing business operations grew, which led to the creation, and demand, of the master of business administration degree. Today, knowledge is 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 … 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
What Twitter 2.0’s algorithm release means for your visibility
On March 31, Twitter open-sourced its algorithm. Elon Musk, chief executive officer of Twitter, delivered on his promise of transparency by being the first major social media platform to publish its engagement calculation formula. Whether you are or are not on Team Elon, you cannot deny his impact of changing the technological landscape of this
The etiquette of emotions in the workplace
Humans are a series of emotions, and habits. Our emotions can drive our commitment to well-serving habits and our habits can either quell, or enhance our emotional states in reaction, or response, to people and situations. What happens when emotions are presented at the office, on Zoom/Teams, or with clients, and colleagues in a way
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 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
The etiquette of graceful tardiness
While likely none of us want to be late, it happens. Kids, pets, traffic, distractions and more can keep us all from being on schedule and/or where we would like to be when we would like to be there. What to do? There’s no need to panic, lie or start rationalizing internally, or to others,
ChatGPT…a marketer’s friend or foe?
We are halfway through the third year since COVID-19 became a reality, and the virus has proved to have a lasting impact on the work environment. Organizations are currently facing historic challenges: an exhausted workforce, a competitive talent landscape and pressure to control costs. Many businesses are being cost-conscious in their marketing and choosing to
The etiquette of 2023 video meetings
We have been Zoom-ing and Teams-ing for years and while the frequency of these video meetings may have subsided since the height of the pandemic, the format is here to stay. People have “Zoom Room” fatigue and Teams Meeting “taxed-outed-ness.” So being intentional can keep the time to a minimum and maximize the technology
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 – 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
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, 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
The Etiquette of Enthusiasm
Have you ever had an idea so strong you felt like you could not wait to share it? It seems most of us will agree, publicly at least, that we don’t like a “Donnie Downer” (surely you can appreciate the reason we don’t say “Debbie Downer”…), and yet very rarely do we think our enthusiasm