Professional Development

It’s the first week of January. In your rearview mirror, you had a great sales year in 2017. Ahead of you is a brand-new chapter, full of possibility and promise. While it’s important to celebrate your recent successes and create a plan to be even better this year, don’t get ahead of yourself. All too often, salespeople get complacent after having a great fourth  quarter,  and take their foot off the gas as the new year rolls in. Starting small and avoiding common missteps is the best way to ensure success for yourself and your team.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Clint Babcock talks about joining the right groups, getting your networking plan together, and other best practices for succeeding at business networking as part of your prospecting plan.

As a salesperson, it’s easy to get wrapped up in your clients’ work and forget to save time for your own planning. How do you ensure that you end the current year on a perfect note? It’s important to finish strong and finalize your business plan before the calendar turns. Below are three ways to seal a successful year and begin 2018 with a bang.

The end of the sales year is a time for reflecting, preparing, and, in some cases, a bit of rushing. As you race to meet or exceed the lofty goals you set for the year, a skill that ties into all three of these areas is overcoming objections. As you follow up with prospects and clients leading into the new year, it’s important to be prepared for their excuses and challenges, and ready to respond to them. Below are four ways to prepare for objections that you can put into practice today.

John Baldoni is the author of 12 books, including Lead with Purpose. He is also an executive coach and educator. You can find his work at JohnBaldoni.com.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

You’re a salesperson. You’ve just checked the wall calendar. You realize that the third quarter is officially over. A chill runs down your spine, because you know this means that you are 75% through the year and you haven't yet come close to the track you need to be on to achieve your yearly goals.

When you’re growing a small business, it’s important to put an emphasis on best utilizing the tools at your disposal. Regardless of your industry or experience, one of those tools should be social media. While there are endless uses for social media and I have previously discussed social selling tactics, below I have identified five tips that you can bring back to your business and begin to implement today for social media marketing.