Sales Process

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales.

Listen Time: 23 Minutes

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

Listen Time: 26 Minutes

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

Read Time: 10 Minutes

In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals. 

Read Time: 9 Minutes

Retail champions, the subject of my book RETAIL SUCCESS IN AN ONLINE WORLD, outlines not only how to connect with customers face-to-face but also a long-term engagement strategy for after the customer leaves the store. 

Read Time: 6 Minutes

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders.

Listen Time10 Minutes

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call it something else instead. 

Read Time: 4 Minutes 

Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time.

Read Time: 6 Minutes

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. In this episode, Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World.

Listen Time: 43 Minutes