Sales Success

The intensity of this time of year can make selling for a living feel a bit like the playoff season! Here’s three proven strategies you and your team can use to close more sales opportunities, set the right end-of-the-year game plan, and make the final “inning” of your team’s fiscal year pay off.

Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations looking to ramp up their selling and leadership skills.

The Sandler Summit is a powerful two-day hybrid event where successful business professionals across all industries learn, collaborate, and network.

Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

Mike Montague interviews Dave Mattson on How to Succeed at Scaling Sales Success.

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits.

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling. 

During any crisis our instinct is to focus on the recent past, the ‘Old Normal’ and the immediate impact of the crisis itself. This fails to take into account the fact that the future is highly unlikely to be a return to business as usual but rather, a “New Normal.”

And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Thanks to the global pandemic, salespeople across the country and around the world are now coming to terms with a sobering reality.

There’s been a lot of interest in recent months in the topic of sales enablement. What is it? Why does it matter? How does it work? And how can it benefit your organization?

In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business.

Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Dave Mattson, President and CEO of Sandler Training, interviews Chris Underwood, the most recent winner of CBS’s Survivor, on how he used Sandler sales techniques to win the show and win more deals. Chris attends Sandler Training in Chicago.

Mike Montague interviews Kevin Kremerer on How to Succeed at Sales Management Without Selling.

Listen Time: 22 Minutes

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

Listen Time: 23 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 8 Minutes

Mike Montague interviews Olympic Gold Medalist Garret Weber-Gale on How to Succeed at Mental Preparation.

Listen Time: 26 Minutes

Chris Duffey, Author and Strategic Development Manager at Adobe, talks about Artificial Intelligence and the attitudes, behaviors, and techniques needed to be more successful in a world with AI. Get the best practices collected from around the world.

Listen Time: 24 Minutes

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to beat the competition. Get the best practices for locking out the competition and winning in a competitive space, collected from around the world.

Listen Time: 30 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

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Andy McCredie. He is a Sandler trainer from the UK and did a killer hour-long talk on closing the sale. The full talk is available in Sandler Online. Here are some quick tips on How to Succeed at Closing more Sales.

Listen Time: 11 Minutes

Wendy Gates Corbet, President of Refresher Training, speaker, and former global board member of ATD (Association for Talent Development), shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at creating and delivering training programs in your organization. Get the best practices for training collected from around the world.

Listen Time: 23 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

Hamish Knox, Sandler trainer and two-time author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at selling across the executive level. Get the best practices collected from around the world for using your executives to sell to the prospect's.

<Listen Time: 28 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

John Rosso, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes. Get the best practices collected from around the world.

Listen Time: 26 Minutes

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about  Consulting Services: Putting the client first in sales and delivery.

Listen Time: 40 Minutes

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Greg Nanigian, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at find your prospect's pain, a compelling, emotional reason to change. Get the best practices collected from around the world.

Listen Time: 31 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

LIsten Time: 7 Minutes

Rick McDermott, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world.

Listen Time: 19 Minutes

In enterprise selling, there is a heavy focus on business value. Watch to see how Brian Sullivan, VP of Sandler Enterprise Selling, addresses this challenge through the Sandler Enterprise Selling Program.

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Geof Bowie, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at achieving a flow state in sales. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles.

Watch Time: 3 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling.

Watch Time: 2 Minutes

Jason Nierman, Founder and President at Accelerated Advising, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at forming strategic partnerships for business development. Get the best practices collected from around the world.

Listen Time: 23 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 10 Minutes

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling.

Listen Time: 28 Minutes

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect. Get the best practices collected from around the world.

Listen Time: 27 Minutes

In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North Hampshire’s business operations in the U.K. Paul’s career includes successful sales and sales management positions at SAP, Success Factors, Concur Technologies, Open Text and Basware. 

Listen Time: 26 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 8 Minutes

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

Watch Time: 2 Minutes

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his...

Listen Time: 9 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. The book is on sale here.

Listen Time: 7 Minutes

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling.

Watch Time: 4 Minutes

Joel Kaczmarek, Sandler trainer, shows you how to succeed at gratitude loop with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for being more grateful and happy with your success.

Listen Time: 28 Minutes

Welcome to the How to Succeed podcast, the show that helps you get to the top and stay there... This is How to Succeed at avoiding the dangers of success.

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One important principle that resonates with all the other elements of the Sandler system is “Follow Through.”

The end of the year is upon us! And contrary to popular belief, this is not necessarily a “dead” time in terms of business development and relationship-building for salespeople. Here are four simple strategies you can use right away to ramp up your prospecting performance during the holiday season.

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Al Simon, Sandler trainer, joins us to talk about the attitude, behaviors, and techniques of sales interactions. Learn the advantages and best practices of having a system for salespeople to follow and knowing your own sales gates. Learn how to lead and control the sales interaction and teach your buyer how to make the right decision.

Dan Huddock, a long-time Sandler trainer, joins us to talk about the attitude, behaviors, and techniques for breaking a slump. Learn how to stop negative spirals and start positive ratches that get you going in the right direction!

Ken Seawell, Sandler trainer from Detroit, joins us to talk about the attitude, behaviors, and techniques and what binds them together. Learn the best practices of successful salespeople and entrepreneurs from around the world.

Summer Solomonsen is CLO at Grovo, Sandler's new Microlearning partner. Grovo and Sandler have partnered to deliver the world-famous Sandler Selling System in Grovo's proven Microlearning format. Sandler will also be offering Grovo's massive Microlearning collections for leadership, management, modern compliance, and professional skills as part of our online offerings.

Eric Warner talks about the attitude, behaviors, and techniques that drive client success. Learn how to improve your client retention, drive more cross-sells and upsells, and grow your business by helping your clients succeed.

Brian Sullivan, VP of Enterprise Selling, and Mike Montague, VP of Online Learning discuss the challenges of selling into large organizations and how to overcome them in this Facebook Live session.

Mike Montague shares his thoughts on business development in this special bonus episode. Learn the problems and challenges of traditional marketing, advertising, and sales approaches, and what to do about it. You will discover how to add people and opportunities to your sales and marketing funnels without peddling, pushing or price-cutting. Why resort to gimmicks, when you can be a professional business developer?

Jon Denn, Vistage Chair from Boston and author of Drumbeat Business Productivity, joins us to talk about the attitude, behaviors, and techniques of being more productive. Learn how to avoid distractions, be disciplined, and get more done. Learn how to great a steady drumbeat of productivity.

Pat McManamon, a longtime Sandler trainer from Jacksonville, FL, explores how to be more intentional in your sales management. Learn the attitudes, behaviors, and techniques of top leaders for managing salespeople. 

Amy Woodall, Sandler trainer from Indianapolis and host of our online course for Dealing with Difficult People and Situations, shares her thoughts about how to handle challenging situations in business.

Learn how to create a sales culture with Matthew Pletzer, Sandler trainer, and Mike Montague, VP of Online Learning at Sandler to talk about creating a sales culture and how that differs from company culture.

Get valuable insights on forward-thinking marketing concepts from Pam Didner, author of Global Content Marketing. Take a dive deep into effective engagement with your customers and connecting your marketing strategy with your sales team.

Dale Bierce, Sandler trainer from Sacramento, CA, talks about the attitudes, behaviors, and techniques sales managers and leaders should have towards sales forecasting. Is your sales pipeline predictable and reliable? Learn how to succeed in knowing what is coming from Sales.

Lorraine Ferguson, Sandler trainer from Albany, NY and author of the new Sandler book, The Unapologetic Saleswoman, shares her thoughts about being a strong, confident woman in the sales profession. Learn the attitudes, behaviors, and techniques of top female sales performers, and uncover the challenge and benefits of saleswomen. 

David Mattson, Sandler's President and CEO, shares his thoughts about gauging the prospect's motivation and interest. Learn the attitudes, behaviors, and techniques of top performers, who can uncover and qualify the prospect's reasons for doing business.

Learn the best practices for prospecting with Mike Montague and Sean Coyle.

We took another look back in our vintage audio vault and found this gem from David H Sandler, our belated founder, on how to manage your time and your priorities in the sales profession. Managers and salespeople should give this a listen and ask themselves hard questions about how and where they spend their time.

Sandler trainers and new authors, Marcus Cauchi and David Davies, join us to talk about selling through retails, distributors, reps, and other third parties. Whether you are currently using other channels to sell your products or services or you are exploring new channels, you should listen to these two experts and read their new Sandler book.

Dave Mattson does another Selling the Sandler Way audio tip. This time he shares his thoughts and secrets to dealing with price concessions and other negotiation tactics from buyers during the sales process. Learn how to succeed at negotiating concessions to your proposal.

Learn how to engage and partner with gatekeepers to get to more decision-makers. Sean Coyle is Sandler's prospecting expert and host of the online course. In this episode, Sean talks about the attitudes, behaviors, and techniques of top sellers and how they interact with gatekeepers and admins. 

Learn how to keep a healthy and sustainable sales funnel. Ken Guest is a Sandler trainer and author of Selling in Manufacturing and Logistics. He talks about how to clear out the junk, keep deals moving, and close more sales with a healthy pipeline.

Your relationships with the team matter a whole lot more than your job title … and those relationships depend on you serving the team. So be sure you put the needs of your team first!

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors.

Learn how to rewrite negative beliefs and clear out the head trash that might be holding you back. In this special bonus episode, Mike Montague shares an original article from David H. Sandler, the creator of the Sandler Selling System. It's time to spring clean that head trash and start fresh.

Learn how to find the science and systems in the soft skills of selling. Karl Schaphorst discusses the latest and best practices for the sales profession. Learn the attitudes, behaviors, and techniques behind the science of selling. 

Learn how to improve your attitude, behavior, and technique in active listening. Frank Moore talks about paying attention, paraphrasing, and other best practices for engaging conversations. 

Learn how to hold salespeople accountable for their behaviors. Whether it is yourself or your sales team, Hamish Knox and Haley Ayraud will help you learn the best practices for sales accountability and building new habits.

Learn how to confirm your agreements, get referrals, and deal with the competition in this important episode. Troy Elmore talks about how to finish an appointment or sale. Learn the best practices for confirming agreements and determining what should happen next.

To answer the common question, “Why should I invest more time in coaching my sales team?” we must first define what we mean by “coaching.”

We’re all motivated by different things. Some people may be motivated by money, while others may be motivated by feeling valued. And then there are some who are fired up purely by internal pride and self-affirmation. Wherever you draw your energy from, and whatever you feel your purpose is, it shapes the way you approach your business, and ultimately accelerates or undermines your success.

In this special bonus episode, Dave Mattson talks about a common problem with sales presentations. If you wait until the end of the presentation to close, you put too much pressure on you and the prospect. Learn how to prevent this pressure and succeed at giving sales presentations.

Pete Oliver and Dave Mattson talk about executing the Sandler budget step and how to talk about money on the sales call. This Selling the Sandler Way episode is all about how to break our bad budget habits, and effectively talk about money in the right way at the right time of the sales process.

You may have heard that breakfast is the most important meal of the day – and it is. But here, it takes on an entirely new meaning. To ensure sales success, you should always start your day with B.A.G.E.L.S.

At its core, Sandler is a sales and management training company. We aim to provide valuable insight and applicable strategies and tactics to allow our clients to be more successful in their businesses. Therefore, we’re always excited to share those who have partnered with us on their journey to success.

This selling the Sandler way episode is all about using stories in your sales process. Dave Mattson, President and CEO of Sandler Training, interviews Sean Coyle, one of our corporate trainers and prospecting experts about how to use third-party stories to engage your prospects emotionally in the sale.

This year, we are combining the Selling the Sandler Way podcast series with this show, and adding some special audio blog episodes. On Fridays, Dave Mattson, our President and CEO, will interview Sandler trainers about how to succeed in sales and sales leadership. This first episode is all about getting back to the basics of selling the Sandler way.

Improving your efficiency or effectiveness is only as good as your method of determining and evaluating success. It’s easy to earn a win here or there, but repeated success over a long period of time can only be done through hard work, analysis, and reinforcement. Below, I have outlined five ways to gauge the success of your team, how you got there, and what to do to keep it up.

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.

Susan Sykes talks about the attitude, behaviors, and techniques needed to be more successful and improve your self-concept. Learn whether attitude or behavior plays a bigger part in your self-esteem and what to do about it.

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.

If you were to go to the dictionary and look up the definition of the word “Success,” you’d be likely to find something like this:​ SUCCESS (n): the accomplishment of a desired aim or purpose.

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.

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.

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.

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.

How many times have you faced a task and the first thought that came to mind was something like “I can’t…,” “That will never work…,” “What’s the point of…,” or “I’m afraid that…”?  More times than you’d care to admit, perhaps? Each time you entertain a negative thought about your ability to achieve a goal, solve a problem, or deal with any situation, you’re poisoning your own well—filling your subconscious with negative unproductive thoughts that it eventually accepts as FACTS, despite the lack of any evidence as such. 

Rule 14: Risk failure to achieve growth. I-10's learn from failure. Wow, I'll tell you what. This rule is action packed with Sandler philosophies and tactics. First of all, we have to embrace failure. Everyone's going to fail. You failed when you were a kid learning how to ride a bike. We fail in all the different roles that we have throughout the day.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Michael Norton, EVP of Global Accounts at Sandler Trainer.

Rule #11: Mange behavior, not results. Create a cookbook or a recipe for success. You know, many sales leaders and sales managers, they manage numbers, not behavior. Think about that for a second. How many of us are knee deep into spreadsheets every single day?   

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Paul Lanigan, a Sandler Trainer.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler training explores the Sandler Selling Philosophies behind the Sandler Selling System with Roger Wentworth, a Sandler Trainer.

Josh Seibert is a long-time Sandler Trainer and our latest author. He joins us to talk about the lessons from his new book, Winning Through Failing. He shares why failure is a critical part of success, not the opposite of success. Learn how to set the stage for failure and use it to grow faster and expand your comfort zone.

Welcome to a special program presented by Sandler Training. Today's show is designed to deal with the hardest situation that you as a salesperson are experiencing, or you as a leader, or some of the most common issues that you're facing day to day. It's really the stuff that gives you stress. What we're going to talk about today are some tactics and strategies to help you progress either your sale from one step to the next, or your organization, your company. We've got two different types of groups listening today. We've got leaders/managers, and we also have some sales professionals. We're going to go back and forth throughout the day. Regardless, if you've got to progress your organization or progress your sale, I think being stuck—as an example, in the sales process—is not a healthy place to be.

It’s already the second quarter; is it too late to discuss sales mistakes to avoid in 2017?  Or lessons learned in 2016?  It matters not what month or year it is, for some sales lessons are timeless, and furthermore, we need to revisit them on a regular basis.

Developing a championship caliber sales team should be the goal of any sales leader. All champions, whether it is the Cubs, Patriots or newly crowned, Tarheels, are focused on doing their individual roles as well as possible, committed to the on-going improvement of themselves and the team, the culture sets high expectations, and the teams win. As difficult as this may be to accomplish for your sales team, it is not as hard as you think if you can implement these four championship elements.

Last week, Sandler Training hosted the world’s top leadership, management, and sales professionals at a summit in Orlando Florida. More than 1,200 people joined Sandler in the sun to learn about sales and leadership, share best practices, and further our knowledge of how to succeed.  The conference was incredible. From the opening video eliciting goosebumps to the #SandlerSummit trending nationally on Twitter with over 3.5 Million views, the room was electric. I have come away with so many notes and action items, but I have highlighted the top 3 lessons learned from last week.

It’s not uncommon for a new hire to start out strong.  But after the initial excitement and enthusiasm for the new job fades, the behavior, performance, and “numbers” follow suit.