Technology

As part of the SPS study, we integrated many of the questions asked in the previous AI-for-Sales studies. This year we found that 16% of the firms surveyed reported they have implemented/are implementing some AI capabilities into their sales tech stack.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.

There are a number of things that we can do to make sure that our Customer Relationship Management (CRM) tool is a great, salesperson-friendly resource, one that’s embraced by everyone on our team… as opposed to something that people dread using. Here are five simple tips that can help sales leaders in virtually any industry make that transition a reality.

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. 

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option.

As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.

If your answer is “no” then you can stop reading now because nothing in here will be useful to you. If you answered “yes,” then you are definitely not alone. Here are five tools to increase innovative thinking.

Read Time: 9 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

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Read Time: 8 Minutes

Technology and the sales process have always been besties—the telephone, the typewriter, and the GPS were old friends of the traveling sales representative. Today's buyer's journey has evolved into online-heavy research and marketing, but technology—just a different sort—is still crucial to the sales process and its success.

To be a great salesperson, you need to have more than charm and a positive attitude. Today's sales environment requires you to utilize advanced tools in your sales process. We dug deep into our sales tool belt to provide you with some of the most advanced and highly rated programs and apps. Try out a few of these tools if you are looking to become a stronger, more competitive salesperson in your industry.

It's a fast-paced world and today's salesperson needs to be one step ahead of the prospect and working as efficiently as possible. In addition, we're more connected than ever and clients and prospects expect quick turnaround times and faster response rates. While it may seem like there aren't enough hours in the day, there are more than enough apps available to us to help us manage our time, stay on task and find even greater success. Here are a few free apps that Sandler Training's associates and clients use often in their everyday life

Like it or not, times have changed and the usefulness of a voicemail is up for debate. With email, text messages and Caller ID, some people find it irritating to see that they have a blinking red light or a notification alerting them to check their voicemail. And as sales professionals, the last thing we're trying to do is annoy a prospect or current client.

Prepare a digital version of your 30-Second Commercial...and include that text in your LinkedIn profile. (tweet this!)

I don't like emails! Thought I'd get that out on the front end so there's no mystery as to where I am heading. Now you're wondering what in the world has happened. What did he do wrong? What caused such a negative reaction to something as simple, routine and harmless as email

While some salespeople might see voicemail as a dead end or a link in a long game of phone tag, opportunists see it as a chance to learn even more about the prospect before interacting with them. If you listen closely to a prospect's outbound voicemail message, you can pick up clues to help you adjust your style to be more like theirs

I'm going to let you in on a secret. There are hundreds of consultants out there that will tell you they fully understand Twitter and other trendy "social media" tools. They will also tell you exactly how they can help you use these tools-at a steep price, of course. Well, most of them are blowing smoke. The fact is, we live in a time of rapid technological change and a great deal of confusion. Nobody knows what tomorrow may bring, in terms of technological change, but also in terms of the economy and foreign affairs