A constantly growing library of tips and information to help you grow your business.
Developed by Sandler's experienced business experts, with a track record proven through almost half a million training hours per year with tens of thousands of clients around the world.
This year, resolve not to fall into the summer slump with these 12 tips for staying motivated, creating your own opportunities and keeping the income flowing during the typical slowdown.
Customers hesitate to buy and put off making decisions during summer months, leading to low sales figures. After hearing “no” hundreds of times — or never hearing back at all — sales teams quickly lose motivation to keep selling during this period.
Most people say that they want to be successful in life. They want to achieve their goals and feel content with their accomplishments. For countless people, however, understanding how to reach this success can sound complicated. There are nine key factors that can guide those interested in making a difference in their professional or personal lives that separate those who succeed from those who do not.
Successful managers do more than "delegate" tasks. They meet revenue goals through planned coaching, mentoring, and motivation. In order to be effective and proficient in coaching, it takes planning, commitment, discipline and patience.
Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customised action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.
LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales.
Your customer service team already has great relationships with your customers. But it’s important to reinforce that they ask the right questions, don’t provide too much "free consulting” and ultimately increase top line revenue.
Most technology salespeople rush the proposal stage without doing due diligence along the way to ensure success. Are you missing opportunities to shorten the sales cycle, increase close rates, and open doors to the actual decision makers?
Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First, you need to understand how selling to large corporations differs from the less complex world of selling to small and med-sized companies. It takes time, energy, commitment and money but the payoff can be huge.
For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.
Having a systematized approach to selling is crucial for health care sales representatives, particularly when the medical world is evolving so quickly. The Sandler Selling System methodology creates sustainable success through real-world tactics for prospecting, qualifying, making the deal, closing the sale and generating referrals.
You’ll find you’re able to do a lot more business in a lot less time if you “work smarter, not harder” – and if you follow our tips for avoiding these common traps in the HVAC industry.
Many builders and remodelers don’t have a systematized approach to selling, but having one is crucial. Part of a methodical approach is to make referrals, which cost less to produce than other leads and close at a much higher rate, a key part of your prospecting process.
This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts, prepared by the company that literally rewrote the book on selling. Learn a new way of selling that puts the salesperson in control of the selling process.
Part of your responsibility as a sales manager is to help your sales team become more effective salespeople. So, what can you do to improve your performance and be a better manager, mentor, and motivator?
An excellent manager will elevate or replace their salespeople until the team is excellent, from top to bottom. Find out the four things to consider when you’re looking for the next person to lead your team.
Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interviewing process.
There are numerous opportunities each day to give — a helping hand, words of encouragement, advice and counsel. When you contribute to others, others contribute to you. Sandler’s five strategies will not only improve your life, but also the lives of those with whom you associate personally and professionally.
The world of financial services brings with it challenges that are different than those experienced by people selling other products and services. Overcome these 4 obstacles to grow your financial planning clientele.
Collaborative teams create smoother customer experiences. Learn 6 steps to integrate your marketing & sales teams and improve company returns.
Learn how a few small adjustments to your meeting planning and execution tactics can bring an increase in focus and productivity.