Prospecting & Qualifying

One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps:  reachback and afaterburn.

Vincent's closing numbers were not what he had been hoping for.  He asked his manager, Lynnette, what she thought the problem might be.  After a little role-playing, Lynnette suggested that Vincent was spending too much time selling "from inside a box."

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

Diane, a recent sales hire, got an email from her manager, Luis, suggesting that he accompany her on an initial sales call with a prospect – and then debrief with her on what he’d observed. Diane replied that she thought that was a great idea.

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

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It's a good problem to have, but it can prevent you from selling more and growing. Get the best practices collected from around the world.

25 Minutes

Gerry Weinberg, a Sandler trainer from Detriot, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in connecting with your clients through advanced bonding and rapport tactics. Get the best practices collected from around the world.

Listen Time: 28 Minutes

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.

Read Time: 4 Minutes

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.

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.