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Schneider Training Solutions, LLC | Portland, OR
 

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It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to insure end-of-year success. “Contact every client” is an action often recommended, as is “Revisit prospects who have chosen another vendor.”

The STORY:
Nick was cold calling trying to find someone, anyone, who would listen to him. Invariably he was screened out before he ever got the person he wanted. His calling script wasn’t working — he never got past the part where he explained why he was calling.

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager.

Tom’s best customer, Meg, called and asked for a favor: “Can you talk to my new assistant Karen about getting up to speed with your software? She’s got a couple of questions that I don’t have time to answer.”

We’ve all heard the sobering statistics that winning a new major account costs far more than keeping one – depending on the study you read, perhaps twenty times as much. And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits. We also know, of course, that, on the flip side, decreases in retention rates produce similarly negative impacts, often devastating and long-lasting.

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. 

 

Mike Montague interviews Wayne Dehn on How to Succeed at Overcoming Childhood Messages.

 

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.

 

What kind of salesperson should you always be on the lookout for? What specific traits does the ideal sales hire always possess, no matter what industry you’re in, and no matter what your market looks like? What does someone who consistently supports a rapid-growth sales culture on your team look like?

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash.