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As a sales leader, you're measured by your team’s performance. Ultimately, you're judged based on their ability to generate revenues sufficient to meet or exceed your corporate goals. So no matter how good you may have once been as a seller, it’s important to understand that selling is not your job now … and you can't expect to generate enough revenue to meet your team’s quotas simply by acting as a player-coach.

Mike Montague interviews Jaclyn Schiff on How to Succeed at Podcast Marketing In this episode:

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 Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool.

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.

It’s no secret the war for sales talent is at an all-time high. By now, every sales manager has a story of an employee who abruptly departed for another opportunity.

In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.

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?

It’s the start of a new year, with new goals, new challenges, and new opportunities. Each sales team is unique … but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? Here are three proven strategies to consider from the Sandler leadership playbook.

The STORY:
One of the most interesting salespeople I ever saw in a selling situation was a new car saleswoman. In the small community where I lived at the time, the dealership in which she worked was very successful. As I later found out, she was responsible for most of the sales.