FREE OFFERS AND WHITE PAPERS
A constantly growing library of tips and information to help you grow your business.
Create and sustain a workplace learning culture
Six Signs that Your Learning Culture Needs a Makeover
At its best, a dynamic learning culture can create a more satisfied sales team and more productive office. Providing your team with the tools and skills they need to succeed is the key to empowering and ensuring they can thrive in your organization.
take the first step towards organizational excellence
Invest in the development of your people
While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit.
win back valuable working hours
Four Best Practices for Sales Leaders Who Are Pressed for Time
What concerns you the most as a sales leader? If you are like the sales professionals we work with regularly, it would be a lack of time. This is one of the most common daily pain points. Sales leaders tell us they’re concerned about not having enough hours in the day to strategically plan out an approach, train the team on best practices, or debrief on best and worst cases of a sales pitch.
Win over your prospects
Deliver the winning sales presentation
Deliver the winning sales presentation and say goodbye to the traditional approach. Discover three important steps that will create a strong, productive impact with prospects during your presentation.
Discover the 9 key factors that lead to success
Key Factors That Will Guide You to Success
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.
Create connections with effective social strategy
Six Ways to Personalize Your Pitch with Social Selling
Every time you add more people, opportunities, or information to your pipeline from digital sources, you're employing this modern selling strategy. Social media and online marketing have quickly become the gold standard for prospecting. Ninety percent of top performing salespeople utilize social media as part of their approach.
THREE WAYS TO GENTLY BRING EXISTING PAIN TO THE SURFACE
How to uncover emotions so you can close the sale
The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists.Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now ... and where he or she really wants to be.
There's Still Time to Hit Your Sales Targets!
10 Effective Strategies for Closing the Year Strong
It’s hard to believe, we know, but the final quarter is almost here. Find out the 10 tried-and-true tips for finishing the year strong and positioning yourself for a profitable and productive year.
NINE MISSTEPS THAT CAN KEEP YOU FROM ACHIEVING SALES SUCCESS
How to Overcome Prospecting Mistakes and Increase Your Sales Pipeline
The prospecting landscape is littered with pitfalls and traps that claim many sellers. If you’re not careful, you may succumb to them as well. However, Sandler has developed a Success Triangle to help navigate this rocky terrain.
BUILD YOUR SUCCESS BLUEPRINT WITH THE RIGHT EQUATIONS
How can you untap your potential?
One of the most gratifying elements of a sales career is grounded in untapped potential. In a world where those with the strongest work ethic thrive, it can be summed up with a simple idiom. Naturally there are exceptions to every rule, but when you effectively structure your foundation with these six formulas, you're building your blueprint for success.
Social selling made easy
10 Ways You Can Use LinkedIn to Prospect More Effectively
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.
4 Best Practices for Salespeople That Turn Emails into Phone Discussions
These days, our first contact with a potential buyer may not be in a face to face setting or on a phone call, but via email. It’s not always obvious what we should do once we receive such an email message; often, the only thing we know about our prospect is the email address!
managing the last mile
3 Ways To Ensure Your Sales Cycle Doesn't Sputter During the Last Mile
Only the best sales reps can consistently navigate the "last mile" of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed.
A road map to success.
Five Ways to Improve Revenue with Sandler’s Coaching Model
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.
Be a great coach.
Five Mistakes to Avoid When Coaching Salespeople
Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.
Are these mistakes costing you sales?
Three Biggest Sales Mistakes You Should Never Make
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.
WHY SALESPEOPLE FAIL... and what you can do about it!
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.
Are you as effective as you could be?
Six Ways to be a More Effective Manager Whitepaper
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?
Do you know what to look for?
Four Tips When Hiring a Winning Sales Manager
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.
How do you find the best-fit?
Interviewing Recent Grads for a Sales Position
Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interviewing process.
Enrich your life
Five Secrets for Personal and Professional Growth
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.
Selling Strategies and Techniques
Negative Reverse Selling
One of the most unique aspects of the Sandler Selling System is Negative Reverse selling. This means that whatever the traditional seller might do, you will want to do the opposite. Like making it easy to say no. In this video, Jeff Schneider explains that this technique is highly persuasive, and also positions you as a Trusted Advisor for your client.