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Dan Stalp talks about how to set sales goals for the new year, and then back into a behavioral plan to achieve them. You will learn what you should measure, how to set realistic goals, and the techniques need to find success in creating a sales cookbook.

If you were to go to the dictionary and look up the definition of the word “Success,” you’d be likely to find something like this:‚Äč SUCCESS (n): the accomplishment of a desired aim or purpose.

It’s the first week of January. In your rearview mirror, you had a great sales year in 2017. Ahead of you is a brand-new chapter, full of possibility and promise. While it’s important to celebrate your recent successes and create a plan to be even better this year, don’t get ahead of yourself. All too often, salespeople get complacent after having a great fourth  quarter,  and take their foot off the gas as the new year rolls in. Starting small and avoiding common missteps is the best way to ensure success for yourself and your team.

Mike Jones, Sandler trainer from Ohio and new author of Selling in Manufacturing and Logistics, joins us to talk about the best practices for those industries. You will learn how to avoid wasting time in the bid process or responding to RFPs that you have no chance of winning. Mike talks about how to find, pursue and close the most profitable deals of your career.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

In today’s world, many managers don’t get to develop people the way they would like. It’s harder and harder to spend quality time with all the team members so managers must make sure each interaction delivers value for everyone. This means creating structure and clarity around all interactions with the team–or, as David Sandler put it, eliminating mutual mystification.

While many salespeople put forth great effort into mastering the art of presenting, a few key myths can hold people back from closing the sale. Below I’ve identified three common misconceptions about sales presentations and how to avoid them in order to close more business.

Clint Babcock talks about joining the right groups, getting your networking plan together, and other best practices for succeeding at business networking as part of your prospecting plan.

 

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.”