Blog

Dale Bierce, Sandler trainer from Sacramento, CA, talks about the attitudes, behaviors, and techniques sales managers and leaders should have towards sales forecasting. Is your sales pipeline predictable and reliable? Learn how to succeed in knowing what is coming from Sales.

As the end of the year is approaching, sales professionals in every industry are eager to lay a solid foundation for success in 2019. One of the most common business-related New Year’s resolutions among managers is this one: “I will hold more one-on-one coaching sessions with the members of my team this year.” It’s fine as far as it goes … but is it enough?

Lorraine Ferguson, Sandler trainer from Albany, NY and author of the new Sandler book, The Unapologetic Saleswoman, shares her thoughts about being a strong, confident woman in the sales profession. Learn the attitudes, behaviors, and techniques of top female sales performers, and uncover the challenge and benefits of saleswomen. 

David Mattson, Sandler's President and CEO, shares his thoughts about gauging the prospect's motivation and interest. Learn the attitudes, behaviors, and techniques of top performers, who can uncover and qualify the prospect's reasons for doing business.

Learn the best practices for prospecting with Mike Montague and Sean Coyle.

With Q4 upon us, it makes sense to start thinking carefully about what has worked – and what could be improved – in your prospecting plan this year. Here are three ideas to consider that have helped salespeople we’ve worked with to create better “cookbooks” (daily and weekly action plans) for effective prospecting. You may want to consider adopting all three of them as this year closes … and as the next year approaches.

Mike Crandall joins us to talk about the attitude, behaviors and techniques of transitioning the ownership of your business to the next generation of leaders. This is always a tough subject, but the future is coming and how you plan now will determine how bright that future will be. Learn how to succeed at transitioning your business to the next generation.

David Mattson, President and CEO of Sandler, shares his thoughts about delegating and how to pass the baton in a way that gets results. Learn the attitudes, behaviors, and techniques of top leaders and how the delegate tasks. 

As we enter Q4, sales professionals in all industries are likely pondering the same question: Am I on track? If the answer, based on the best available hard numbers and the most objective real-world assessment, is “no,” then it’s likely that another question is looming in the shadows behind the first one: How do I get back on track?

We took another look back in our vintage audio vault and found this gem from David H Sandler, our belated founder, on how to manage your time and your priorities in the sales profession. Managers and salespeople should give this a listen and ask themselves hard questions about how and where they spend their time.