"An L&D strategy that improves employee’s performance is based on a correct and detailed understanding of the company goals and of the staff’s ability to learn and self-improve." sandler.com/blog/developme…

In the Sandler Research Center’s latest report, The Hunt for New Clients, we discovered that only 43% of respondents thought that their organization was effective at deciding on which opportunities to pursue. ed.gr/cpeco

The word crisis has been on everyone’s lips for quite a while now, and since that’s been one of the more common descriptions of the pandemic-driven first half of the eventful year of 2020, it’s worth taking a moment to examine this term’s history. ed.gr/cpeca

"Sales teams typically struggle with analyzing both major account wins and major account losses … but they are particularly likely to miss the opportunity to learn from a loss." ed.gr/b9n2e

Sales leaders who design and implement a scalable growth strategy that gets their teams onto the critical path of their customers will drive sustainable and repeatable growth - regardless of market conditions. ed.gr/cqe4y

If we have a strong emotional response to issue X on Monday, but for no apparent reason downplay the same issue on Tuesday, we are sending mixed messages, and that makes salespeople uncomfortable. ed.gr/cqe4w

"Or maybe you’re going to reverse a question - meaning respond with a question of your own - and say something like, Hey, that’s a great question - you must have asked that right now for a reason." sandler.com/blog/how-sales…

"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." sandler.com/blog/how-to-su…

"This darker side of belief is referred to as the nocebo effect, where the power of negative expectations, as with the positives of placebos, produce actual negative results." salespop.net/salespreneurs/…

The reality is that it is never easy to win new business - and it's not getting any easier - which is why we must nurture existing customers and try to minimize problems and inconvenience for them. sandler.com/our-research/a…

Leading indicators like the number of outreach conversations, sales meetings, and the proposals we do will give us proactive behaviors that we can do to ensure a healthy sales pipeline. ed.gr/ce7ts

In Sandler Enterprise Selling, we teach a process that adds clarity to these business connections and, given the dynamic nature of selling, it’s refreshed frequently. ed.gr/ce7ta

There are many definitions of Major Account Management but my favorite, and one I have used throughout my work, is from the Financial Times: The art of developing long-term relationships with selected customers. sandler.com/our-research/a…

If, in a sales call, we could stop selling so much and start being a part-time actor and a full-time psychologist, then our prospects would likely feel better during and after the meeting - and who knows, maybe buy something, too! ed.gr/cgsms

"Training Industry awards companies that provide outstanding service, and have a proven track record for delivering superior sales training and improving the impact of the sales organization." ed.gr/cgsmm

"In the end, the renewal or an up-sell offer turns up to be tragically generic, but accompanied by a stubborn hope that the value that we sold in that coffer two years ago is still there - somehow fresh and intact." sandler.com/blog/measuring…

In my sales life, when I analyze the elements of a successful sales process, I arrive at the conclusion that there is no new normal for salespeople during this Covid-19 timeframe, just a new typical. ed.gr/ciax6

Often times as sales coaches, our immediate response to any salesperson’s challenge is to coach them to do THIS technique, or SAY this to the customer. ed.gr/ciapx

We’re going to tell you how to get there by sharing what’s working for the most successful companies and why based on the results of Sandler Research Center’s Report: The Hunt for New Clients. ed.gr/ciape

"To accomplish the vision of your organization, an excellent plan will focus on three to five key priorities at a time, realizing that priorities can change overnight based on what happens in the world." sandler.com/blog/executive…