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Sandler Training | Chicago & Northbrook, IL

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 11 Minutes

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”

Read Time: 6 Minutes

You've probably gotten a little too excited in the sales process before. You’ve gotten emotionally involved. Kind of like a Chris Farley in Tommy Boy, where he gets excited, doesn't think straight, and does his whole Tommy Boy thing.

Sometimes in the sales process, this can look like something we like to call Premature Presentation Syndrome.

The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift.

Read Time: 6 Minutes

Mike Montague interviews Kevin Kremerer on How to Succeed at Sales Management Without Selling.

Listen Time: 22 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 9 Minutes

Collectively over the years I've heard every excuse as to why people don't need to track metrics. "You don't understand I'm just too busy to track that type of thing," or "what is that really going to do for me in the long run."  Well, in the long run, if you truly understand what the outcomes are statistically every time you pick up the phone or attend a networking event, couldn't you predict the future?  Wouldn’t that make life a little less stressful?

Read Time: 6 Minutes

I would imagine you've had deals that stalled out or are currently stalled in your pipeline. You're still trying figure out what’s going on. What is the problem?
Or you lost a deal and there's that mystery, where did it go sideways? What happened here?
The Sandler Submarine is central to our selling system. It’s power to transform your entire sales career is there, but it can also be used a diagnostic tool.

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time.

Read Time: 8 Minutes

David English, VP at Ad Trend, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more effective with geofencing. Get the best practices for selling, collected from around the world for target advertising based on geographic boundaries by tagging mobile prospects.

Listen Time: 20 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 7 Minutes