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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler Training is open but operating remotely in accordance with recommendations by WHO and the UK government to do our part to help ‘flatten the curve’ for the NHS . We’re here for you and the community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Rupert Miles | Chelmsford, Essex
 

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Blog

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

 

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling.

 

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

 

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

 

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021.