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Silicon Valley Sales Group, Inc. | Santa Clara, CA

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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.”

The more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year.

Jody Williamson, Sandler trainer and author of the  Contrarian Salesperson returns to the podcast to talk about the decision step and how to deal with influencing factors and additional decision-makers.

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.

Many salespeople are this time of year. When October, November, and December roll around, and you find yourself on edge because you’re a little (or maybe a lot) behind quota, please don’t do what most salespeople do. Don’t fall into the trap of thinking, “Well, it’s the end of Q4; let’s face it, that’s always a tough time of the year for me.”

To be a successful salesperson, one needs to be aggressive and goal-oriented. While important, these competitive traits can lead to a one-track mind and give sellers tunnel vision. If this goes unchecked, salespeople will ignore the pursuits of their team members and their organization. The sooner salespeople realize that fostering an environment of mutual success is the most advantageous approach, the better.

Guest host, Lindsey Demetris, interviews Mike Montague, VP of Online Learning at Sandler Training and the creator of our new Social Selling Success course. Mike shares the best practices of today's top social sellers and attitudes, behaviors, and techniques for social prospecting in 2018.

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.

As the New Year begins, it’s natural for sales teams to start thinking about ways to fine-tune their sales forecasting process. Below are some simple rules that will help you and your team improve the accuracy and efficiency of its forecasting.