Posts From Sandler Training

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Five Necessary Behaviors for Effective Prospecting

Prospecting is the lifeblood of a successful sales career… but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting. 1. Have a cookbook. Prospecting by itself tends to be the last […]

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6 Ways to Personalize Your Pitch

You’ve probably been social selling for years without realizing it. Every time you add more people, opportunities, or information to your pipeline from digital sources, you’re employing this modern selling strategy. Social media and online marketing have quickly become the gold standard for prospecting. Ninety percent of top performing salespeople […]

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5 Traits of Successful Sales Professionals. How Many Do You Have?

In spite of technological advancements that impact how we communicate, the world of sales is still very much a people and behavior business. What does that mean? It means that as a sales professional, sales leader or business owner, you need to understand what will determine your success and how […]

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Is This Prospect Qualified?

Jim had been working on a big deal for four months. Before he gave his presentation, his sales manager asked, “Is this prospect qualified?” Jim answered “Yes” with total confidence. The next day, however, he learned that a competitor had gotten the deal – because of a very recent change […]

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10 Ways You Can Use LinkedIn to Prospect More Effectively

LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales. […]

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Break The Rules & Close More Sales

One of the top reasons businesses fail, no matter the size or industry, is the inability to increase sales. Traditionally, salespeople rely far too heavily on their product/service and personality to win sales and fail to recognize the importance of a structured selling methodology. The fact is, your livelihood, and […]

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Why Sales Leaders Fail and What You Can Do About It!

  Did you know that the average tenure of a Sales VP is only between 24-32 months? They barely have time to unpack their bags and get settled before they are looking for another position. In the meantime, the company has not only lost its Sales VP but probably its […]

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5 Ways To Sabotage Your Sales Opportunities

If your closing rate is suffering or it’s taking longer than it should to close sales, you may be sabotaging your own efforts. Take a close look at how you interact with your prospects and make sure that each interaction adds value to the relationship, is focused on defining the […]

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It’s Never the Price!

When you ask a salesperson to list the top reasons why prospects buy, they will say price. When you ask buyers the reasons why they buy, price is usually third or fourth on the list of criteria. Could there be something else going on in John’s sales process that caused […]

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