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Mercury Professional Development, Inc. | Phoenix, AZ
 

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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: 9 Minutes

This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.

Read Time: 3 Minutes

Our goal in prospecting with our 30 second commercial is to uncover a need or challenge from our prospect that we can help solve. When we surface the need, we build conviction, and then set up a meeting.

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Read Time: 8 Minutes

SMART Goal Setting with Mike Crandall: Mike Crandall, Sandler Trainer from OK, and Mike Montague, VP of Online Learning discuss SMART goal setting strategies.

Watch Time: 56 Minutes

Learn how the Sandler Enterprise Selling Program can help you win, grow, and retain enterprise accounts from Vice President of Sandler Enterprise Selling, Brian Sullivan. 

Watch Time: 3 Minutes

Dear Mary, I have a team of sales people that report to me. I’m frustrated that they don’t seem to be capable of being independent. How do I help them be less reliant on me?

--Overloaded Sales Manager

Dear Overloaded Sales Manager

Interesting question. First off, you’re not alone. I’ve had several conversations with sales leaders this past week voicing the same baseline concern. How are they supposed to balance their workload and their team dependency on moving the pipeline forward and closing new business?

Let’s say you’re the manager of a team and, for whatever reason, you realize that someone who reports to you is missing an essential skill. What do you do?

Read Time: 6 Minutes

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

Coaching Individual Salespeople with Suzie Andrews: Suzie Andrews, Sandler Trainer, and Mike Montague, VP of Online Learning, take your questions about coaching salespeople live on Facebook.

Watch Time: 56 Minutes