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FREE OFFERS AND WHITE PAPERS

A constantly growing library of tips and information to help you grow your business.

Social selling made easy

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. 

THREE WAYS TO GENTLY BRING EXISTING PAIN TO THE SURFACE

How to uncover emotions so you can close the sale

The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists.Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now ... and where he or she really wants to be. 

NINE MISSTEPS THAT CAN KEEP YOU FROM ACHIEVING SALES SUCCESS

How to Overcome Prospecting Mistakes and Increase Your Sales Pipeline

The prospecting landscape is littered with pitfalls and traps that claim many sellers. If you’re not careful, you may succumb to them as well. However, Sandler has developed a Success Triangle to help navigate this rocky terrain.

 

BUILD YOUR SUCCESS BLUEPRINT WITH THE RIGHT EQUATIONS

How can you untap your potential?

One of the most gratifying elements of a sales career is grounded in untapped potential. In a world where those with the strongest work ethic thrive, it can be summed up with a simple idiom. Naturally there are exceptions to every rule, but when you effectively structure your foundation with these six formulas, you're building your blueprint for success.

 

Are these mistakes costing you sales?

Three Biggest Sales Mistakes You Should Never Make

For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.

4 Best Practices for Salespeople That Turn Emails into Phone Discussions

These days, our first contact with a potential buyer may not be in a face to face setting or on a phone call, but via email. It’s not always obvious what we should do once we receive such an email message; often, the only thing we know about our prospect is the email address!

managing the last mile

3 Ways To Ensure Your Sales Cycle Doesn't Sputter During the Last Mile

Only the best sales reps can consistently navigate the "last mile" of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed. 

WHY SALESPEOPLE FAIL... and what you can do about it!

This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts, prepared by the company that literally rewrote the book on selling. Learn a new way of selling that puts the salesperson in control of the selling process.

Create and sustain a workplace learning culture

Six Signs that Your Learning Culture Needs a Makeover

At its best, a dynamic learning culture can create a more satisfied sales team and more productive office. Providing your team with the tools and skills they need to succeed is the key to empowering and ensuring they can thrive in your organization.

Are you as effective as you could be?

Six Ways to be a More Effective Manager Whitepaper

Part of your responsibility as a sales manager is to help your sales team become more effective salespeople. So, what can you do to improve your performance and be a better manager, mentor, and motivator?

Do you know what to look for?

Four Tips When Hiring a Winning Sales Manager

An excellent manager will elevate or replace their salespeople until the team is excellent, from top to bottom. Find out the four things to consider when you’re looking for the next person to lead your team.

win back valuable working hours

Four Best Practices for Sales Leaders Who Are Pressed for Time

What concerns you the most as a sales leader? If you are like the sales professionals we work with regularly, it would be a lack of time. This is one of the most common daily pain points. Sales leaders tell us they’re concerned about not having enough hours in the day to strategically plan out an approach, train the team on best practices, or debrief on best and worst cases of a sales pitch.

How do you find the best-fit?

Interviewing Recent Grads for a Sales Position

Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interviewing process.

Enrich your life

Five Secrets for Personal and Professional Growth

There are numerous opportunities each day to give — a helping hand, words of encouragement, advice and counsel. When you contribute to others, others contribute to you. Sandler’s five strategies will not only improve your life, but also the lives of those with whom you associate personally and professionally.

Discover the 9 key factors that lead to success

Key Factors That Will Guide You to Success

Most people say that they want to be successful in life. They want to achieve their goals and feel content with their accomplishments. For countless people, however, understanding how to reach this success can sound complicated. There are nine key factors that can guide those interested in making a difference in their professional or personal lives that separate those who succeed from those who do not.

Create connections with effective social strategy

Six Ways to Personalize Your Pitch with Social Selling

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 utilize social media as part of their approach.

A road map to success.

Five Ways to Improve Revenue with Sandler’s Coaching Model

Successful managers do more than "delegate" tasks. They meet revenue goals through planned coaching, mentoring, and motivation. In order to be effective and proficient in coaching, it takes planning, commitment, discipline and patience.

Be a great coach.

Five Mistakes to Avoid When Coaching Salespeople

Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.