Prospecting & Qualifying

Uncover the "four elements of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative episode where he shares his top tips for pipeline management.

Sales professionals often find themselves at a crossroads when it comes to prospecting calls. The aversion to making these calls can be a significant barrier to success. However, by implementing the principles of Sandler, you can develop the skills and mindset necessary to conquer this challenge. In this blog post, we'll explore how Sandler can help salespeople overcome their aversion to prospecting calls and unlock new opportunities for growth and success.

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.

Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry.

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn.

In the world of sales, gatekeepers are the people who serve as the first line of defense in organizations, filtering out unwanted or irrelevant sales pitches and providing access to decision-makers only to those who are deemed worthy. Working effectively with gatekeepers can be critical to the success of a sales campaign. Obviously, the ultimate goal is to avoid a gatekeeper. However, for many who sell to the executive level leaders, a gatekeeper is unavoidable and someone you need to talk with first to maintain rapport.

So.... when you are faced with a gatekeeper, what can you do?

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

Some salespeople don’t just survive hard times – they create new “personal best” performance levels during these down cycles. How do they do it?

Sandler has seen eight habits consistently among high performers who fall into this special category. Implement all eight, and they will see you through an industry shakeout, a spike in inflation, a recession, a global pandemic, or any other challenge that may appear on your horizon.