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Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

The key to keeping your sales funnel full is not always about getting a lot of people in your funnel…..but the right people. It is too easy to fill the funnel up with the wrong people who waste your time, frustrate you, and can at times depress you. The only way to have a clean funnel with the right prospects is by keeping a WIN/LOST journal.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization.

 

“The Critical Elements of Proactive Client Retention” is the most recent Sandler Research Center survey project, which closed to survey participants on May 31. We are now performing data analysis and will soon publish our complete findings. In advance of that report, I’ve followed, with great interest, the results from a single question asked among the 25 questions of the survey and want to share the findings.

Communication is a key component for any successful sales team. And when sales teams work remotely, the need for excellent communication increases even more.

 

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. 

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

Although the current unemployment rate has spiked up in many areas, hiring a productive salesperson can still be a huge challenge.