By Bill Bartlett  I am fascinated by the way clients, prospects and salespeople, in general, define success. It is usually very personal and intimate, and reflects their perspective on their own life. Some define it in terms of income as in “he who dies with the most money” is deemed successful. Others use the importance of their [...]

By Abby Donnelly Attending a networking event? WHY?? That may seem like a strange question, but time is one of our most limited resources! Taking a few minutes to evaluate why you should attend THIS particular networking event may save you hours of unproductive time and energy. Often, sales professionals tell me that they make their [...]

By Bill Bartlett Do you “sell to live” or “live to sell”? I have been training sales people for over 16 years and have found a common trait in the highest performers: they “live to sell”. They love prospecting for new business opportunities. They love being in the role of “closer”. Their sales quota is [...]

By Carol Rosdobutko Clients and prospects tell on a regular basis about how they spend 5 – 20 hours a week preparing proposals for business they are “hoping to get;” however, most of the time their efforts are unsuccessful.  Why are we compelled to provide proposals when our ‘gut’ tells us we are wasting our [...]

By Hamish Knox Albert Einstein’s definition of insanity was, “doing the same thing over and over and expecting different results.” That’s also the literal meaning of Sandler Rule #9, “every unsuccessful prospecting call earns compound interest.” In sales, we take for granted that we will fail more often than we succeed. So on the surface [...]

By Paul Lanigan What happens when Joshua Bell, one of the world’s finest musicians goes incognito in a busy subway in Washington’s business district? What happens when a musician who can command $1,000 per minute, takes his priceless Stradivari, dons a baseball cap, occupies a corner in a busy Washington subway, and puts on a [...]

By Hamish Knox If you’re like most salespeople, you don’t know how to network effectively. Usually you’ll wing it, improvise, or spend time with colleagues or clients you know really well instead of engaging prospects. When I ask, “why you don’t approach prospects at networking events?”, I’d get a lot of “I don’t knows.” What you don’t [...]

Peter Ostrow talks about the importance of integrating sales training and customer relationship management. Companies who integrate see more reps meet their quotas, and experience an overall increase in revenue. To learn more, visit www.sandler.com.