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The key to keeping our funnel full is our sellers maintaining their credibility with their buyers throughout their sales cycle. This is a delicate balance because trust in sellers is low, so if our seller steps offside from the buyer’s perspective at any time, our seller’s credibility is shattered. That doesn’t mean that they won’t close the sale, but they’ll have to work a lot harder (and longer) to get that opportunity across the finish line.

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

Many salespeople don’t prospect simply because they are not required to do so in their role; those who are required to prospect do it to varying degrees of success – and some of those salespeople struggle. An effective daily prospecting routine will be more important than ever in 2023.

Phone outreach is one of many tools in 2023’s multi-platform sales toolbox. It’s a tool that (depending on your market and your role) may become an important part of your individual behavioral plan …if used properly.

This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.

In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking.

We’re halfway through January. It’s likely that our sellers have some zombie opportunities in their funnel that should be put to rest.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.