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Sandler Training in Calgary | Calgary, AB
 

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Sales Process

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.

 

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World.

 

David Sandler said, “our emotional attachment to an opportunity increases exponentially the longer it’s in our funnel.” This emotional attachment can send our sale sideways, especially if new people enter the process when we’re close to the finish line.

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

 

Picture a salesperson speaking to their contact at one of their major accounts. They’ve built a strong relationship with this client, but today their contact is telling them that they are moving on to a new role at a new company.

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

 

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling.