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Sandler Training in Calgary | Calgary, AB
 

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Sales Process

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

 

As a sales leader one of the best ways we can support our team members is to give them tools for reducing friction in their sales cycle. A powerful tool to share with our team is proactive roadblock identification early in an interaction with a prospect or client.

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

 

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.”