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A constantly growing library of tips and information to help you grow your business.
Challenger Geomatics Ltd.
An innovative, employee-owned firm with over 35 years of experience, Challenger Geomatics provides multi-disciplinary survey and geomatics services to the construction, transportation, infrastructure, oil and gas, mining, utilities, and government sectors in western and northern Canada. We spoke with Kirt van der Woude, Challenger’s Calgary-based Business Development Manager, about his experience with Sandler Training.
Revenues Double in 36 Months after Launching Sandler!
F12.net is an expert in delivering Hardware as a Service (HaaS), Managed Services, and Canadian Private Cloud solutions. The company’s premier product, F12 Plus, is an all-inclusive hardware and software licensing program, offering peace of mind for any business. Recently, the company's Director of Client Relations, Devon Gillard, shared some insights on how Sandler Training’s Hamish Knox helped him to support the company's growth.
JORI International Ltd.
Sam Woods VP of JORI International Ltd. reached out to Hamish Knox of Sandler for help in setting priorities and a clear sales process for the sales team.
The result? 50% increase in revenues … with fewer salespeople!
Case Study: Critical Control Energy Services Inc.
Critical Control Energy Services increased total sales 78% in their first 6 months of working with Sandler.
Find out how Sandler supported their growth.
THREE WAYS TO GENTLY BRING EXISTING PAIN TO THE SURFACE
How to uncover emotions so you can close the sale
The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists.Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now ... and where he or she really wants to be.
Case Study: Jager & Kokemor
Jager & Kokemor is a Calgary-based photography duo specializing in high-end image creation for corporate clients, as well as lifestyle and portrait work.
Follow the link below and download and find out why the Founders; Stephanie and Britta realized in early 2014 that they were facing two major business challenges.
NINE MISSTEPS THAT CAN KEEP YOU FROM ACHIEVING SALES SUCCESS
How to Overcome Prospecting Mistakes and Increase Your Sales Pipeline
The prospecting landscape is littered with pitfalls and traps that claim many sellers. If you’re not careful, you may succumb to them as well. However, Sandler has developed a Success Triangle to help navigate this rocky terrain.
BUILD YOUR SUCCESS BLUEPRINT WITH THE RIGHT EQUATIONS
How can you untap your potential?
One of the most gratifying elements of a sales career is grounded in untapped potential. In a world where those with the strongest work ethic thrive, it can be summed up with a simple idiom. Naturally there are exceptions to every rule, but when you effectively structure your foundation with these six formulas, you're building your blueprint for success.
Sure Systems Inc Case Study
In late 2012, CEO and sole salesperson Alex McGillivray found himself stuck at a personal and professional roadblock. He began weekly coaching sessions with Sandler’s Calgary franchisee, Hamish Knox, president of Sandler in Calgary.
Find out why Alex believes “Everyone in the organization needs a little Sandler.”
4 Best Practices for Salespeople That Turn Emails into Phone Discussions
These days, our first contact with a potential buyer may not be in a face to face setting or on a phone call, but via email. It’s not always obvious what we should do once we receive such an email message; often, the only thing we know about our prospect is the email address!
Shing Digital Inc.
In early 2013, Shing Digital was at a crossroads. “We didn’t have any problem generating revenue and hitting our sales targets,” recalls Cash Wong, CEO for the Calgary firm specializing in customized IT solutions. “Producing sufficient profit was the issue.”
Find out how Shing Digital Inc. profits increased by five times in one year.
Social selling made easy
10 Ways You Can Use LinkedIn to Prospect More Effectively
LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales.
managing the last mile
3 Ways To Ensure Your Sales Cycle Doesn't Sputter During the Last Mile
Only the best sales reps can consistently navigate the "last mile" of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed.
Create and sustain a workplace learning culture
Six Signs that Your Learning Culture Needs a Makeover
At its best, a dynamic learning culture can create a more satisfied sales team and more productive office. Providing your team with the tools and skills they need to succeed is the key to empowering and ensuring they can thrive in your organization.
Are these mistakes costing you sales?
Three Biggest Sales Mistakes You Should Never Make
For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.
win back valuable working hours
Four Best Practices for Sales Leaders Who Are Pressed for Time
What concerns you the most as a sales leader? If you are like the sales professionals we work with regularly, it would be a lack of time. This is one of the most common daily pain points. Sales leaders tell us they’re concerned about not having enough hours in the day to strategically plan out an approach, train the team on best practices, or debrief on best and worst cases of a sales pitch.
Discover the 9 key factors that lead to success
Key Factors That Will Guide You to Success
Most people say that they want to be successful in life. They want to achieve their goals and feel content with their accomplishments. For countless people, however, understanding how to reach this success can sound complicated. There are nine key factors that can guide those interested in making a difference in their professional or personal lives that separate those who succeed from those who do not.
Create connections with effective social strategy
Six Ways to Personalize Your Pitch with Social Selling
Every time you add more people, opportunities, or information to your pipeline from digital sources, you're employing this modern selling strategy. Social media and online marketing have quickly become the gold standard for prospecting. Ninety percent of top performing salespeople utilize social media as part of their approach.
WHY SALESPEOPLE FAIL... and what you can do about it!
This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts, prepared by the company that literally rewrote the book on selling. Learn a new way of selling that puts the salesperson in control of the selling process.
There's Still Time to Hit Your 2017 Sales Targets!
10 Effective Strategies for Closing the Year Strong
It’s hard to believe, we know, but the final quarter of 2017 is almost here. Find out the 10 tried-and-true tips for finishing 2018 strongly and positioning yourself for a profitable and productive 2018.
Are you as effective as you could be?
Six Ways to be a More Effective Manager Whitepaper
Part of your responsibility as a sales manager is to help your sales team become more effective salespeople. So, what can you do to improve your performance and be a better manager, mentor, and motivator?
Do you know what to look for?
Four Tips When Hiring a Winning Sales Manager
An excellent manager will elevate or replace their salespeople until the team is excellent, from top to bottom. Find out the four things to consider when you’re looking for the next person to lead your team.
How do you find the best-fit?
Interviewing Recent Grads for a Sales Position
Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interviewing process.
Enrich your life
Five Secrets for Personal and Professional Growth
There are numerous opportunities each day to give — a helping hand, words of encouragement, advice and counsel. When you contribute to others, others contribute to you. Sandler’s five strategies will not only improve your life, but also the lives of those with whom you associate personally and professionally.
A road map to success.
Five Ways to Improve Revenue with Sandler’s Coaching Model
Successful managers do more than "delegate" tasks. They meet revenue goals through planned coaching, mentoring, and motivation. In order to be effective and proficient in coaching, it takes planning, commitment, discipline and patience.
Be a great coach.
Five Mistakes to Avoid When Coaching Salespeople
Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.