Prospecting & Qualifying

Mike Montague interviews Mike Crandall about how to succeed at prospecting during the pandemic.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

While recently working with a client, I noticed one of the participants was a bit troubled during the session. He seemed to be struggling with a few of the concepts we were working through. It's not that unusual given the topic - developing and executing a prospecting plan. That topic seems to wake up those little gremlins we have swirling around in our mind.

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect. Get the best practices collected from around the world.

Listen Time: 27 Minutes

In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North Hampshire’s business operations in the U.K. Paul’s career includes successful sales and sales management positions at SAP, Success Factors, Concur Technologies, Open Text and Basware. 

Listen Time: 26 Minutes

You never know where your business might come from.  But if we don’t bail out and continue to stay true to our process, we often strike gold. Sometimes our best clients come from unexpected places - out of the middle of nowhere. I share an experience that I had years ago that taught me a big lesson on where my next "Hall of Fame "client may manifest.

It's the common sales paradox. It's a numbers game, right? If I see more people, I can't help but make more sales?  Maybe. Maybe not. For some salespeople, seeing more prospects might actually lead to fewer sales.  Before you dismiss this thought, consider this.

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It's a good problem to have, but it can prevent you from selling more and growing. Get the best practices collected from around the world.

25 Minutes

Gerry Weinberg, a Sandler trainer from Detriot, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in connecting with your clients through advanced bonding and rapport tactics. Get the best practices collected from around the world.

Listen Time: 28 Minutes

The end of the year is upon us! And contrary to popular belief, this is not necessarily a “dead” time in terms of business development and relationship-building for salespeople. Here are four simple strategies you can use right away to ramp up your prospecting performance during the holiday season.

Read Time: 4 Minutes