Prospecting

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.

Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry.

In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn.

Looking for a way to create an engaging and effective product demo? Look no further than a story-led demo! In this episode of the How to Succeed Podcast, Nick Capozzi will join us to discuss the power of story-led demos and how they can help you succeed.

This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second Commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve.

In this episode, Tiffany Koettel and I discuss the movie "Tommy Boy" and how the characters in the movie provide some great lessons on sales and coaching.

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.

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.

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

Kyle Jepson and Mike Montague, instructors in this course talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence.

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! 

Eight simple questions about your personal approach to prospecting

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

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.

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021?

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.

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.

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

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.

We’re going to tell you how to get there by sharing what’s working for the most successful companies and why based on the results of Sandler Research Center’s Report: The Hunt for New Clients.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

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.

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.

Many of you reading this article right now have a team (or teams) of people that report to you in some form or another. As you think about those people, your time spent leading them, managing them, coaching them, developing them, working with them, and yes… all of the other things you have to do as part of your roles or responsibilities, it doesn’t leave much time to add on a thorough accountability process to that list… or does it?

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. 

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode:

• The right attitude for effective storytelling
• Imagined realities are powerful motivators
• How to tell a compelling story

I love sales!  It is a career where you, the sales professional, determine your income based on how skillful you execute the duty.  It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding.  Professional selling is regarded as one of the top earning careers on the face of the planet.  Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing its value!

Read Time: 5 MInutes

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders.

Listen Time10 Minutes

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call it something else instead. 

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Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial.

Read Time: 7 Minutes

Most salespeople who need to prospect for a living will tell you that it’s a very proactive, immediate results-driven exercise that can be uncomfortable at times. Hard to disagree with that. This is a topic that we get involved with far too often as it’s a common point of frustration for many business owners and sales leaders regarding their selling culture.

Read Time: 5 Minutes

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Potential buyers of your product or service – like the rest of us – spend a lot of their time online. This gives rise to a question: What are the best ways to engage with them when a voice to voice or a face to face conversation isn’t a possibility? Here are five simple, effective steps you can follow.

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

Linc Miller, Sandler trainer, shows you how to succeed at the connection with prospects through the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for bonding and rapport in sales.

This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.

Read Time: 3 Minutes

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Read Time: 8 Minutes

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

Read Time: 6 Minutes

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations.

Read Time: 4 Minutes

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

There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31?

David Mattson, President and CEO of Sandler Training, talks about how to introduce a manager or another team member to your prospect. Learn the best practices collected from over a thousand Sandler employees around the world.

According to research done by AYTM, over 60% of business professionals will take a summer vacation. At any given moment this summer, a third of your prospects and customers may be away from work. That can make it difficult to keep sales numbers up – and yourself or your team motivated. This summer, you can use these social selling tips to avoid a summer slump.

Summertime can be a difficult time for salespeople. Vacations, seasonal businesses, and other distractions can make it more challenging to get in touch with decision-makers. LinkedIn is a smart way to be more productive during these months. Of course, every great business deal requires a conversation. Using LinkedIn, you can make sure you have more of those conversations, have them with the right people, and have the best conversation possible.

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.”

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

We’re sometimes asked what the bare minimum should be in terms of digital prospecting ability for an individual salesperson. Below, our list of five things we believe every salesperson, operating in any industry, should be able to do in terms of digital prospecting. If for some reason you can’t do this much right now, you should learn how, and sooner rather than later!

Learn how to measure and properly quantify your prospecting efforts with Sean Coyle, one of Sandler's top prospecting experts. Sean makes thousands of outbound dials each week with the help of ConnectandSell and he knows how to make each one count. Listen in as he discusses prospecting best practices with Dave Mattson, President and CEO of Sandler Training.

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

Todd finally learned that he had lost the large deal. He was confused and thought his demo had gone well.  A month had passed since he was told by the prospect that he had “done a good job presenting his software!”  What could have gone wrong?

There are numerous components which determining a seller’s success. Near the top of this contributing-factor totem pole, is behavior. If an individual cannot execute proper behavior, they will struggle to find high levels of achievement. Behavior, the action we take towards our goals, is the blueprint for success in the sales world. Following through on these plans, however, is easier said than done. A large contingent of the salespeople routinely makes the three mistakes listed below. 

Chip Doyle, Sandler trainer from the UK, talks about the importance of having a prospecting list with Dave Mattson, President and CEO of Sandler Training. Successfully creating a qualified prospecting list does many wonderful things for your sales career. Learn how in this Selling the Sandler Way podcast.

Jim Barnoski, Sandler trainer, talks about how to manage the prospect's emotional reactions to the sales process. Often, talking about things like budget, the prospect's problems, or even the people involved in the buying decision will trigger negative emotions in your prospect. If you can't prevent or get rid of them, the prospect might get rid of you instead.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2018 than you did in 2017, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

David Fischer, a Sandler trainer from New York, shares his thoughts about how to succeed at negative reverse selling. Negative reverse selling is a reverse psychology approach to question that does the opposite of what the prospect expects.

You will learn how to get to the top and stay there as we explore:

Why Attitude is important to long-term success
How Behavior affects your chances of success
How to improve your Technique for greater success
How David defines success and his favorite Sandler rule

This article discusses concepts and strategies from our No Guts, No Gain assertiveness program. This self-study program was designed from David Sandler’s teachings on goal-setting, getting tough, and avoiding game and powerplays.

Jane was having problems uncovering accurate information during her discussions with prospects. Her conversations during sales calls tended to be unfocused, and she spent a lot of time pursuing options that her prospects ended up rejecting. Her manager suggested she try something called Negative Reversing.

Every salesperson dreams of getting good leads. But what are you supposed to do when you get one?

When prospects ask you a question (or use wishy-washy words, or try to mislead you, or use smokescreen tactics), wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Guest host, Lindsey Demetris, interviews Mike Montague, VP of Online Learning at Sandler Training and the creator of our new Social Selling Success course. Mike shares the best practices of today's top social sellers and attitudes, behaviors, and techniques for social prospecting in 2018.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Later this month, myself and Marketing Director, Lindsey Demetris, are hosting a free webinar detailing how to drive revenues through social selling. We plan on teaching our viewers how to target efficiently, connect appropriately, and build engagement.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

First, let’s understand what social prospecting is and what it isn’t. Social prospecting simply means using social media and online networks to add more prospects, information, or sales opportunities to your pipeline. In other words, social prospecting is using modern communication and information networks to start a sales conversation with another person to determine if there is a reason to do business together.

One of the biggest challenges in the sales world is properly executing a cold call. Cold calls can be awkward, nerve-wracking, and even detrimental if not initiated correctly. However, cold calling isn’t a complex obstacle to tackle. In fact, the skills are quite simple, and it’s a necessary skill that every top seller must master. Below is a four-step guide to follow when cold calling to increase your efficiency and effectiveness.

Welcome to the How To Succeed Podcast. The show that helps you get to the top and stay there. This is How to Succeed at Cold Prospecting. The show is brought to you by Sandler Training, the worldwide leader in sales management and customer service training.

Welcome to Selling the Sandler Way with your host, Dave Mattson, the President and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. For more information on Sandler Training, visit sandler.com. Now, it's time to learn how to succeed by Selling The Sandler Way with your host, Dave Mattson.

Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind.

Any professional can benefit from a strong LinkedIn profile and plan, but if you are interested in expanding your network or cultivating prospects, a presence on the busy site is a must. This professional network is just too big to ignore. Positioning yourself for success on LinkedIn means starting with a compelling profile, sharing relevant and useful content and joining industry groups and discussions.

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.

After Thanksgiving, many of us sales people feel fat and happy, and decide to pull off the throttle and take some down time. After all, nobody really wants to talk to sales people, make decisions, or think about expenditures. Right? Wrong! The little known secret is that the holiday season is a fantastic time to assemble a powerful framework that builds your business, and sets you up for a great first quarter.

These days, salespeople get asked to participate in numerous prospecting activities that include group networking events. Often times, it can be difficult to translate these types of events into actual dollars. Networking can be an effective way to capture business and increase your brand's awareness and should be a part of any salesperson's healthy behaviors.

If you don’t start your sales calls with the end in mind, you should not be surprised when it doesn’t end up where you hoped. For example, at the end of a good presentation, your prospect leaves you with a Think-It-Over. After all, you can’t blame a prospect for doing something that you failed to emphasize is unacceptable. If you want to control what happens at the end of a sales call, focus on the beginning.

By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward in your sales process. Understanding exactly what’s moving a deal forward will help you decide the best next steps you should take to close any similar deal in the future. Tracking activities also highlights the telltale signs that a deal might be slipping away, and helps you pay it the proper attention to keep it moving forward. 

People buy emotionally; we’ve all heard that. But what does it mean? It means that people make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and who is justifying the decisions. 

It can be tempting for companies and salespeople to coast through the slower-paced summer months. The seasonal slowdown will cause many organizations to just give up on the season, and save their goals for the months ahead when the pace picks up. Taking the time to lay the groundwork and planning now, however, can help you set up to have a fantastic fall, and lead to strong year-end results.

A salesperson striving toward success and prospecting for new clients may think that he or she must do something grandiose to draw customers away from the competition. Occasionally, something spectacular may be just what's needed, but it's not practical to do on a regular basis. Incorporate the following four simple gestures into your interactions with potential clients to experience greater conversion success.

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and the size of your commission check), is determined not by the information you give, but rather, by the information you collect.

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question that salespeople ask. These sellers lose sight of the fact that it’s the prospect that needs to do something for a sale to happen.

Referrals and introductions should be central to building a quality pipeline for our business. In my research, most of us are leaving up to 75% of the available referrals and introductions on the table. Most of us get referrals and introductions even if we do not ask! However, having a well-thought process and goals for pursuing them can dramatically increase our referral business.

According to Entrepreneur, we receive 193.3 billion emails every day. On average, that means each person's inbox is hit by about 120 emails a day – with some people receiving less and some receiving many more. Breaking through to your target audience when you're up against such odds can be tough. Even with all the inbox competition, email marketing can be quite lucrative when handled correctly. 

Social selling, or using social media during the prospecting and sales function, may very well be the “three-point line” of the sales world. It is a modern-day creation that can be perceived as a marketing gimmick or a cheap stunt, but it has been around for almost 20 years and people are now starting to see its real value.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to cash in on social media opportunities and become a successful sales professional:

No matter your age or experience level, LinkedIn is the platform for social networking when it comes to business. Today, there are more than 300 million registered LinkedIn users with 100 million of those users residing in the United States. And while that statistic makes it seem like everyone is already on LinkedIn, that's not entirely true. More people are joining every day.

Think about the last time someone asked you to tell them a little about yourself. Did you stumble? Did you regret how you answered? Did you miss an opportunity to fit in something important? Sandler Training advises that all professionals – especially salespeople – take time to craft their "thirty-second commercial." Thirty-second commercials can be used for prospecting and to introduce yourself at networking events. A great thirty-second commercial does two things, lets a prospect know what you do and answers the question "why is this person and their business relevant to me?"e

If you've heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy. "I need to confer with other managers here." "I need more time to decide." "Call me in about a month."

It's a fast-paced world and today's salesperson needs to be one step ahead of the prospect and working as efficiently as possible. In addition, we're more connected than ever and clients and prospects expect quick turnaround times and faster response rates. While it may seem like there aren't enough hours in the day, there are more than enough apps available to us to help us manage our time, stay on task and find even greater success. Here are a few free apps that Sandler Training's associates and clients use often in their everyday life

Prepare a digital version of your 30-Second Commercial...and include that text in your LinkedIn profile. (tweet this!)

Does this sound familiar to you? Prospect A says, "This looks very good. I think there's an excellent chance we'll do business." The salesperson thinks, "I've got one." Prospect B comments, "Your price is higher than we expected." The salesperson thinks, "I'll have to cut the price to close the deal." Prospect C reveals, "We were hoping for a shorter delivery time." The salesperson thinks, "I'll have to push this through as a rush order to get the sale."e

A lot of sales people and business owners are struggling with how to add social media sites like Facebook, LinkedIn, and Twitter into their prospecting or marketing plan. Social networking is the #1 online activity, used by 1.2 billion people worldwide. Nearly one in five minutes online is spent on social media websites, and 75% of that is on Facebook. But how does that help you sell anything? Attitude First, you have to have the right attitude to make social networking work for you

My Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of herriddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson forme as I have gone through life. Here they are. Riddle 1: What did Tarzan say when he saw the elephantscoming down the road? "Here come the elephants." Riddle 2: What did the elephants say when theysaw Tarzan coming down the road? Nothing, elephants don't talk

Two weekends ago, I got to take my youngest daughter to a 4 year-old's birthday party. I'd forgotten how elaborate some of these parties get, and this was a nice reminder. The parents of this little boy had hired an animal trainer to bring some critters and let the kids see them.

Ask most salespeople to describe the purpose of each interaction with a prospect and they'll probably say something like: "close 'em" "build the relationship" "educate them" "solve their problems" All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What's uncomfortable about getting the truth in an interaction with a prospect? Ask any salesperson this question and most of the time their answer will be something like "I might not get their business!"e

That's a headline straight out of sales training boot camp, but it's true. There is a question most people want answered when they go to a sales training program or read one of the many sales how-to books; that question sounds like this, "Is there really one secret weapon or magic formula to make me better and increase my sales?" Wouldn't it be wonderful to find one ... so would winning the lottery, but not many do it