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How to Sell to the Modern Buyer breaks down the basics of effective professional selling in the multiple-platform, remote-buying, hybrid-meeting era. The book, which updates the bestseller The Sandler Rules, features an updated list of Sandler’s famous principles for sales success.
Yes, You Can Take a Day Off provides a roadmap for entrepreneurs and small business owners on how to overcome and steer clear of toxic misconceptions so you can take your business to the next level.
In Making the Climb, Peter Oliver discusses the single most common mistake senior management makes when promoting someone into a sales management role? Making the Climb is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals.
In Goal Setting Boot Camp, Kevin Shulmun discusses an intensive four-day process to personal breakthroughs and greater fulfillment in virtually any area of life.
In Negotiating from the Inside Out, Clint Babcock discuss how to overcome the inner obstacles to successful negotiations that everyone faces … and master the simple three-step process that leads to successful outcomes in virtually any negotiating situation.
In The Intentional Sales Manager, Pat McManamon discuss how to cultivate intentional sales management with decisions made consciously, rather than from force of habit.
In The Success Cadence, David Mattson, Tom Schodorf, and Bart Fanelli discuss how to create and sustain a distinctive operational cadence for yourself and your team that delivers a rapid sales process when combined with the right methodology and toolkit.
In The Art and Skill of Sales Psychology, Brad McDonald identifies the psychological motivators that cause buyers and sellers to do what they do and take control over the sales process.
In Misery to Mastery, Sandler Trainer Paul Van Den Hoven provides a guide to help managers begin what may be the most critical journey in tech… the journey from sales producer to sales leader.
Lisette Howlett's breakthrough book, The Right Hire, provides a proven system for attracting the very best people to your organization and how to retain those people once they’re on the team.
Lorraine Ferguson's breakthrough book, The Unapologetic Saleswoman, provides insight and practical how to’s for overcoming some of the most common concerns and self-doubts and erasing the negative connotations of selling.
Marcus Cauchi and David Davies' breakthrough book, Making Channel Sales Work, provides a structured approach to third-party sales management with ten tools to create a world-class third-party selling program.
In From the Board Room to the Living Room, Training director David Hiatt introduces a how-to communication guide on using sales and negotiation strategies when looking to improve relationships, deepen conversations and achieve more positive outcomes.
In The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business, Sandler CEO and President Dave Mattson introduces six powerful leadership strategies that identifies the common blind spots that can take any business off track.
In Selling in Manufacturing and Logistics: The Twelve Key Strategies For Managers And Salespeople, Sandler trainers Mike Jones and Ken Guest introduce alternative processes for salespeople and managers to follow when selling in these industries, where traditional sales methods are ineffective.
Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you. Why People Buy uncovers what really drives sales. It's an accessible, one-volume summary of proven tools and best practices for successfully completing the Sandler Selling System's all-important Pain Step.
Antonio Garrido's breakthrough book for salespeople, Asking Questions the Sandler Way, shows how to get both buyer and seller to the right solution, faster, more efficiently, and with less stress — by asking the right questions, in the right way, at the right time, for the right reason.
Josh Seibert's new book, Winning From Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. His book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries.
Great medical practices look and sound different than their competition. Sure, profitability contributes to greatness, as does superior medical expertise—but these are not enough. Great medical practices put a high priority on delivering an extraordinary experience—for both their patients and their internal staff.
Here's a mystery. We have a common language and a common process for every single department in the organization...except sales. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole...and managers tend to let them! Why?
Even in this age of "do not call" lists and voicemail jail, more and more companies are setting up call centers to close more business. Call Center Success The Sandler Way, by Sandler Trainer Tom Niesen, will help you empower your team and reach your business goals by presenting practical tools and insights to take the guesswork out of operating a call center. Learn how a successful call center can turn your current "shoppers" into buying "customers".
People come to work for their reasons, not ours. To get the most from your organization, you need to understand these reasons…and tie them to your company’s mission. Motivational Management The Sandler Way, by Sandler trainer Mike Crandall, focuses on this underlying principle. You will learn about motivating yourself, your team, and your company at optimum levels—by leveraging the inside and outside forces that inspire people to take action.
You don’t have the luxury of avoiding change, internally and externally. Change is constant. You can, however, learn to recognize leading indicators of transitions and prepare yourself and your team to benefit from the change or mitigate any negative impacts. Change The Sandler Way, by Sandler trainer Hamish Knox, is about facilitating change in yourself, your team, and your company. This powerful book details and demonstrates the four stages of transition and eight common negative consequences that accompany organizational change.