Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

Pareto’s Analysis – An Unsung Management Tool?

By / August 23, 2019

Pareto Analysis is a very simple technique that helps you to choose the most effective changes to make.   It uses the Pareto principle – the idea that by doing 20% of work you can generate 80% of the advantage of doing the entire job. Pareto analysis is a formal technique for finding the changes…

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In Sales, What Differentiates the Top 5% Players?

By / August 23, 2019

As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer – what are their characteristics, where are their strengths, and what differentiates them? Over the past fifteen years I have trained and developed thousands of…

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Customer Focus Creates Competitive Advantage

By / August 23, 2019

There is one phrase that sets top sales performers apart from the pack: customer focus. This is because outstanding sales results depend on the ability to think from the customer’s point of view, while understanding the customer’s agenda, buying cycle and best interests. Beyond a superficial reading of immediate customer needs, the very best salespeople…

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So, What Makes a Successful Sales Team?

By / August 23, 2019

An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother? A mission statement communicates the essence of…

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Selling in 2020: The Survival of the Fittest?

By / August 23, 2019

There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening. Commoditization virtually eliminates seller-buyer human interaction and, at the time of writing this, it is a B2C “phenomenon.” It is…

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Is Your Sales Process Cramping Your Style?

By / August 23, 2019

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, far too many don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set…

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Reconstructing the Pieces Of The Sales Puzzle

By / August 23, 2019

I first began to recognise the need to be able to benchmark sales performance more objectively and more rigorously over thirty- five years ago. The motivation to do this was strong, because I knew I was wasting thousands – if not hundreds of thousands – of pounds on sales skills training programmes which were not…

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How Much Did That Lead Cost You – Honestly?

By / August 23, 2019

Here’s an interesting question for you: How much is it costing your company to generate one lead? Here’s another equally interesting question: How many leads does your company need to generate to create one sale? I have spent the past two weeks asking those two questions of friends, colleagues, fellow sales commentators, clients, and prospects…

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Tried & Tested Tips for Lead Generation

By / August 23, 2019

Use of ‘Pareto Thinking’ is highly relevant and important when applied to sales people. For example, 20% of sales people’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead generation activities. Generating leads is an important sales activity that plants the seeds of growth for sustainable…

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Isn’t It Time We Re-Defined Selling?

By / August 23, 2019

What we do know is that in today’s world of selling, there is less and less room for apprenticeship. Selling has become an exclusive club of highly skilled professionals, where product knowledge, time management skills, objection-handling, cold calling techniques, and the ability to distinguish between features and benefits for instance, are the cost of membership,…

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