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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Dave Mattson

In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations.

Read Time: 5 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

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

People sometimes ask me whether there is a single, simple principle that will help everyone in the organization to learn and grow and improve over time, regardless of an individual’s position or level of experience. There is. But it may come as a surprise to you: embracing failure and embracing it quickly.

Read Time: 6 Minutes

If you are a Sandler client, and you’ve never attended a Summit, let me share four powerful reasons to consider joining us in Florida March 20-22.

Read Time: 5 Minutes

Most of us who lead teams and organizations readily acknowledge that we should be doing more to invest in the personal and professional development of the people who report to us. We have a lot of responsibilities, we get busy, and, all too often, we don’t take action on this essential priority.

Read Time: 4 Minutes

The first month of the year is a classic time for sales professionals to focus with intensity on identifying and fulfilling their most important personal and organizational goals. We’ve noticed, though, that the goal setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year as a whole.

Read Time: 4 Minutes

2019 is shaping up to be a very exciting year at Sandler, especially because of four important new strategic alliances we’ve formed. In this post, I want to look briefly at all four of the organizations with whom we’ve formed strategic partnerships with (Ziglar, Inc., Top Sales WorldGrovoand Evernote), and why each partnership is important.

Read Time: 4 minutes

Consider these three, often overlooked, reasons to remember how critical Q1 is to your business’s growth. Each reason represents a specific opportunity for your organization to start strong and make the very most of 2019.

Read Time: 7 Minutes

Happy New Year!

Not only is it important to set goals for the New Year, but it also makes sense to take some time to reflect on the successes and setbacks from 2018. Below are four suggestions on how leaders can use insights and learnings from the year just past to shape their organizational growth plan for 2019.