Sales Process

Leaders can think of these areas as four pillars—four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars can be a devastating strategic mistake.

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.

As a business owner, you know that technology is constantly evolving and it can be hard to keep up with the latest trends. However, one area where technology can be incredibly beneficial is in sales. Here are a few ways that technology can help you sell more effectively.

Transactional Analysis (TA) is a theory of psychology and psychotherapy that was developed by Eric Berne in the 1950s. TA is based on the idea that people have three different "ego states" that they can use to interact with others: the Parent, Adult, and Child. We use TA in Sandler to better understand others and ourselves. Here’s a brief overview.

In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Duane explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30.

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.

There are four predictable steps that impact all major purchase decisions. Do you know what they are?

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

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.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.