Prospecting & Qualifying

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients.

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.

In sales, qualifying is such an important part of the selling process. It is impossible to qualify the true needs, pains or full decision-making process by asking closed-ended questions.

As a sales professional, you know that prospecting is a necessity in order to maintain a book of business/pipeline. However, you also know that it is typically one of the most dreaded sales activities. If you are struggling to create and maintain a prospecting plan, you may want to pause and take a close look at your “BAT-ing average”. What are your behaviors, attitudes, and techniques that could currently be helping or hurting your success in prospecting?

Don’t spill your candy in the lobby! Most people have not heard this phrase before, so you’re probably thinking “what the heck does that mean?”. Sandler rule #2: Don’t Spill Your Candy In the Lobby, speaks to one of the biggest mistakes salespeople often make. Another term to sum this concept up is one that might be more recognizable to you. Does word vomit ring a bell?

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

In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North Hampshire’s business operations in the U.K. Paul’s career includes successful sales and sales management positions at SAP, Success Factors, Concur Technologies, Open Text and Basware. 

Listen Time: 26 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

Gerry Weinberg, a Sandler trainer from Detriot, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in connecting with your clients through advanced bonding and rapport tactics. Get the best practices collected from around the world.

Listen Time: 28 Minutes