Sandler Advisor
The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all.
IN THIS ISSUE:
The Five Keys to Successful Virtual Selling
By Michael Norton
Today, the tactics and strategies of “virtual selling” are, for most of us, deeply embedded within the profession of selling itself. Salespeople are expected to execute some variation on an “omnichannel” sales process. But what, exactly, is the best way to do that?
Why Your Onboarding is Probably Costing You Sales Talent
By Karl Graf
It’s estimated that the cost of recruiting, interviewing, hiring and onboarding a new salesperson costs a company between $75,000 and $300,000 per rep. Unfortunately for most companies, their onboarding program contributes directly to those new reps leaving.
Pre-Call Planning: The Ultimate Virtual Selling Weapon
By Patrick McManamon
We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling. Yet for some reason, salespeople often fail to prepare effectively for remote sales discussions.
Three Powerful Strategies for Selling Value in a Down Market
By Stephanie van Dam
These three powerful best practices will make it easier for you to connect with, and sell to, the right prospects, even in a down market.
Navigating to Decision Makers in the Enterprise Sale: The Twelve Critical Sandler Best Practices
By Mark McGraw
How do we expand our relationships within our prospective accounts and our existing accounts? Over nearly a decade, with the help of my clients and the good folks at Sandler, I’ve formalized a list of twelve critical Sandler best practices for navigating to decision makers in the enterprise sale.
Hiring, Onboarding, and Retaining Sales Talent in a Hybrid Workplace
By Suzette Patterson
Let’s address a question that leaders too often skip over: Why do good salespeople leave a company? It’s not always about the salary; many other factors can cause key employees to start searching for another job.
Transformative Video from the Sandler Summit: What Is Your USX – Your Unique Sales Experience?
By Sandler
As technology improves it’s becoming easier and easier for buyers to not engage with the sales rep. And those buyers are voting with their purchase decisions. So, the question becomes: How has the successful salesperson’s value proposition to even engage in the sales process changed?
The Five Best Practices of Effective Sales Leaders
By David Mattson, President and CEO, Sandler
These are practical leadership skills that we can internalize through action, day after day, until they become consistent, predictable behaviors.
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