53 episodes

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales and sales management training. Find more information about Sandler Training at www.sandler.com.

Selling the Sandler Way Podcast Sandler Training

    • Management

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales and sales management training. Find more information about Sandler Training at www.sandler.com.

    Mindfulness in Selling

    Mindfulness in Selling

    Brain Sullivan interviews Oksana Esberard about Mindfulness in Selling.
    In this episode:
    What is mindfulness and why does it matter? The shocking amount of time we “check out” during interactions with others Mindfulness can help you get rid of head trash Why and how to go offline at times to relax and be more mindful The difference between good and bad stress Final thoughts on mindfulness How to connect with Oksana

    • 27 min
    Brian Sullivan Interviews Jonathan Farrington The Sandler Research Center The Hunt For New Clients

    Brian Sullivan Interviews Jonathan Farrington The Sandler Research Center The Hunt For New Clients

    Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center survey on The Hunt For New Clients

    In this episode:

    What’s in the survey and what makes it different The Hunt for Clients in 2020 The good, the bad, and the ugly How much does your lead generation actually cost you - per customer? Prospect profiling is key to the most profitable use of a sales person’s time Targeting relevant opportunities – instead of chasing everything Three questions to ask to determine if you want their business Strategizing growth within existing clients Great stats on how much you can save and earn with existing clients Team selling – Hunting in packs Final thoughts and how you can participate in The Hunt For New Clients Survey

    • 27 min
    Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center Final

    Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center Final

    In this episode:
    Why this sales research is different than other sales research The journey begins with the first sale It’s no longer just about the product or service, it’s about the entire experience Identifying Critical Moments Good customer service is no longer enough The importance of regular feedback from your clients Clients remember their last interaction with you A.B.C. Always Be Closing Caring Look after your employees and they will look after your clients What is Sustaining Symbiotic Value, and how do you do it? What’s coming in the next survey and how you can participate in it Brian Sullivan is VP of Sandler Enterprise Selling. Jonathan Farrington is the Director of Research for the Sandler Research Center.

    • 29 min
    Brian Sullivan interviews Nema Semnani on How to Use Humor in Selling the Sandler Way

    Brian Sullivan interviews Nema Semnani on How to Use Humor in Selling the Sandler Way

    In this episode:
    Why do people laugh in life and business? How to use storytelling in sales How humor can humanize you to your prospects Is there a science to comedy? Using comedy to establish commonalities Interpersonal, authentic, matching and mirroring comedy is the comedy of sales How humor can help you be better at what you do

    • 41 min
    Pricing Strategy

    Pricing Strategy

    Bill Morrison interviews Tony Hodgson on pricing and Selling the Sandler Way.
     
    In this episode:
    How Tony got into pricing and how the field has exploded What parts of your business should be involved in pricing Why pricing should be a focus area How to grow your business 20% through pricing Value based pricing How discounting can destroy your pricing strategy Does your sales team actually need help with pricing? Your high volume price discount is probably being abused What industry is ahead of the game in pricing? The trends in pricing Questions to answer about your pricing

    • 24 min
    Sandler Research Center - The Client Experience

    Sandler Research Center - The Client Experience

    Brian Sullivan, VP of Sandler Enterprise Selling, and Jonathon Farrington, Director of the Sandler Research Center, discuss "The Client Experience" - the second survey from the Sandler Research Center. Take the survey at www.sandler.com/survey

    In this episode:
    What the Sandler Research Center does The essential components for overachieving sales performance Over 60% of sales people are not hitting their numbers 37% of sales people are not following the company’s process Survey II: The Client Experience Identifying Critical Moments Benchmarking for Client Satisfaction The importance of engaging the team Symbiotic Value Closing comments and how to get the results

    • 33 min

Customer Reviews

lumichev ,

Where are the new episodes!!!???

Sandler !! You are the best sales podcast in the industry and, for some reason, you stopped having new episode. Please start adding new episodes. Looking forward listening to your podcast.

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