Don’t Waste Your Time – Or the Prospect’s
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training One morning Juan, a new sales hire for Acme, Inc., found himself under pressure from his manager, Brad. “It’s been two [...]
Go for the “No”
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Grace is a new salesperson, recently hired by a major software firm. She’s three months into her first year on the job, [...]
Entrepreneurs- Don’t be Drawn to the Dark Side
by Ken Schmitt and Vicky Willenberg Passionate. Risk taker. Confident. Rebellious. Innovator. Visionary. Resilient. Tenacity. Independent. Driven. These are characteristics commonly associated [...]
More Than Half of San Diego Marketing, Sales Execs Expect to Change Jobs Next Year
TurningPoint Executive Search’s 2014 Q4 study of San Diego, Orange County and Los Angeles sales and marketing executive trends notes that between 55 and 85 percent of executives in such fields [...]
What are the experts reading this summer?
By Ken Schmitt and Vicky Willenberg While summer is just around the corner, few professionals are able to dust-off the old beach chair and spend our days in the sun. However, most of us can take [...]
Don’t Let “Price” Derail the Sale
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Has this ever happened to you? You’ve had a series of great discussions with a prospect, taken lots of great notes, and [...]
Finding the Star Factor- 8 Important Things to Remember when Hiring Marketing Talent
By Ken Schmitt and Vicky Willenberg Business leaders are heavily relying on their rock star marketing department to drive and execute memorable and “sticky” branding campaigns. Prior to the Great [...]
Let the Prospect Close the Deal!
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Have you ever tried one of those tricky “closing techniques” that are supposed to transform hesitant prospects into [...]