By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn. Reachback is what [...]
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Vincent’s closing numbers were not what he had been hoping for. He asked his manager, Lynnette, what she thought the problem might be. After a little role-playing, Lynnette [...]
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Stan was frustrated. He kept getting “shot down on price” during discussions with prospective buyers. He knew he was supposed to talk directly about money issues before making a [...]
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Jane, a new sales hire, was settling into her workspace on Friday morning, all ready to celebrate the first quarter in which she’d been able to exceed her revenue target … when [...]
by Ken Schmitt and Vicky Willenberg Parents of aspiring college students aren’t the only ones weaving tales of academic achievement, award-winning experiences, and outstanding accomplishments. Job Seekers are guilty of embellishing their resumes just as [...]
by Ken Schmitt and Vicky Willenberg Contrary to what you’ve heard, it ain’t “all about the Benjamins.” In a tight labor market like ours, employers are looking for the juiciest carrots to dangle in front of potential candidates. But are they using the [...]
