Sales Tools and Technologies

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Brian, an inside sales rep, spent too much of his time chasing deals that ended up going nowhere. He knew it; his sales [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Mike’s list of “active” prospects was always long and detailed, and he was sure everyone knew this during his team’s [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Leo, a new sales hire, was having a hard time making quota. He asked his colleague Sam for some help. Sam asked, “Can I [...]

by Ken Schmitt and Vicky Willenberg Target Marketing. Shotgun Marketing. Tent-Pole Marketing. Every high-quality business development strategy includes a well-developed marketing strategy. In [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training By asking good questions, you will keep prospects talking, exploring and explaining their thinking and feelings—and [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Anita asked her manager to take part in a “ride-along” on her first sales call of the New Year … so he could offer her [...]

by Ken Schmitt and Vicky Willenberg Does your morning commute seem less congested these days? (Yeah, mine doesn’t either.) Considering the rising popularity of Telecommuting, it really should! [...]

by Ken Schmitt and Vicky Willenberg Hiring the right person to add to your organization is tricky. However, leaving a job open indefinitely while you wait for the “perfect person” to walk [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training June is Effective Communications Month. With that fact in mind, consider the following cautionary tale for salespeople. [...]

by Ken Schmitt and Vicky Willenberg Be honest… Have you ever lied to land a client?  Maybe you’ve fudged a delivery date, inflated a few numbers, or fabricated a sense of urgency with a “limited [...]