Sales Process

Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.

Are you looking to drive faster in decision-making in sales? In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales.

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.

In the world of sports and business, success often relies on strategy, preparedness, and a winning mindset. Just as a golfer relies on a meticulously crafted yardage playbook to navigate the course, sales professionals can enhance their performance by incorporating Sandler Sales Principles into their sales playbook.

In this episode, Danny Wood will teach you how to create a powerful elevator pitch that will leave a lasting impression on your audience.

It’s usually pretty easy for us to think about the seller’s journey. That’s our sales process, and most of us are accustomed to thinking about that journey, simply because we already know what our own decision-making process looks like for deciding who we want to work with (and who we don’t). But what about the buyer’s decision-making process?

As an effective sales leader, you want to ensure, through your personal example, that you are walking your talk when it comes to decisions that support the first two pillars, sales process and methodology. Here are three important ways you can do that.

Your sales process is the steps you follow – the "what to do." Your sales methodology is the tactics and strategies you implement to execute that process – the “how to do it.”  With that much settled, it’s time to take a deep dive on the critical question of how your technology can best support your implementation efforts with your team – so that each person who reports to you works at optimal efficiency and produces consistent, predictable revenue for your organization.

Leaders can think of these areas as four pillars—four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars can be a devastating strategic mistake.