Prospecting & Qualifying

Uncover the "four elements of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative episode where he shares his top tips for pipeline management.

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.

Getting "ghosted" by prospects is frustrating.  The question then arises: How do you get more people to call you back?  Salespeople often find themselves reaching out to prospects only to be met with silence. Whether it's a voicemail that goes unanswered or an email that seems to disappear into the void, the experience can be disheartening. 

Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry.

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn.

In the world of sales, closing a deal is the ultimate goal. However, with modern buyers becoming more informed and demanding, it's becoming increasingly challenging to progress deals to closure. To overcome this challenge, salespeople need to understand the buyer's pain points, and the Sandler Pain Funnel is an effective tool to help with that.

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.