Columns

Sandler Training: No Money, No Sale! Tim could not believe his luck. While cold calling from the office, he lucked out with a prospect who

Sandler Training: Stop With The Dog & Pony Shows Already! The table in the conference room at the prospect’s office was the biggest one Tim had

Sandler Training: Do You Like Being Closed? I Didn’t Think So. Nick was climbing the wall because he could not figure out how to close

Sandler Training: Don’t Take Shots In The Dark Ken’s closing ratio had been the lowest on the team for four months running. Juanita, his manager,

Sandler Training: The Sales Manager - Ally or Enemy Melinda knew that when the company hired her, it was instead of one of the salespeople, who

Every Day Should Not Be New George had been closely watching the way Meg went about her day for the past couple of weeks. Why

Existing Clients: Could There Be Gold in Them Hills? For the past two years, every Thursday afternoon unless it was a holiday, Sally has religiously

Do You Sabotage Your Own Success? Imagine for just a moment that you are on a small deserted island with a single palm tree in

Working Harder is Not Always the Answer A friend of mine was running a landscaping business for someone, overseeing the crews and the like. Now

You Should Hate Doing Sales Presentations When I first entered into sales, untrained and hungry, I loved doing presentations. They were fun to put together