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Blind spots

What Blind Spots Keep Your Company From Excellence?

Take the 14 question Blind Spots Survey and begin your journey of self discovery.

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The Cost of a Bad Sales Hire

How do you avoid bad hires? You need a clear, quantifiable hiring process.

Grab our Worksheet: The Cost of a Bad Hire

Starting Buyer-Focused Sales Conversations With Sandler - Offer Image

Starting Buyer-Focused Sales Conversations With Sandler

Learn how to hook the attention of your buyers with what matters most, beginning a sales conversation that leads to more viable opportunities.

Scalable Sales Model

8 Fundamentals for Building a Scalable Sales Model

Build a scalable sales model positioned for growth that will allow them to ramp up revenue dramatically, without causing stress.

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5 Secrets to Sales Success Using DISC

Learn tips for using the DISC assessment and knowledge of DISC profiles to elevate performance.

Hiring & Retaining Talent in a Hybrid Workplace

Hiring & Retaining Talent in a Hybrid Workplace

Learn tips for HIRING & RETAINING talent that can be easily implemented in virtual, in-person, or hybrid settings.

4 Secrets for Customer Success

Four Secrets for Customer Success

Sandler's customer success team shares some best practices to ensure that the new account relationship launches with a strong start from day one.

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Your Guide to Creating Social Selling Emails That Land You an Appointment

Professionals need to approach social media messaging and connection requests from the perspective of finding common ground. Your message needs to be personal, relevant, Beneficial to the recipient in terms of networking, and pleasant versus creepy. Take a look at these five sample emails.

How to uncover emotions so you can close the sale

The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists.Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now ... and where he or she really wants to be.

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4 Best Practices for Sales Leaders Who Are Pressed for Time

Sales leaders tell us they’re concerned about not having enough hours in the day to strategically plan out an approach, train the team on best practices, or debrief on the best and worst cases of a sales pitch.

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5 Ways to Take Your Business to the Next Level 

Build a Tangible Success Plan! Once you define your goals, it's time to identify the specific behaviors and schedule that will get you to your goals.

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3 Ways To Ensure Your Sales Cycle Doesn't Sputter During the Last Mile

Only the best sales reps can consistently navigate the "last mile" of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed.

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How to Overcome Prospecting Mistakes and Increase Your Sales Pipeline

The prospecting landscape is littered with pitfalls and traps that claim many sellers. If you’re not careful, you may succumb to them as well. However, Sandler has developed a Success Triangle to help navigate this rocky terrain.

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How can you untap your potential?

One of the most gratifying elements of a sales career is grounded in untapped potential. In a world where those with the strongest work ethic thrive, it can be summed up with a simple idiom. Naturally there are exceptions to every rule, but when you effectively structure your foundation with these six formulas, you're building your blueprint for success.

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4 Best Practices for Salespeople That Turn Emails into Phone Discussions

These days, our first contact with a potential buyer may not be in a face to face setting or on a phone call, but via email. It’s not always obvious what we should do once we receive such an email message; often, the only thing we know about our prospect is the email address!

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Five Mistakes to Avoid When Coaching Salespeople

Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.

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Six Signs that Your Learning Culture Needs a Makeover

At its best, a dynamic learning culture can create a more satisfied sales team and more productive office. Providing your team with the tools and skills they need to succeed is the key to empowering and ensuring they can thrive in your organization.


5 Ways to Improve Revenue with Sandler’s Coaching Model

Successful managers do more than "delegate" tasks. They meet revenue goals through planned coaching, mentoring, and motivation. In order to be effective and proficient in coaching, it takes planning, commitment, discipline, and patience.

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Key Factors That Will Guide You to Success

Most people say that they want to be successful in life. They want to achieve their goals and feel content with their accomplishments. For countless people, however, understanding how to reach this success can sound complicated. There are nine key factors that can guide those interested in making a difference in their professional or personal lives that separate those who succeed from those who do not.

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Six Ways to Personalize Your Pitch with Social Selling

Every time you add more people, opportunities, or information to your pipeline from digital sources, you're employing this modern selling strategy. Social media and online marketing have quickly become the gold standard for prospecting. Ninety percent of top performing salespeople utilize social media as part of their approach.

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10 Effective Strategies for Closing the Year Strong

It’s hard to believe, we know, but the final quarter is almost here. Find out the 10 tried-and-true tips for finishing the year strong and positioning yourself for a profitable and productive year.

10 Ways You Can Use LinkedIn to Prospect More Effectively

LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales. 

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6 Ways to be a More Effective Manager

Part of your responsibility as a sales manager is to help your sales team become more effective salespeople. So, what can you do to improve your performance and be a better manager, mentor, and motivator?

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4 Tips When Hiring a Winning Sales Manager

An excellent manager will elevate or replace their salespeople until the team is excellent, from top to bottom. Find out the four things to consider when you’re looking for the next person to lead your team.

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5 Secrets for Personal and Professional Growth

There are numerous opportunities each day to give — a helping hand, words of encouragement, advice and counsel. When you contribute to others, others contribute to you. Sandler’s five strategies will not only improve your life, but also the lives of those with whom you associate personally and professionally.

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Seven Ways Your Customer Service Team can Increase Revenues

Your customer service team already has great relationships with your customers. But it’s important to reinforce that they ask the right questions, don’t provide too much "free consulting” and ultimately increase top line revenue.

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Five Mistakes in Technology Sales That Could Be Costing You Millions

Most technology salespeople rush the proposal stage without doing due diligence along the way to ensure success. Are you missing opportunities to shorten the sales cycle, increase close rates, and open doors to the actual decision makers?

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Eight Unique Challenges in Enterprise Selling

Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First, you need to understand how selling to large corporations differs from the less complex world of selling to small and med-sized companies. It takes time, energy, commitment and money but the payoff can be huge.


Three Biggest Sales Mistakes You Should Never Make

For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.

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Seven Ways for Health Care Reps to Build Credibility

Having a systematized approach to selling is crucial for health care sales representatives, particularly when the medical world is evolving so quickly. The Sandler Selling System methodology creates sustainable success through real-world tactics for prospecting, qualifying, making the deal, closing the sale and generating referrals.

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Five Ways to Work Smarter, Not Harder in HVAC Sales

You’ll find you’re able to do a lot more business in a lot less time if you “work smarter, not harder” – and if you follow our tips for avoiding these common traps in the HVAC industry.

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How Builders and Remodelers can Increase Referrals

Many builders and remodelers don’t have a systematized approach to selling, but having one is crucial. Part of a methodical approach is to make referrals, which cost less to produce than other leads and close at a much higher rate, a key part of your prospecting process.


Why Salespeople Fail... and what you can do about it!

This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts, prepared by the company that literally rewrote the book on selling. Learn a new way of selling that puts the salesperson in control of the selling process.

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5 Ways to Invest in the Development of Your People

While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit.

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Creating a Strategic Social Network

Social media can be a powerful networking tool, but do you know why and how you can take advantage of it?

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3 Ways to Deliver an Effective Sales Presentation

Deliver the winning sales presentation and say goodbye to the traditional approach. Discover three important steps that will create a strong, productive impact with prospects during your presentation.

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Overcome The Challenges of Hybrid Selling

In the post-pandemic environment, learn to control the meeting and close the deal in both virtual and in-person settings.

Embrace Technology Tools For Sales Success


Embrace Technology Tools For Sales Success

Sales enablement and readiness technologies could be the solution you need to unleash the full potential of your team.

Driving Sales Growth in a Recovery

Come out of a crisis poised

When an upturn from a crisis is likely to be fast, far-reaching, and decisive, discover what sales leaders can do to ensure their organization not only survives but emerges as one of the winners.

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7 Questions to Ask Yourself When Interviewing Recent Grads for a Sales Position

Looking to hire the best and brightest salespeople fresh out of college? Here are 7 critical questions to ask yourself during the interviewing process.

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Four Ways Financial Planners Can Improve Results

The world of financial services brings with it challenges that are different than those experienced by people selling other products and services. Overcome these 4 obstacles to grow your financial planning clientele.

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6 Steps Towards Improved Marketing-Sales Alignment and Business Growth

Collaborative teams create smoother customer experiences. Learn 6 steps to integrate your marketing & sales teams and improve company returns.

Explore top-performing programs to see if we're a fit for you.

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Nine Steps for Running Efficient and Effective Sales Meetings

Learn how a few small adjustments to your meeting planning and execution tactics can bring an increase in focus and productivity.

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12 Ways to Beat the Odds Through the Summer Sales Slump

This year, resolve not to fall into the summer slump with these 12 tips for staying motivated, creating your own opportunities and keeping the income flowing during the typical slowdown.

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8 Effective Ways to Motivate Your Sales Team This Summer

Customers hesitate to buy and put off making decisions during summer months, leading to low sales figures. After hearing “no” hundreds of times — or never hearing back at all — sales teams quickly lose motivation to keep selling during this period.

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