Sales POP - Purveyors of Propserity
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Hunker Up…..for your Clients

Hunker Up…..for your Clients

Motivating Sales Teams / May 21, 2020 / Brian Sullivan

Hunker down. It’s a phrase we all knew but rarely used. Heard occasionally in the US Southeast during hurricane seasons, its Scottish origins date back to the early 1700’s. “Hunk’ring down upon the cald grass” referred to assuming a low squatting position and “sitting hunker-tottie”. So much for the history lesson and truth be told, ... Read More

KARE in Crisis

KARE in Crisis

Leadership / Apr 16, 2020 / Brian Sullivan

In turbulent times, it’s especially critical to stay connected with others, to help and to serve. While we typically think first of family and friends, our connections with clients and prospects in difficult times are important as well. In Sandler Enterprise Selling, we teach a process that adds clarity to these business connections and, given ... Read More

Believe, Act and Win!

Believe, Act and Win!

Entrepreneurs / Mar 18, 2020 / Brian Sullivan

One of my favorite quotes comes from the famous religious leader, Buddha – “What consumes your mind controls your life”. While it’s universally applicable, I’d like to focus on how it relates to selling. First, some context regarding the well-known placebo effect. Placebos are used by pharmaceutical firms in clinical trials to gauge the effectiveness ... Read More

Different Accounts Awaken Your Different Beasts

Different Accounts Awaken Your Different Beasts

Prospecting / Jan 25, 2020 / Brian Sullivan

In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase efficiency. Descriptive ... Read More

Converting the High Percentage Deals

Converting the High Percentage Deals

Negotiations / Dec 12, 2019 / Brian Sullivan

As we know, selling’s a highly competitive business, not for the faint of heart. But we’ve been trained to follow the process and work smart. Plan, prospect, research and qualify. Identify and address prospect pains. And every day, battle other sales warriors doing the same things and seeking the same goals. No, it’s not for ... Read More

Brainstorming the Problems and the Opportunities!

Brainstorming the Problems and the Opportunities!

For Sales Pros / Oct 26, 2019 / Brian Sullivan

We’re all familiar with brainstorming and its many forms. The collaborative process of creatively solving problems is generally credited to Alex Osborn, a US advertising executive. His book, Applied Imagination, detailed the teaming approach that he used to win business with firms like GE, Chrysler and DuPont. He figured out that in dealing with the ... Read More

Team Buying – The Behavioral Secret

Team Buying – The Behavioral Secret

For Sales Pros / Oct 5, 2019 / Brian Sullivan

We know all about team selling, don’t we? The entire selling organization pitching in to help win deals. In pursuing major account business, it’s a mandatory strategy. But what about the other side of large account pursuits – the other collaborative strategy? Team buying. I put this in the context of major accounts because that’s ... Read More

In Enterprise Selling, Losing Happens

In Enterprise Selling, Losing Happens

Entrepreneurs / Sep 16, 2019 / Brian Sullivan

In the world of enterprise selling, the simple fact is that losing happens. Regardless of your best efforts to maximize your likelihood of success, you will fall short on occasion. And in the midst of the grief after losing a major deal, someone will invariably say, “We should learn from this to make sure it ... Read More

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