We’ve all made excuses not to call that person… or been relieved when we did call and went straight through to voice mail… or felt just a little bit in awe of that person and/or their position… In selling, there’s a fine line between being respectful and completely disempowering yourself. Here are some examples of ... Read Post

Before we go completely overboard into an automated society, one crucial factor needs to be sorted out: the bias of data and algorithms. Read Post

I hear the question often. “What is Sandler Enterprise Selling?”. But first, a broader question must be considered. “What is enterprise selling itself?”. Indeed. At Sandler, we believe strongly in pain – the great motivator. “No pain, no sale” is one of our classic quotes. And in selling, while the focus is typically on the ... Read Post

Survey results from Richardson's polling of over 300 sales professionals more than half of whom have $1m+ quotas in 2019! Read Post

In the discussion of automation and machine learning, there is certainly one crucial question, for sales and for everyone: is the future dominated by humans or machines? Or, both together in harmony? I truly believe there will be such a decision, and it will have to be made in the not-too-distant future. As we discussed ... Read Post

What do 41 Sales VP’s have to say – quite a lot. We interviewed top sales leaders from 19 industries to learn more about their most pressing priorities and biggest challenges. Read on to learn what we discovered. 1. Alarming Gap in Large Deal Proficiency. Sales leaders rated the majority, or 46%, of their sales ... Read Post

Today a lot of specialized literature is devoted to business planning. You can come across special departments in the store which are dedicated to this issue. However, many novice businessmen often do not know the answer to the simple question: “Why a sales budget is essential to effective business planning?”. The logic of the question ... Read Post

How does your market perceive your business? How does your market perceive you? How would you like them to perceive your business, and you? What are you doing about it? Keep in mind that your market is what makes your living. You have to react to their needs and desires. So how are you positioned ... Read Post