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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 ...

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

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 ...

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 ...

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 ...

In sales—especially in today’s ultra-competitive digital age—data accuracy is everything. On the plus side, just remember a time when a salesperson reached out to you, and you realized (perhaps with somewhat of a shock) that this person really understood you and your issues. On the negative side, just remember the last email you received, from ...

Salespeople are masters when it comes to words and so are authors. Though the two might seem miles apart in their industries, there’s plenty that sales reps can learn from authors – from saying more with less to being able to edit their work to achieve the best end result. Say more with less to ...

Imagine if you approached every cold call or sales conversation with a buyer as if they were a grandma - Guess what? Our buyers and clients deserve this. Read and see if you agree.