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SalesGrowth MD, Inc. | Lone Tree, CO
 

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Tina Phillips joins the podcast for the first time to talk about improving your listening skills in sales and in your personal life. Learn the attitudes, behaviors, and techniques of great listeners, and learn how to incorporate them into your conversations. 

Learn how to engage and partner with gatekeepers to get to more decision-makers. Sean Coyle is Sandler's prospecting expert and host of the online course. In this episode, Sean talks about the attitudes, behaviors, and techniques of top sellers and how they interact with gatekeepers and admins. 

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours.

There's been a lot written in recent years about making the health of your employees an organizational priority, and that’s as it should be. An individual employee’s wellness correlates directly to that employee’s quality of life, to their overall job satisfaction, and, of course, to their productivity.

With apologies to Paul Simon, there are countless books filled with newer, better, and numerous ways for salespeople to “close” a sale.

I once did a training engagement for a firm that had previously required their sellers to “close” a MINIMUM of 15 times before leaving an appointment! Seriously? That isn’t selling it’s more like a high-pressure exercise in pissing off prospects.

According to Alex Baldwin's character in the movie "Glengarry Glen Ross" you should ALWAYS be closing. That, my friends, is old school hog wash.

Learn how to quiet the inner fears and overcome your own self-limiting beliefs. Rochelle Carrington, Sandler Trainer from New York City and featured speaker at the Sandler Summit talks about how to get out of your own way and get moving towards your goals.

Learn how to keep a healthy and sustainable sales funnel. Ken Guest is a Sandler trainer and author of Selling in Manufacturing and Logistics. He talks about how to clear out the junk, keep deals moving, and close more sales with a healthy pipeline.

Your relationships with the team matter a whole lot more than your job title … and those relationships depend on you serving the team. So be sure you put the needs of your team first!

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.