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Sandler Research Center

Selling the Sandler Way Podcast

Release Date: 04/21/2019

The Critical Elements of Proactive Client Retention  show art The Critical Elements of Proactive Client Retention

Selling the Sandler Way Podcast

Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention.   In this episode:   Strengthening the relationship Ensuring relevance Relevance changes with your client’s needs Sustaining win-win Delivering value Growing the partnership Eighty percent of your business comes from existing clients How you can participate in the current, active survey  

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The Hunt for New Clients survey from the Sandler Research Center show art The Hunt for New Clients survey from the Sandler Research Center

Selling the Sandler Way Podcast

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients   In this episode:   Intro to the topic Jonathan Farrington brief bio What makes Sandler sales research unique Hunting the good, the bad, and the ugly Targeting relative opportunities Strategizing growth within existing clients Hunting in packs How to participate in the next survey  

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Client Intimacy in a Crisis show art Client Intimacy in a Crisis

Selling the Sandler Way Podcast

A conversation with Bill Morrison, Managing Director or Sandler Corporate Training in EMEA, and Brian Sullivan, VP Sandler Enterprise Selling Bill and Brian discuss: Discussion of current conditions in sales. What can you do? Utilize client intimacy to connect and maintaining relationships in difficult times as a way to amplify your value and connection with those clients.

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Selling to the Government Defense Sector Final show art Selling to the Government Defense Sector Final

Selling the Sandler Way Podcast

This episode features: Brian Sullivan, VP Sandler Enterprise Selling, and Chris Bugg, who owns the Sandler Training business in Virginia Beach, VA. Chris spent his professional career prior to Sandler in the aerospace and defense sector in business development, sales, and strategy roles. Chris retired as a pilot with decorations from the US Navy. Brian and Chris provide insight into Selling to the Government Defense Sector where, in 2019 in the United States alone, there was a 700 billion dollar spend.

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Client Retention in a Crisis show art Client Retention in a Crisis

Selling the Sandler Way Podcast

A conversation with Bill Morrison, Managing Director or Sandler Corporate Training in EMEA, and Brian Sullivan, VP Sandler Enterprise Selling Bill and Brian discuss: Ways to follow best practices during these challenging times; Functioning and Communicating as a virtual team with clients to deliver value and meet deliverables expectations. Was to maintain client retention best practices in challenging times.

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Sandler Research Center - The Hunt for New Clients show art Sandler Research Center - The Hunt for New Clients

Selling the Sandler Way Podcast

Brian Sullivan Interviews Jonathan Farrington on The Hunt for New Clients In this episode: What makes the Sandler Research Center different Results on various sales methods Which of the newest technological sales methods have worked the best to hunt for new clients Results from Client Profiling How to target the most relevant opportunities Strategizing growth with existing clients Results on team selling and buying Final thoughts and how you can participate in the next Sandler survey

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Mindfulness in Selling show art Mindfulness in Selling

Selling the Sandler Way Podcast

Brian Sullivan interviews Oksana Esberard about Mindfulness in Selling. In this episode: What is mindfulness and why does it matter? The shocking amount of time we “check out” during interactions with others Mindfulness can help you get rid of head trash Why and how to go offline at times to relax and be more mindful The difference between good and bad stress Final thoughts on mindfulness How to connect with Oksana

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Brian Sullivan Interviews Jonathan Farrington The Sandler Research Center The Hunt For New Clients show art Brian Sullivan Interviews Jonathan Farrington The Sandler Research Center The Hunt For New Clients

Selling the Sandler Way Podcast

Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center survey on The Hunt For New Clients In this episode: What’s in the survey and what makes it different The Hunt for Clients in 2020 The good, the bad, and the ugly How much does your lead generation actually cost you - per customer? Prospect profiling is key to the most profitable use of a sales person’s time Targeting relevant opportunities – instead of chasing everything Three questions to ask to determine if you want their business Strategizing growth within existing clients Great stats on how much you...

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Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center Final show art Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center Final

Selling the Sandler Way Podcast

In this episode: Why this sales research is different than other sales research The journey begins with the first sale It’s no longer just about the product or service, it’s about the entire experience Identifying Critical Moments Good customer service is no longer enough The importance of regular feedback from your clients Clients remember their last interaction with you A.B.C. Always Be Closing Caring Look after your employees and they will look after your clients What is Sustaining Symbiotic Value, and how do you do it? What’s coming in the next survey and how you can participate in...

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Brian Sullivan interviews Nema Semnani on How to Use Humor in Selling the Sandler Way show art Brian Sullivan interviews Nema Semnani on How to Use Humor in Selling the Sandler Way

Selling the Sandler Way Podcast

In this episode: Why do people laugh in life and business? How to use storytelling in sales How humor can humanize you to your prospects Is there a science to comedy? Using comedy to establish commonalities Interpersonal, authentic, matching and mirroring comedy is the comedy of sales How humor can help you be better at what you do

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Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Jonathan Farrington, Director of Research of the Sandler Research Center and CEO of JF Initiatives, about the Sandler Research Center and the first survey titled "Sales Performance, the Search for Sustainable Sales Overachievement".