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Sandler Research Center

Selling the Sandler Way Podcast

Release Date: 04/21/2019

Sandler Research Center - The Client Experience show art Sandler Research Center - The Client Experience

Selling the Sandler Way Podcast

Brian Sullivan, VP of Sandler Enterprise Selling, and Jonathon Farrington, Director of the Sandler Research Center, discuss "The Client Experience" - the second survey from the Sandler Research Center. Take the survey at www.sandler.com/survey In this episode: What the Sandler Research Center does The essential components for overachieving sales performance Over 60% of sales people are not hitting their numbers 37% of sales people are not following the company’s process Survey II: The Client Experience Identifying Critical Moments Benchmarking for Client Satisfaction The importance of...

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Major Account Buying Teams - Know the Behaviors show art Major Account Buying Teams - Know the Behaviors

Selling the Sandler Way Podcast

Brian Sullivan, VP of Sandler Enterprise Selling,  and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors. In this episode: DISC basics and why it matters Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts How emotion gets in the way for the buying AND selling teams Danger of assuming someone’s behavioral profile based on the function of their job How to use the profiles of your team to position them for success How understanding motivators and demotivators can help us What actions you should take and avoid taking...

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Sandler Research Center - Inaugural Survey Results show art Sandler Research Center - Inaugural Survey Results

Selling the Sandler Way Podcast

Brian Sullivan, VP of Sandler Enterprise Selling and Jonathan Farrington, Director of Research for the Sandler Research Center share highlights of the Center’s inaugural survey: “The Essential Components for Sustaining Overachieving Sales Performance.” Included in the discussion are findings on the five critical elements that drive success within a typical sales environment: Strengths of Sales Leadership Current Levels of Sales Achievement Successful Utilization of Sales Technology Commitment to Client Retention Effective Collaboration of Sales and Marketing Functions To download an...

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Channel Selling in the Enterprise World show art Channel Selling in the Enterprise World

Selling the Sandler Way Podcast

Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World. In this episode: What makes channel selling different than direct sales? Is channel sales just full of rookies and the bad sales people? The huge amount of revenue generated via channel sales worldwide How a framework for your channel sales can minimize your risk What if your partner sales people might sell your competitors products? How to work collaboratively to qualify and win big enterprise deals What vendors working with partners can do to improve the buying...

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Consulting Services: Putting the Client First in Sales and Delivery show art Consulting Services: Putting the Client First in Sales and Delivery

Selling the Sandler Way Podcast

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Brian and Steve explore the scope of consulting initiatives and how to assess the value that different solutions can provide. Steve provides real-world examples of challenges and solutions he has implemented and how they champion the client’s needs and desires in order to become successful. Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training...

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Turn Strategies into a Playbook show art Turn Strategies into a Playbook

Selling the Sandler Way Podcast

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Selling the Sandler Way - On this episode, Bill Morrison from Sandler Training in EMEA speaks with Daniel Zamudio, founder and CEO of...

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Sandler Research Center show art Sandler Research Center

Selling the Sandler Way Podcast

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".

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Making-Channel-Sales-Work show art Making-Channel-Sales-Work

Selling the Sandler Way Podcast

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell In this episode, Bill Morrison, of Sandler Training in EMEA, speaks with Marcus Cauchi, co-author of Making Channel Sales Work - Ten...

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Winning and Growing Business with Public Sector Accounts show art Winning and Growing Business with Public Sector Accounts

Selling the Sandler Way Podcast

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North...

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Selling the Sandler Way: Sales Automation show art Selling the Sandler Way: Sales Automation

Selling the Sandler Way Podcast

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell In this podcast, Brian Sullivan. VP of Sandler Enterprise Selling speaks with Dan Zamudio, founder and CEO of PlayBoox to talk about...

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More Episodes

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".