Skip to main content
Greg Nanigian and Associates, Inc. | Boston, Massachusetts


The Sandler Enterprise Selling (SES) program, based on David Sandler’s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. SES provides a number of special tools throughout its six stages to help organizations land, keep and grow long-term clients, and we’ve added a tool to the SES arsenal – the Quarterly Value Review, or QVR.

Communication is important to a growing business and sales team, but that’s only part of the equation. Employee development is another key aspect for continued growth and success. While this topic is often incorporated into business plans, it’s commonly overlooked and bypassed in pursuit of other priorities. Below are four reasons why employee development should be at the top of the list.

Kevin Hallenbeck joins us to talk about the advanced Sandler technique of Negative Reverse Selling. Negative Reverse Selling combines reverse psychology with Sandler's questioning techniques. This is a very powerful, advanced strategy for getting to the truth in any conversation.

Karl Scheible joins Dave Mattson to talk about what happens with the competition is invited into one of your accounts. How do you deal with competitive bids or other situations where you are not the only provider?

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2018 than you did in 2017, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

You may have heard that breakfast is the most important meal of the day – and it is. But here, it takes on an entirely new meaning. To ensure sales success, you should always start your day with B.A.G.E.L.S.

Dean Lindsay, author of How to Achieve Big PHAT Goals, joins Mike Montague to talk about making big things happen this year. Dean is a keynote speaker and author of other books. He can be found at

Tim Roberts, Sandler trainer from Indianapolis, joins Dave Mattson to talk about how to find and collect verifiable proof of your prospects needs, budget, and decision-making process throughout the sales cycle.

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.

Eric Warner, Sandler trainer from Boston, talks about the attitude, behavior, and technique needed to properly execute a job interview. Whether your next hire is this week or later this year, learn how to prepare for and execute a job interview that results in a successful new hire.