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Greg Nanigian and Associates, Inc. | Boston, Massachusetts

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Tim Priebe, Founder of T&S Online Marketing, talks about how to integrate Sandler into your marketing and shows you the attitudes, behaviors, and techniques needed to be more successful at marketing the Sandler way. Get the best practices for marketing collected from around the world.

Listen Time: 30 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 11 MInutes

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.

Read Time: 5 Minutes

In our most recent series of blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. We’ve also spent the past couple blogs reviewing the very effective NRS sales tool called Strip-lining, where, using a fishing metaphor. you cast your line to the prospect but instead of reeling them right in, you let some more line out and give the prospect a chance to swim a bit, before hooking them and pulling them in.

Below, you will find some DON’Ts, some DOs, and some concise guidance TIPS on getting the very most out of the extraordinary learning and reinforcement tools available via online learning portals like Sandler Online.

Read Time: 4 Minutes

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success.

Listen Time: 9 Minutes

Learn how to build a better day. Whether it is yourself or your sales team, Jim Ayraud will help you learn the best practices for sales accountability and building new behavior habits.

Listen Time: 23 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

People have many fears. Obviously, there are natural fears which have helped us to survive as a species but let’s leave them to scientists. This time, I would like to review the work-related one: the fear of change.

Read Time: 6 Minutes

In our most recent blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep "throwing more line and let them swim". However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are in control of the conversation, and you have a better chance of making a sale. Practice this step frequently in low risk situations before using it on your biggest and best prospects.