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It was an honor to do the opening remarks for the 2018 Sandler Summit this year. I had a blast and hopefully inspired this group of winners to take action this year!
A lot of small businesses struggle with employee development. If you train people and they leave, it hurts. If you don’t train them and they stay, it hurts even more!
When thinking about employee development, ask yourself this one question: Does my organization consistently contribute to the growth of its people in a manner that leads to positive results for them and the company?
When it comes to recruiting, hiring, and retaining great sales talent — few things are more persuasive and important than maintaining a competitive sales compensation plan. Pay too little and you’ll lose good salespeople to competing companies. Pay too much and your salespeople will get complacent and stop growing revenue.
It’s a fact — salespeople prefer making “warm calls” to “cold calls,” and they always will. Fortunately, if you’ve got a LinkedIn account and a few active connections, you’re in a good position to use the networking site to elicit powerful referrals that make a “warm” call a whole lot easier to execute. Here are two strategies to consider.
What is social selling? It’s one of those terms you probably hear a lot but may not be able to define. At Sandler Training, we define social selling as: “Using online networks and resources to add more prospects, opportunities, and information to your sales pipeline.”
“Despite some opinions, salespeople do have a ‘Bill of Rights.’ “ Many years ago, David Sandler — a sales training and personal development pioneer — summarized the inalienable rights all salespeople hold.
This powerful list has made a big difference in my life, and recently I’ve noticed its principles are relevant to the emerging discipline of social selling. Here are the top 10 rights of social sellers. (The italicized notes are mine. This was published on the HubSpot Sales Blog.)
The New Digital Toolbelt with Sandler Trainers: Mike Montague & Jim Stephens
Entrepreneur Radio: Scott Kern shadowtrackers.com
I was honored to be the host of the 2017 Sandler Annual Sales and Leadership Summit in Orlando, FL. We had fun in the sun, and an amazing Summit with our clients and trainers from around the world.
Any professional can benefit from a strong LinkedIn profile and plan, but if you are interested in expanding your network or cultivating prospects, a presence on the busy site is a must.
I was honored to present a special 4-hour workshop for Sandler Training at their 2017 Sandler Annual Sales and Leadership Summit.
Why it’s better to raise (and address) potential problems before a prospective buyer notices them. Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your face, defuse it now.
Here are five tips for finding a rep who’ll bring you more business. Follow these five steps when hiring your salesperson to increase your chances of making a profitable hire.
The best and fastest way to get a better team and better results is to become a better manager. Investing time, money, and energy into building your leadership skills can show a return-on-investment for the rest of your life. Here are four physical and mental things you can do to strengthen your leadership skills.
As the Holidays approach and the year ends, businesses are preparing for the final push to ensure that their organizations reach their annual sales goals. It can be a time of considerable stress on sales teams and managers trying to reach the highest possible numbers and reap the benefits for themselves and their business. Not to mention, you still have to balance time off for the holidays and keep the family happy.
I had a blast teaching the Marketing Boot Camp for the Sandler Training franchisees from around the world last week! We created marketing funnels for our core product and created a marketing cookbook with recipes to attract and retain new clients. See you all next year!
How to Succeed at Using LinkedIn
Stress is a critical part of the human experience. It’s your body’s reaction to extreme environmental changes, a heightened sense of danger, or emotional anxiety. Your body has three ways of dealing with stress: fight, flight or freeze. All of these can be good, if you’re in the path of an oncoming car, need a boost of adrenaline for a sporting competition, or you are suddenly face-to-face with a grizzly bear.
Mike Montague was invited to be a guest on the Hello Tech Pros Podcast with Chad Bostick to talk about how to build your professional network, build relationships, and how to communicate.
Baby Boomers, Gen X-ers, and Millennials all bring their unique life experiences to the workplace. These scripts, value judgments, moral codes, and cultural languages, along with technology, can create tension and miscommunication between generations.
Here are a few steps you can take to help your marketing and sales departments work better together for a smoother customer experience and to improve your company’s profitability.
As I turn 37 today, I feel truly blessed to be alive and be me.
Markku Kauppinen, President and CEO of Extended DISC North America, recently appeared on the How to Succeed Podcast to talk about DISC. If you are not familiar with the DISC Behavioral Model, it first appeared in psychology and communication theory in 1929 and has evolved to become one of the most popular personality and hiring […]
Join me Aug 4th at Bank Midwest at 8 AM. You don’t have to be a tech wizard to grow your business through social selling. You can use your own network of business contacts, to take a proactive, client-centered view of prospecting on social media. This webinar cuts through all the noise, tech-speak, and misconceptions about LinkedIn and social selling.
Customer service is an interesting aspect of any business. Whether you call it inside sales or customer care, your frontline employee may have the most difficult job in the company. Do you find that your most difficult customers and situations are handled by your least trained and lowest paid employees first? Have you ever cringed […]
