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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK
 

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Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 

 

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

 

If you're like most people, you're annoyed by all the things you "have" to do to stay relevant and top-of-mind with your clients and prospects.

Listen to any online marketing expert, and they'll tell you what platform, tool, or content you simply must do in order to reach people—and of course, that just happens to be what they're an expert in.

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

 

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

An up-front contract is a Sandler concept that seems logical once you hear about it, but so few people use it. It is when two or more people meeting together agree on precisely what will occur during the meeting.

Have you ever scheduled a meeting on your calendar with a beginning time but no end time? Have you ever thought a meeting was going to be about one topic but the other person thought it was about something else entirely?

An up-front contract is all about getting on the same page as the other parties in two areas: behavior and expectations.

Let's take a look at why you should consider using up-front contracts, the key elements of an up-front contract, and finally, an acronym that can help.

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind.

 

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021.

 

Have you ever been frustrated by trying to market your organization with nothing to show for the time, money, and energy you invested? Or maybe you're intimidated by that very thought, so you haven't invested much at all in marketing your business!

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling.