Sales Process

Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. 

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy.

Are your sales calls turning into a game of cat and mouse? Do you and your prospects constantly find yourselves vying for control, with no clear understanding of what comes next? It's frustrating, right? You leave the meeting feeling confident, only to realize later that your prospect was just playing along to get free info.

But fear not! There's a tactic we use here at Sandler Training to cut through the nonsense and get straight to the point. It's called the Up-Front Contract (UFC), and it's a game-changer for any meaningful conversation.

We’re just not as comfortable in these remote-meeting settings as we are in person. And that means the revenue we generate in virtual meetings is not what it should be.

We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?

Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ledwein.

The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”

A famous selling rule set out half a century ago by David Sandler, the founder of our company, goes like this: Don’t spill your candy in the lobby.

Welcome to the world of social media mastery with Shaily Hakimian. Discover the secrets to success in the ever-evolving landscape of digital marketing and building genuine connections online.

In this episode hosted by Mike Montague, VP of Community Engagement at Sandler, discover the game-changing impact of Personality AI in sales. We dive deep into conversations with Amarpreet Kalkat, the CEO of Humantic AI, Sandler's AI partner.