Explore a compilation of content by acclaimed sales experts, Jim Marshall and Clint Babcock
The sales landscape is evolving, and the debate between virtual and face-to-face meetings is at its peak. As a sales professional, making the right choice can significantly impact your results. Are you contemplating whether to stick with the convenience of virtual calls or to make the transition back to the personal touch of face-to-face interactions?
Does shaving equal sales? Certainly not. Check out this video from Clint Babcock of Sandler Training Tampa Bay about habits, strategies, tactics and discipline and this relates to sales.
The path to sales success is often paved with setbacks, and embracing failure is a vital part of the journey. Have you considered that your failures might actually be assets in disguise? Join us as we discuss strategies for turning your failures into a winning formula for sales success.
Every prospect is unique, and understanding that uniqueness can make all the difference in sales. The DISC model is a powerful tool for categorizing behavior and adjusting your sales approach accordingly. In this video, we break down the DISC framework and show you how to apply it to real-world sales scenarios, enhancing your ability to connect with each individual prospect effectively.
When faced with the challenge of 'getting more aggressive on your pricing,' how should Sales Leaders and Sales Reps respond? Negotiating isn't just about the numbers—it's about value, perception, and strategy. In this must-watch video, we address the common pitfalls and effective tactics in the art of price negotiation. Discover how to handle price objections with finesse.
You’ve gone through a great sales process… it’s time to deliver your proposal. What mistakes have you made in the past? Check out this video and discover how to nail your proposal.
Referrals can be a goldmine for new business, and your current customers and contacts are the perfect resource. But are you utilizing them to their full potential? In this video, we discuss strategies to tap into your existing customer base and circle of influence to maximize referrals and bring in significant revenue. Learn how to create a referral engine that continuously fuels your sales pipeline with quality leads.
What do you do or say when a prospect says they already have a provider they are happy with?
Sales Leaders! How can you figure out if the person you are interviewing is the right fit for you? It all depends on the sales cycle you are using.
Are you using this time of year to do a little self-assessment? What did you accomplish this year? What are your goals for the new year?
At what point in time do you become more directive in the sales process rather than more inquisitive? What’s your sales process?
Do you have a file, either paper or electronic, on all of your direct reports? Check out this video and discover the three reasons why this is a MUST!
You’ve probably noticed that as business continues to ramp up, you may be feeling a need to make up for lost sales opportunities and get in front of many prospects as you can. But, how many of those prospects represent true sales opportunities? Are you diligent with qualifying your prospects?
In sales and business development, in order to thrive, you need a healthy and robust, prospect pipeline. However, there may be some challenges you need to overcome along the way. Watch as Jim Marshall of Sandler Training Tampa Bay shares these three best practices as you prospect for new business and build your pipeline.
Quick question, the last client you won that you brought on board, why did they choose you? If you don’t know… find out more with Clint Babcock of Sandler Training Tampa Bay.
If you are a sales leader, chances are you and your team have a pretty good idea of what is in your sales pipeline. You also have an idea of what has a real likely-hood of closing. Watch as Jim Marshall of Sandler Training Tampa Bay teaches you how to increase your current closing ratios.
There is always someone who is ready to play, "Stump The Trainer." They have been waiting for a while to play and they start asking various questions. Watch and learn as Clint Babcock of Sandler Training Tampa Bay shows you how to deal with situations like this.
Acknowledge, assure, and ask should be the foundation of your negotiation system. Learn the three biggest negotiation mistakes salespeople make all the time from Clint Babcock of Sandler Training Tampa Bay.
There is nothing wrong with using a little humor on a sales cal. It just depends on how you use it. Check out this short video and see what Clint Babcock of Sandler Training Tampa Bay thinks about using humor on a sales call.
If you're in sales, you know that it is a tough business that's not for the faint of heart. You work long and hard to build a book of business. Watch and learn as Jim Marshall of Sandler Training Tampa Bay explains strategies for retaining and growing your business.
What do you think Sandler Guys at a bar could possibly discuss? You'd be surprised. Sit back, relax, have a drink and learn more with Clint Babcock and Jim Marshall of Sandler Training Tampa Bay. Cheers!
If you're an effective business leader, you are always striving to discover better and more productive ways to grow your company. But, quite often, we experience blind spots that prevent us from getting there. Watch as Jim Marshall of Sandler Training Tampa Bay describes some of Sandler's best practices!
In the sales and business development arena, one of the most over used and abused selling terms is value. Some of the buzzwords that you hear quite often are: "adding value" or "delivery value." Learn as Jim Marshall of Sandler Training Tampa Bay tells you the real question you could be asking regarding valu
Clint Babcock of Sandler Training Tampa Bay, shows you how to succeed with the attitudes, behaviors, and techniques needed to define the three hidden traits of successful salespeople.
When you meet someone at a business function, a trade show, or a networking event, what do you say? How do you introduce yourself? Watch and learn as Jim Marshall of Sandler Training Tampa Bay shares tips on how to perfect your 30-second commercial.
There is a common pattern throughout sales professionals. Their sales are continuously going up and down. However, this isn't the case for everyone. Is your sales process consistent? Watch and learn as Clint Babcock of Sandler Training Tampa Bay shares the 3 biggest traits of an effective salesperson.
Chances are you've heard this old saying, "If selling was easy, everyone would be doing it!" But, the fact is... selling is not easy. There are always plenty of obstacles to overcome, but the biggest challenge of all is the ability to prospect for new business. Learn more as Jim Marshall of Sandler Training Tampa Bay discusses tips for effective prospecting.
Calling all VP's of Sales and Sales Managers! This is for you. Part of your job description is to interview Salespeople. We get asked a lot about how do you find the right person? What's the interview, hiring, and onboarding process? Watch as Clint Babcock of Sandler Training Tampa Bay discusses a two question interview process
One of the biggest challenges for Sales Managers, is that there doesn't seem to be enough time in the day. Do you often find things slipping through the cracks? Watch as Jim Marshall of Sandler Training Tampa Bay shares tips on how to be a more effective and efficient manager.
If you're a sales manager, chances are you get caught up in the day-to-day responsibilities of solving problems, doing reports, and any number of things. But, when you look back at your week, are you simply busy or are you truly productive? Watch as Jim Marshall of Sandler Training Tampa Bay shares tools and tips on how to stay productive throughout your week.
Are you on LinkedIn? Here are three quick tips, from Clint Babcock of Sandler Training Tampa Bay, on how to better use LinkedIn that you can implement right away!
How's your patience? This may not be at the top of your skill set, but its an important personality trait to have. Watch as Clint Babcock of Sandler Training Tampa Bay discusses the importance of being patient.
If you're a manager, you may always be wondering "How do I get my people to do what I want them to do?" You've done whatever you can to motivate your people, but it still isn't enough. Learn how to integrate your teams' personal goals and corporate goals wth Jim Marshall of Sandler Training Tampa Bay.
When something goes wrong, are you able to move on or can you get over it? Are you able to bounce back to the activities and behaviors you need to do? Watch as Clint Babcock of Sandler Training Tampa Bay shares three quick tips on how to bounce back from a difficult situation.
How are your negotiation skills working for you? Are you someone who doesn't like to address difficult situations or are you all about conflict? Watch as Clint Babcock of Sandler Training Tampa Bay discusses conflict and negotiation.
Calling all managers and sales leaders! When you look back on your career, did you ever stop to think about how it all started? Watch as Jim Marshall of Sandler Training Tampa Bay discusses how your managerial career would have progressed if you knew then, what you know now.
Each time you fail, learn one lesson from it. Check out this video for some great examples of learning how to fail to win.
Before you pour your time, effort, and resources into chasing potential dead-ends, take the time to qualify your prospects properly. It's not a bad prospect, its just not a good prospect for you
How can you get a new hire from ground zero to self sufficient as quickly as possible? Do you have processes and behaviors in place? Watch as Clint Babcock of Sandler Training Tampa Bay discusses how to properly onboard new hires.
Quick question, what differentiates you from your competition? When it comes down to it, probably not a whole lot. Watch this short video with Clint Babcock of Sandler Training Tampa Bay and learn how to differentiate yourself from the competition.
Clint Babcock, of Sandler Training Tampa Bay, shows you how to succeed with the attitudes, behaviors, and techniques needed to beat the competition.
What is the specific step by step process you use to find and close new clients and customers? Watch this short video with Jim Marshall on how to create an effective sales process.
Good people are hard to find, so be sure to keep the ones you have.
Are you getting more solicitation and robo calls more than ever before? Why do you think this is?
By now, you’re probably pretty proficient in video-conferencing and video-selling. We’ve all had to learn new tools and techniques over the last year – however, video is probably at the top of your list.
How do you create leverage in negotiation? Ownership can either be a liability or asset of leverage for you. Learn more!
Negotiating deals with the silent suction of profitability. Have you lost margins at the end of the deal because a lot of negotiation mistakes have been made? Learn more in this video!
In sales, one of the most precious commodities we have is our time. There are only so many hours in the working day. How can you make the most out of your time? Learn more in this video!
In this short video we will discuss a Sandler Rule that can help you when you’re in the decision step of the Sandler Process – “A decision not to make a decision, is a decision.” What’s going on with your pipeline?
Today's message is for our leaders out there! Let me give you a quick math equation that's going to click in next time you've got a situation going on.
Check out this short video to learn how this simple math equation can help you in sales.
This message is for sales managers! If that's you, I want you to look bask on some of the managers you worked for in your career. Chances are there were some good ones and ones that made you want to quick and go do something else.
When we first engage or have conversations with a prospect about leadership and executive management training, we ask them to take a blind spot survey.
We all have blind spots within our organization. What blind spots do you face within your business?
How do you find A+ players when it comes to your sales team? Check out out our conversation on doing just that.
If you're a sales leader, I don't need to tell you that you have a tough job.
Your job is not to sell for your salespeople, but it is to help shape the sales strategies that make the most sense for your business. Check out these three quick ides you will want to implement with your team.
Chances are the events over the last few months have provided many reminders of lessons learned in your business career. No matter what the business conditions, there are always the same irrefutable truisms in business development.
Clint Babcock, of Sandler Training of Tampa Bay shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect.
Maybe you don't remember your science classes in school, but we can learn a lot by the process! Watch this video with Clint Babcock on how sales are both an art and a science.
Chances are if you’ve been in sales for any length of time, you’ve probably got a pretty good handle on your product’s features and benefits. You’ve been trying to land an appointment with what could turn out to be a major customer, and they’ve finally agreed to see you. You can’t wait to show up with the presentation of your life!
But wait...What is your plan for the meeting – or, do you have a plan? Watch as Jim Marshall teaches you how to have an effective pre-call plan.
Jim Marshall, a long-time Sandler trainer from Tampa Bay Florida, joins the How to Succeed podcast to talk about how first-time managers can be successful at coaching their direct reports.
You know, there is no question that 2020 was a challenging year. We all had to deal with circumstances and events that many of us had never experienced. Let's go back to the basics and understand what made you successful in the first place.
I've been asked the most about prospecting since COVID-19. Check out these three separate ideas on how to succeed at prospecting during a pandemic.
You know, when we as business owners get caught up in the day-to-day of running our businesses, it's easy to focus on what needs to get done today rather than the long-term operation of our organization.
If you're gearing up to hire your next rockstar sales representative, add these three questions to your repertoire to help you find the right person for your sales team.
Does your organization have a discounting system or a negotiating system? Find out the difference!
What do you do when you don't win the business and you get the "No"? Watch this video with Clint Babcock for a couple of quick thoughts on what to do next.
If you're a sales manager, one of your objectives should be to coach your people to produce as effectively and efficiently as possible.
Learn as Jim Marshall explains how to properly debrief a sales call.
Listen to Clint Babcock as he joins the How to Succeed Podcast to talk about joining the right groups, getting your networking plan together, and other best practices for succeeding at business networking as part of your prospecting plan.
What is your prospecting plan? Many salespeople do not put high enough priority on prospecting for new business. Watch this short video with Jim Marshall on how to create a killer prospecting plan.
Jim Marshall joins the Selling the Sandler Way Podcast to discuss what can we do as individual salespeople to create a prospecting plan and manage the plan, and how do we adjust the plan.
Sales is a tough business.
Before you pour your time, effort, and resources into chasing potential dead-ends, take the time to qualify your prospects properly.
It's not a bad prospect, its just not a good prospect for you. Watch as Jim Marshall gives you tips on how to properly qualify your prospects.
If you've mastered asking great questions, now what? Listen to Clint Babcock's short video for a couple of quick thoughts on listening.
Clint Babcock joins the How to Succeed podcast to talk about how to know which things to take off your plate and put them onto someone else's. You can't be great at everything, but you can build a team that is.
The fact of the matter is that sales management is one of the most difficult jobs to perform in any organization.
Here's a good rule of thumb: as a Sales Manager, you should spend up to 85% of your time in some combination of four key activities.
Remember your managing people, not paper. Watch as Jim Marshall teaches you how to put a process in place for your team.
You did your research, you put together a killer presentation, and you gave them all the reasons to buy. People don't buy features and benefits, they buy solutions to their pain. Watch expert sales trainer, Jim Marshall, explain why people buy.
