Prospecting & Qualifying

Uncover the "four elements of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative episode where he shares his top tips for pipeline management.

Whether you’re new in sales or a well-established professional, one of the hardest tasks everyone faces is securing new business leads. What’s even harder is ensuring those leads are qualified rather than those who might express mild interest in your product or service.
 
Mastering this aspect of your career is key to grow as a business development professional. You can prospect, cold-call, email and text all day long, but one of the surest (and easiest!) ways to grow your book of business is with referrals and introductions. Three effective best practices to get qualified referrals will help you step up your game and uncover a path to new levels of success.

In working with thousands of sales professionals in hundreds of organizations down through the years, our message to each of them has been simple: You're a consultant, so behave like one. That means asking the right questions – then asking more questions – until you fully understand your buyer's needs in achieving their desired outcome.

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.

Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry.

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn.

I don’t have to tell you that sales can be a tough business. Just think about the rejections, dead ends, and endless price quotes and proposals that often don’t lead to anything.

Talk about tough!

For sales professionals, exceeding monthly quotas is always a major achievement. However, it is also short-lived as the new month begins and the meter resets to zero. Sales quotas are ever-increasing as the pressure to generate new leads mounts, which is why having a well-defined prospecting plan is crucial.