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Best of Sandler Training Tampa Bay

Explore a compilation of content by acclaimed sales experts, Jim Marshall and Clint Babcock

Why Did They Choose You?

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.

Sandler Pipeline Review

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.

Stump The Trainer

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.

Negotiation Mistakes

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.

Using Humor on a Sales Call

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.

Client Retention

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.

Sandler Best Practices

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!

2 Sandler Guys at a Bar

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!

What Exactly Does "Value" Mean?

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

How to Succeed at Three Hidden Traits of Successful Salespeople

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.

30-Second Commercial

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.

3 Traits of Effective Salespeople

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.

Effective Prospecting

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.

Interview Questions for Salespeople

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

Coaching Your Sales Teams

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.

Checklist for Managers

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.

Prospecting Best Practices

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.

LinkedIn - Quick Tips

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!

Patience

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. 

How to Motivate Your People

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

Emotional Bounce Back Rate

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.

Conflict in Negotiation

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. 

Effective Management

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.

Onboarding Process

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. 

Differentiate Yourself

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.

Podcast- How to Succeed at Locking Out 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 Your Sales Process?

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. 

Podcast- How to Succeed When You've Been Ghosted

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.

Sales are an Art and a Science

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.

Pre-Call Planning

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. 

Podcast- How to Succeed at Coaching for New Managers

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.

Video Sales Tip- What to Do When You Hear "No"

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.

Post Call Debriefing

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.

Podcast- How to Succeed at Networking

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.

Video Sales Tip- Tips for a Game-Changing 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.

Podcast- Creating a 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. 

No Bad Prospects

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. 

Video Sales Tip- Are you Listening? Are you REALLY Listening?

If you've mastered asking great questions, now what? Listen to Clint Babcock's short video for a couple of quick thoughts on listening.

Podcast- How to Succeed at Delegating

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.

How Did We Get Here?

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.

Video Sales Tip- Uncovering WHY People Buy

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.