Sandler Training CEO Dave Mattson shares how to “empower your people to succeed without you”

Coaching is one of the 4 hats of leadership and you’re going to spend anywhere between 20-30% of your time as a coach.

Watch the short clip below as Dave Mattson talks through 3 rules to help you empower your people to succeed without you.


Podcast of the week 

How to perform on a consistent high and achieve consistent results w/Rochelle Carrington | CEO of Sandler Training NY

Download the podcast here

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Sandler Training CEO Dave Mattson shares one of his top tips for sales leaders

Dave Mattson believes that role-playing is one of the most important things that you could do as a sales leader.

Roleplay creates muscle memory.

Human psychology says that when under pressure people revert back to what they are accustomed to doing. So you need to help them create a new reality.

People remember 20% of what you say, 30% of what they see but 90% of what they say and do!

Watch the short video attached below as Dave talks through the steps to role-playing that will make it productive for you and your team.


Would your reps benefit from being Sandler Certified?

 Dublin | December 4-5th 2017

Do you run a team of inside sales reps who are delivering inconsistently, no putting enough new prospects into their pipeline, taking too long to close business, using discounts to get deals over the line and ultimately missing targets? 

(Places limited to 16)

6 actionable ways to stay in control of the sale

Greg Nanigian, Sandler Trainer, and Author wrote his first book, Why People Buy. It’s a must-read for any sales professional in your organization who isn’t in control of the customers’ buying process, is unsure of what motivates clients and prospects, or needs to enhance their chances of closing the deal.

Below are six actionable takeaways from Nanigian’s book.

  1. Don’t leave control in the hands of the buyer.

Anytime you hear, “I’ll get back to you,” or “Let me think it over and I’ll get you an answer,” you should realize that you have relinquished control of the situation and put the power in the hands of your target. Don’t feel bad though, 90% of other sellers are having the same issue as well. This transfer of power typically occurs because the seller relies on a traditional selling process that forces them into “presenting” too soon.

  1. Shy away from sharing features and benefits.

While this method of selling is familiar, it’s not effective. The universally known truism of modern selling is that people buy emotionally, and then justify logically. Sellers all over accept this way of thinking, but they don’t act on it. You must begin to shape your selling efforts to cater to your audiences’ emotions – instead of their logic. Selling happens despite features and benefits, not because of them.

  1. Make the pain points of your customer clear to you and clear to them.

Pain is the most important element to having a successful sales call and sales cycle. Pain for your client or prospect is the gap between where they are now and where they need to be. It’s your job as a seller, to illustrate that gap, make it crystal clear, and then educate the prospect how the gap can be shortened or eliminated with your help.

  1. The first step to success is establishing rapport.

Just as we discussed above, pain is an important element in building rapport with your target. Traditionally, there was a belief that people buy from those that they like. While this is still true, it’s old thinking. If you’re only approaching a selling opportunity with the intention of adding value by being friendly, you’re going to be outpaced by competitors. To demonstrate real value, you must depict how you can alleviate pain WHILE forming a bond.

  1. Get conversation rolling once you’ve built rapport.

A surefire way to start a conversation and gain an understanding of a prospect is to ask a question and get them to do the talking. A useful question to start with is “What’s the impact of this situation on your company?” This question relates to the pain that’s currently being experienced by your target.

  1. Keep the pain alive and follow through.

Once you’ve led your prospect through a conversation about what’s ailing them, you must continue to remind them of their pain. This sounds negative, but if you let them forget where they’re hurting, they will not see you as a necessary resource. Continue to address their pain while you’re building your case for how to resolve the issue at hand. Once it’s been established that you’re the solution to their problem, it’s on you to follow through.


Connect with Greg on Linkedin –

Buy Gregs book –


Become a Sandler Certified Account Executive and Fast Track your Career 
Dublin | December 4-5th 2017
Are you an Inside Sales Account Executive with your ambitions to land your dream job in field sales or sales management? If so, then getting and sustaining an edge over your competition is going to be vital. There is no better way to stand out and get noticed than to take control of your own career, demonstrating personal accountability and self leadership.
(Places limited to 16)

The secrets to winning & growing large enterprise accounts

A few weeks back I caught up with Brian Sullivan. Brian is the Vice President of Sandler Enterprise Selling at Sandler Training, an international training and consulting organization. Prior to joining Sandler in 2012, Brian was in sales, sales management and P&L management positions with The Cap Gemini Group for thirty years and in sales positions with Xerox Corporation prior to his time with Cap Gemini. He also served as an adjunct professor for twelve years at Loyola University Maryland, where he received his BA in Business Administration and his MBA in Marketing.

Below are the answers to two of the questions I asked Brian during our time together. Links to download the full 48-minute conversation are available at the end of this post.


What would you say is your biggest lesson over the entire span of your career? 

I think one of the biggest key moments was learning to distinguish between deals I should pursue and ones I should drop.

You need to be thinking about qualification in your very first interaction with a prospect.


How does somebody stay motivated when the gratification is so far down the line? There may be a 6-9 month process and they may not find out for several months whether they are in or out.

Emotionally it is probably the most difficult challenge for people to face. You need to have a clear perspective and your expectations be set. Typically that is done by working as part of a team before you become the lead salesperson.

In these long sales cycles, there are lots of touch points. You need to make sure that each one of these touch points is focused and detailed.


To download the podcast click one of the below links;

To contact Brian –

Purchase Brians book “Sandler enterprise selling: Winning & growing enterprise accounts” here –

Getting pushed back on price? These 9 sales experts share their insights on this thorny subject

1. Victor Antonio

When a client asks you for a price without letting you explain the features or benefits of your product or service, what do you say?

Victors LinkedIn profile –


2. Mark Hunter

One of the big challenges people have is that they can’t get their customer to understand what their price is. In this video, Mark goes through the 3 fatal mistakes when giving your price.

Marks LinkedIn profile –


3. Jeffrey Gitomer

Jeffrey answers the very common question –

“How do I overcome the price issue when the buyers only concern is to buy a cheaper product so that they can enjoy a fatter margin?”

Jeffreys LinkedIn profile –


4. Paul Lanigan

Paul talks through what both buyer & seller rate as the most important in the buying process. He then shows you how to get the best price for your goods and services.

Pauls LinkedIn profile –


5. Jill Konrath

Jill gives us 4 top tips to avoid pure price competition.

Jills LinkedIn profile –


6. Jim Keenan

Do you know what the most destructive emotion a salesperson can have?. Click play to find out….

Jims LinkedIn profile –


7. Jennifer Gluckow

How your customer values your offering depends on how you’ve positioned it. In 60 seconds Jennifer explains why price might not be as important as you think it is.

Jennifers LinkedIn profile –


8. Anthony Iannarino

Naturally, the buyer is going to look for a discount. Anthony shares his top tips on how to respond to the buyer when this happens

Anthonys LinkedIn profile –

9. John Barrows

John shares his number 1 remedy for discounting in this short 90-second video.

Johns LinkedIn profile –