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McDermott Professional Solutions, Inc. | Twinsburg, OH

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In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the top sales challenges and how to overcome them with Mike Ross, a Sandler Trainer.

You know drama is one of those things that bring TV ratings. Everybody loves drama. Everybody loves to watch reality TV these days cause it's a freight train about to happen but we can't turn it off. People are attracted to drama. Just the natural way it is. But you don't want drama at your workplace. Drama is poison. 

There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out. Months and years can pass while pursuing an opportunity with an enterprise organization. And as the time passes, the doubt, uncertainty, risks, and costs add up. And this draining of resources goes beyond the financial.  The human assets applied to an enterprise pursuit and the overall energy of the selling organization are also casualties over time.

Gabe Larson, Director of the InsideSales.com Labs and host of the Sales Acceleration podcast, joins us for a special conversation about the end of the month. Gabe's team has just released new information about the best and worst practices of sales teams at the end of the month. Learn what to do and what not to do to make the most of the last few days of the quota period.

Welcome to a special program presented by Sandler Training. Today's show is designed to deal with the hardest situation that you as a salesperson are experiencing, or you as a leader, or some of the most common issues that you're facing day to day. It's really the stuff that gives you stress. What we're going to talk about today are some tactics and strategies to help you progress either your sale from one step to the next, or your organization, your company. We've got two different types of groups listening today. We've got leaders/managers, and we also have some sales professionals. We're going to go back and forth throughout the day. Regardless, if you've got to progress your organization or progress your sale, I think being stuck—as an example, in the sales process—is not a healthy place to be.

Picture this; you’re a 22-year-old business school graduate looking for your first job. You know you want to go into sales and have managed to secure an interview with a company high on your “places I want to work” list.  So what do you do next? Below we have identified 6 tips and tricks to help you crush your sales interview as a millennial entering the workforce.  

Rule #6: Create self-sufficiency. Don't fix but explore. You know as sales leaders, how many times in a given week do people come in and say, "I've got a big call tomorrow. What would you do, Dave?" Intuitively, I know what to do, and every ounce of my being wants to say, "Do this, this, this and this." But the problem with that is that they didn't connect the dots. 

“Just put me in coach, I’ll create miracles.”  That enthusiasm is great and can indeed have a strong impact on a sales team, but there are some common mistakes the new sales manager make:

Lindsay Harle- Kadatz, Sandler client and author of "Depression Constipation," joins us for a special conversation about mental health in sales and entrepreneurship. Lindsay talks about how journaling and small actions helped her to get unblocked and moving again.

We are proud to introduce a new Sandler podcast, Selling the Sandler Way with host Dave Mattson, the  President and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. Listen to episode one in which Dave discusses the psychology behind the sale with Sandler Trainer, Pat Heidrich.