Is there a strategy you can count on to deliver rapid, "hockey stick" growth to your company? The answer, according to David Mattson, CEO and President of the global organization Sandler Training, and Tom Schodorf and Bart Fanelli, veterans of the high-tech sales wars, is "yes." Aggressive growth depends on a critical strategic decision: the decision to invest in your sales team. Sales is, after all, all about building and supporting personal business relationships. High-performing salespeople are the means by which those relationships are created and sustained. You need top-tier salespeople to create and support one-on-one relationships with senior-level decision makers. If your objective is rapid, scalable growth, you must target such salespeople in escalating numbers, recruit them, hire them, support them, and ramp them up to full capacity ... quickly. This book sets out a viable plan for doing just that. In Part One, Laying the Foundation, you learn what your real job as a sales leader is. In Part Two, The Calendar Matters, you find out how to establish and sustain the unique organizational rhythm - the cadence -- of a rapid-growth sales culture. And in Part Three, From Low Growth to Rapid Growth, you get insights on how to overcome the most common obstacles to launching and supporting "hockey stick" revenue growth. You can transform your company's performance capacity ... by consciously designing a clear daily, weekly, monthly, and quarterly operational cadence for yourself and your growing sales team. The Success Cadence is marketplace rocket fuel. Light it!

The Success Cadence

David Mattson

Tom Schodorf

Bart Fanelli

Sandler Training

The "Blind-Spots Syndrome" undermines or destroys too many businesses. Mattson offers six powerful leadership strategies that help you identify and correct the most dangerous leadership oversights ... and take your company into the top tier. The "Blind-Spots Syndrome" undermines or destroys too many businesses. Mattson offers six powerful leadership strategies that help you identify and correct the most dangerous leadership oversights ... and take your company into the top tier.

The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business

Sandler Systems, Inc.

The definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Here's a mystery. We have a common language and a common process for every single department in the organization ... except Sales. Everyone in Accounting talks the same language. In Marketing, there's a very analytical process by which team members agree to measure the results. In Operations, or Engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet Sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole ... and managers tend to let them! Why? THE SANDLER RULES FOR SALES LEADERS details a sales management process that works. It offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller THE SANDLER RULES, also authored by David Mattson.

The Sandler Rules for Sales Leaders

Business & Money

Format Paperback Subject Business Economics

Las Reglas Sandler Cuarenta y Nueve Principios de Venta Perdurables...Y Cómo Aplicarlos (Spanish Edition)

Management & Leadership

PegasusMediaWorld

FROM THE WALL STREET JOURNAL BESTSELLER All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby. 
 Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results. 
 Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? 
 Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. 
 Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation. 
 In the first week of release, the Amazon ranking of The Sandler Rules shot to:
 #1 in the Sales and Selling category #2 in Hot New Releases--business books #3 in business books #23 worldwide!

The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

Pegasus Media World

Leadership is a very different skill from day-to-day management. This is because leadership is focused on the business, whereas management is devoted to solving problems that arise in the business. That may seem to suggest that leadership is the easier of the two paths, but the truth is that leadership is far harder for many people, because it is less tactical. Not all sales managers are sales leaders, but sales managers can learn to be sales leaders. 
Scaling Sales Success outlines sixteen proven “rules of the road” for those leaders who are ready to make the journey necessary to transform a team of disengaged or marginally engaged salespeople into a cohesive, committed team capable of generating scalable revenue growth. And in order to scale the success of your team in a way that supports ongoing, aggressive growth, leadership is a non-negotiable requirement.

Scaling Sales Success: 16 Key Principles for Sales Leaders

Sandler Success Principles

Bruce Seidman

Tested and proven principles for sales success in any industry or market.\nAccording to Sandler CEO David Mattson, the definition of professional selling is simple. It’s a conversation between adults to uncover the truth. This definition – so at odds with the high-pressure approaches to selling that have come to define salespeople in popular culture – lies at the heart of Mattson’s breakthrough book How to Sell to the Modern Buyer. His message is both timeless and timely, as changes in technology and buying habits have transformed the buyer journey.\nTo address those changes, Mattson provides 52 concise, tested selling rules for professionals who must learn to adjust to dramatic marketplace changes – fast.\n“Mattson’s definition of sales is timeless and also timely, as technology and other factors affect business-development skills. How to Sell to the Modern Buyer recognizes that the most important thing about selling is the buyer, and provides practical advice about behaviors and techniques relevant to dealing with buying changes. Read this book, because it’s not the customer’s responsibility to adapt to your selling approach; it’s your responsibility to adapt to how and why they buy.” 
– FRANK CESPEDES, senior lecturer at Harvard Business School and author, Sales Management That Works.\n“A proven success roadmap for the modern sales professional.” 
– SAM REESE, CEO, Vistage Worldwide, Inc.\n“Another masterful job by Mattson. The 52 rules and insight into the modern buyer are even more relevant in a post-Covid world. A must read for all sales professionals.” 
– DAVID S. WILLIAMS, CEO, MRE Capital\n“Mattson’s new book How to Sell to the Modern Buyer is an indispensable roadmap to improved sales performance for both sales teams and their leaders.” 
– DR. TONY ALESSANDRA, author of People Smart in Business and What Make Humans Tick

How to Sell to the Modern Buyer: 52 Sandler Rules for Sales Success

Processes & Infrastructure

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Books by David Mattson