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

With all the technological and economic shifts leading to significant change in the world of retailing, it's important to understand what really works -- as well as what really doesn't -- in the current retail selling environment. Surviving and thriving in this market means not just meeting, but exceeding, customer expectations. In this book, you learn what makes that possible: a nurturing relationship...combined with a tested, repeatable, zero-pressure sales process. Even in the face of revolutionary changes facing owners of small and mid-sized retail shops, what remains constant is the need for direct, personal interaction with a customer who needs help. That help comes most powerfully in the form of nurturing, real-time, in-person support for buyers who are facing a problem they haven't yet solved ... or who need in-person guidance in creating a successful outcome on an important purchase. For these customers, face-to-face interactions still matter. Getting nurturing support from a real, live human being is part of how our species is wired. It is one of the main reasons face-to-face retail continues to be a part of the shopping landscape, and can never be fully replaced with a mouse-click or a 100% online experience. People will always need allies. They will always be receptive to the possibility of working with allies they meet in person, allies they like and who are like them. RETAIL SUCCESS ... IN AN ONLINE WORLD shows how to harness this basic human need, so you can compete, and win, in the Amazon era.

Retail Success in an Online World: How to Compete and Win in the Amazon Era

Rob Fishman

Repetitive, stressful cycles of toxic conflict seem to be everywhere these days. These cycles are now so common, in fact, that they can almost come to seem normal. But they're not normal, and they're not inevitable, either. You can break the conflict cycle, whenever and wherever it presents itself, at any time you choose ... with Tim Goering's breakthrough A.C.E. system. Everyone experiences conflict and drama-at work, at home, and in countless everyday interactions in other environments. What happens when those conflicts go unresolved? Or worse, what if the resolution isn't sustainable? The quality of life suffers. Problems at home adversely affect relationships at work, and toxic conflict at work can trigger toxic conflict at home. Luckily, there is a cure for conflict; however, most people simply haven't discovered it and have little or no interest in doing so. Typically, people just follow their instincts in the heat of the moment. They play it by ear. All too often, their relationships with others suffer. This is a potentially dysfunctional-and expensive-cycle.

Playing the ACE

Tim Goering

Sales managers experience countless challenges on the job, including missed forecasts, morale problems, and lower-than-expected team productivity. Yet most do not realize how these types of challenges are preventable. All too often, these issues arise from a single, under-examined cause: a misunderstanding of the job description.\nUntil you harness the power of your own purposeful intention as a sales leader, your people will never deliver on their full potential.\nThe Intentional Sales Manager is about cultivating intentional sales management – effective management of the sales team that is done on purpose, with decisions made consciously, rather than from sheer force of habit. It is about the personal and organizational breakthrough that allows sales managers to transform themselves and their teams with the power of purposeful leadership.\nMcManamon shows how to launch, and sustain, the all-important process of personal and organizational transformation that drives the most successful sales teams.

The Intentional Sales Manager: Harness the power of purposeful leadership to transform your team

Pat McManamon

Business & Money

Developing and coaching the sales team by sitting in on their sales calls is one of the best ROI opportunities open to any organization, large or small. This book shows managers how to use these “ride-along” sessions—whether in-person or digital—to make the sales team more efficient and productive. For sales leaders, coaching salespeople by means of discreet, personal participation in their sales calls, through what is popularly known as a “ride-along,” is a high-risk undertaking. It’s the kind of thing that most managers are never actually trained to do. That’s unfortunate, because these sessions have a huge impact on both the relationship with the salesperson and the relationship with the buyer. Antonio Garrido’s THE 21ST CENTURY RIDE-ALONG shows managers how to avoid the most common mistakes and deliver the greatest possible value during these meetings, which can take place in person or via interactive media platforms.

The 21st Century Ride-Along: How Sales Leaders Can Develop Their Sales Teams in Real-Time Sales Calls

Antonio Garrido

Gold Medal Selling: Ten Conditioning Strategies for World Class Performance

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

The definitive resource for effective patient care, based on the proven principles of the Sandler Selling System. Great medical practices look and sound different than their competition. Sure, profitability contributes to greatness, as does superior medical expertise-but these are not enough. Great medical practices put a high priority on delivering an extraordinary experience-for both their patients and their internal staff. As a result, they are better positioned to withstand the unique pressures and demands that occur in the medical field. They are less vulnerable to external changes, and stronger internally. Healthcare professionals at great medical practices experience less stress on the job and treat each other with more respect. Great medical practices create an experience so positive that patients can't stop talking about it. Patients talk to friends, relatives, and acquaintances about the care they received. They can't help posting nice things about this great practice on social media. And they can't imagine recommending anyone else. PATIENT CARE THE SANDLER way shows how to create this experience. It offers timeless, proven principles for effective patient care, based on the communication skills and success principles of the Sandler Selling System.

Patient Care The Sandler Way

Donna Bak

A proven roadmap for creating a high-performance learning culture in the workplace, based on the principles of the Sandler Selling System. Why do so many learning initiatives deliver mediocre or negative results? Josh Seibert answers that question in his powerful new book from Sandler Training. In the real world, adults don't learn by memorizing facts. There's a natural learning progression from acquiring knowledge to the application in the work role, to developing skills, to adopting new, productive habits. It looks like this: Knowledge &gt; Application &gt; Skills &gt; Habits &gt; Results = Learning Inevitably, there are failures along the way. These failures are part of the learning process ... but too often, our learning initiatives, and our working cultures, make failure taboo. No one wants to be seen failing. Josh Seibert's new book WINNING FROM FAILING: BUILD AND LEAD A CORPORATE LEARNING CULTURE FOR HIGH PERFORMANCE shows company leaders how to harness the natural adult learning progression. His book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is it okay, even essential, for people to fail ... within clearly defined boundaries. WINNING FROM FAILING is a proven roadmap for creating a high-performance learning culture in the workplace, based on the principles of the Sandler Selling System.

Winning From Failing

Josh Seibert

Garrido's breakthrough book for salespeople shows how to get both buyer and seller to the right solution, faster, more efficiently, and with less stress - by asking the right questions, in the right way, at the right time, for the right reason. When does the sales process really begin? Some say that sales starts at the very first "hello." Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No." "Otherwise," they insist, "it's just order-taking." Antonio Garrido's ASKING QUESTIONS THE SANDLER WAY rejects both of those answers. It holds that selling begins when you start asking good questions. Most salespeople have a fairly blunt and unsophisticated sales strategy that doesn't rely all that much on thoughtful questioning. This book is about asking the right questions, so that both the seller and the buyer discover the right solution as efficiently and as effectively as possible-even if they discover that the right solution right now is for the prospect to buy from the competition. Although that may be an unconventional selling standard, it's a powerful and extremely effective one. This book is about not looking, sounding, or thinking like the average salesperson. It's about keeping barriers down and communication lines open. It's about getting to the right solution, faster, more efficiently, and with less stress. It's about asking the right questions, in the right way, at the right time, for the right reason. It's about asking questions the Sandler way.

Asking Questions The Sandler Way

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