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Trustpoint Management Group-TX, LLC | Addison, TX
 

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 8 Minutes

The STORY:
“The one thing I’ve seen with salespeople in the last 10 years is that they sure don’t know anything about getting out there and prospecting. Why, I remember,” continued George, a salesperson in the company for the last 25 years and a month from retiring, “that we used to have our good customers coming in here all the time. Now,” he exclaimed, spreading his arms wide, “if you see one in here a day, it’s an avalanche.”

People remember 20% of what they see, 30% of what they hear, but 90% of what they say and do. Unsure if that's true?

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles.

Watch Time: 3 Minutes

At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider.

Read Time: 5 Minutes

Tina Phillips, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at using your Sandler techniques and tools in a personal or professional crisis. Get the best practices collected from around the world.

Listen Time: 17 Minutes

Almost every legal professional finds themselves in “selling” situations at times. As firms’ relationships become multi-faceted it’s impossible to stick with rigid roles. Of course, the principal attorney should be the point person for the client development process but they can’t be involved in every interaction. And every interaction has the potential for client development. All associates in a firm should have enough knowledge to handle basic client development situations and instructions on next steps.

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

Learn the guiding principles of effective management with Mike Montague and Caroline Robinson.

Watch Time: 54 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling.

Watch Time: 2 Minutes