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Be Friendly with Your Customers, But Never Friends

March 8th, 2010

By Dave Mattson

Hidden in the uproar over Mark McGwire’s admission that he used steroids was a lesson for sales professionals. You might remember the moment, which has been replayed over and over: When McGwire hit his record-breaking homerun, Sammy Sosa—one of the Cardinal slugger’s opponents—raced in from the outfield to hug him. It “looked great on TV,” one of Sosa’s Cubs teammates said recently, but the other Chicago players “didn’t appreciate it.” Sosa forgot an important rule of sports, of sales and of business generally: Your meter’s always running. Read the rest of this entry »

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Welcome

February 22nd, 2010

Welcome to the Sandler blog!

We invite you to comment on our posts and to pass them on to your colleagues.

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How Sales Professionals Are Like Shrinks

February 14th, 2010

By Dave Mattson

We don’t ordinarily think of sales as one of the “helping professions,” but maybe we should. People tell their problems to psychologists and clergymen. They pour out their hearts to their neighborhood bartender. But they tell their troubles to sales professionals, too, so we should develop our “helping profession” skills. Read the rest of this entry »

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How to Profit from Unsuccessful Sales Calls

February 13th, 2010

By Dave Mattson

Planning on an economic rebound, companies in the U.S. and Canada are beginning to up their investments in new product and service introductions, according to a PricewaterhouseCoopers survey released in August. Businesses are also investing more in information technology and in marketing and sales promotion.

That’s encouraging, especially since it should mean more purchases of the kinds of good and services high-level sales professionals represent.

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Turn Bad Times to Your Benefit

February 1st, 2010

By Dave Mattson

The end of summer’s gloomy retail sales figures, coming after two months of modest gains, are giving rise to considerable pessimism among sales professionals. While understandable, this pessimism is also, I believe, completely unwarranted but not for the reasons you might think.
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With Economy Recovering, Sales Professionals Can Start Climbing Again

December 1st, 2009

By Dave Mattson

When the economy took a nosedive, most sales professionals quickly responded in one of two ways.

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Fear of Technological Change Can Help You Sell

November 25th, 2009

By Dave Mattson

I’m going to let you in on a secret. There are hundreds of consultants out there that will tell you they fully understand Twitter and other trendy “social media” tools. They will also tell you exactly how they can help you use these tools—at a steep price, of course. Read the rest of this entry »

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How to Lower Stress in Sales

September 25th, 2009

By Dave Mattson

The rotten economy, if you haven’t noticed, may be taking a toll on your health. Read the rest of this entry »

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