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 »
Posted in Behavior + Attitude, Customer Relationships, Sales Development | 1 Comment »
February 22nd, 2010
Welcome to the Sandler blog!
We invite you to comment on our posts and to pass them on to your colleagues.
Posted in Uncategorized | 1 Comment »
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 »
Posted in Adapting Sales Techniques, Behavior + Attitude, Customer Relationships, Sales Development | No Comments »
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.
Read the rest of this entry »
Posted in Adapting Sales Techniques, Overcoming Obstacles | No Comments »
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.
Read the rest of this entry »
Posted in Overcoming Obstacles, Product Positioning | No Comments »
December 1st, 2009
By Dave Mattson
When the economy took a nosedive, most sales professionals quickly responded in one of two ways.
Read the rest of this entry »
Posted in Adapting Sales Techniques, Motivation, Overcoming Obstacles, Prospecting | No Comments »
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 »
Posted in Adapting Sales Techniques, Behavior + Attitude, Overcoming Obstacles, Prospecting | No Comments »
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 »
Posted in Behavior + Attitude, Customer Relationships, Motivation, Overcoming Obstacles, Reinforcement | No Comments »
