Sales Process

Emily Reggia, Sandler's enterprise marketing manager, joins us at Inbound to share her expertise and insights on keeping the customer at the heart of our business.

Should you sell on the ROI that your product or service delivers?

The logical and rational answer to this question is of course you should!

But people and organizations are not always logical and rational when it comes to making purchases. Think about something you purchased recently. How much logic and reason went into the decision and when did those calculations happen in the process?

Sandler has been driving the conversation around sales intelligence this year to provide insights into how AI can revolutionize sales techniques, boost efficiency, and reshape the future.

Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.

Feature dumping kills deals! Leverage your presentation or demonstration to give them what they asked for but get something in return to help you qualify and quantify this opportunity. Here's how.

Are you looking to drive faster in decision-making in sales? In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales.

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

Buyer's remorse, the feeling of regretting a purchase, is a common challenge in sales. Securing a "yes" from a buyer is just the beginning. The real selling process starts after that affirmative response. By proactively addressing any lingering doubts or concerns the buyer may have, sellers can help them navigate the emotional journey of post-purchase uncertainty. Here's how.

When a prospect asks you to set up a presentation, do you instantly agree? Lots of sellers do. Sometimes it’s because they’re excited about the possibility of engaging with a person or group, they haven’t been able to connect with.  But if the presentation results in “Let us think about it,” you’ve wasted time, even if it does put you in front of new people.

Interest is a state of wanting to know about someone or something. Motivation is a reason for action. Many salespeople are good at uncovering interests or problems buyers are experiencing. Exceptional salespeople are good at uncovering or enabling motivation to act. Guage the problem’s impact and the motivation to solve it with these questions.