Prospecting & Qualifying

Uncover the "four elements of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.

In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative episode where he shares his top tips for pipeline management.

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.

Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry.

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization. And yet salespeople hardly ever ask this question.

In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn.

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

For most of us, prospecting is the lifeblood of our business. We don’t have to like it. We just have to do it. That’s reality. The good news is that once we commit to setting and implementing the behavioral plan, and once we learn not to take NO personally, it gets a lot easier.

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.