Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention.   In this episode:   Strengthening the relationship Ensuring relevance Relevance changes with your client’s needs Sustaining win-win Delivering value Growing the partnership Eighty percent of your business comes from existing clients How you can participate in the current, active survey  

Selling the Sandler Way Podcast

The Critical Elements of Proactive Client Retention

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients   In this episode:   Intro to the topic Jonathan Farrington brief bio What makes Sandler sales research unique Hunting the good, the bad, and the ugly Targeting relative opportunities Strategizing growth within existing clients Hunting in packs How to participate in the next survey  

The Hunt for New Clients survey from the Sandler Research Center

A conversation with Bill Morrison, Managing Director or Sandler Corporate Training in EMEA, and Brian Sullivan, VP Sandler Enterprise Selling Bill and Brian discuss: Discussion of current conditions in sales. What can you do? Utilize client intimacy to connect and maintaining relationships in difficult times as a way to amplify your value and connection with those clients.

Client Intimacy in a Crisis

This episode features: Brian Sullivan, VP Sandler Enterprise Selling, and Chris Bugg, who owns the Sandler Training business in Virginia Beach, VA. Chris spent his professional career prior to Sandler in the aerospace and defense sector in business development, sales, and strategy roles. Chris retired as a pilot with decorations from the US Navy. Brian and Chris provide insight into Selling to the Government Defense Sector where, in 2019 in the United States alone, there was a 700 billion dollar spend.

Selling to the Government Defense Sector Final

A conversation with Bill Morrison, Managing Director or Sandler Corporate Training in EMEA, and Brian Sullivan, VP Sandler Enterprise Selling Bill and Brian discuss: Ways to follow best practices during these challenging times; Functioning and Communicating as a virtual team with clients to deliver value and meet deliverables expectations. Was to maintain client retention best practices in challenging times.

Client Retention in a Crisis

Brian Sullivan Interviews Jonathan Farrington on The Hunt for New Clients In this episode: What makes the Sandler Research Center different Results on various sales methods Which of the newest technological sales methods have worked the best to hunt for new clients Results from Client Profiling How to target the most relevant opportunities Strategizing growth with existing clients Results on team selling and buying Final thoughts and how you can participate in the next Sandler survey 

Sandler Research Center - The Hunt for New Clients

Brian Sullivan interviews Oksana Esberard about Mindfulness in Selling. In this episode: What is mindfulness and why does it matter? The shocking amount of time we “check out” during interactions with others Mindfulness can help you get rid of head trash Why and how to go offline at times to relax and be more mindful The difference between good and bad stress Final thoughts on mindfulness How to connect with Oksana 

Mindfulness in Selling

 Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center survey on The Hunt For New Clients In this episode: What’s in the survey and what makes it different The Hunt for Clients in 2020 The good, the bad, and the ugly How much does your lead generation actually cost you - per customer? Prospect profiling is key to the most profitable use of a sales person’s time Targeting relevant opportunities – instead of chasing everything Three questions to ask to determine if you want their business Strategizing growth within existing clients Great stats on how much you can save and earn with existing clients Team selling – Hunting in packs Final thoughts and how you can participate in The Hunt For New Clients Survey 

Brian Sullivan Interviews Jonathan Farrington The Sandler Research Center The Hunt For New Clients

In this episode: Why this sales research is different than other sales research The journey begins with the first sale It’s no longer just about the product or service, it’s about the entire experience Identifying Critical Moments Good customer service is no longer enough The importance of regular feedback from your clients Clients remember their last interaction with you A.B.C. Always Be Closing Caring Look after your employees and they will look after your clients What is Sustaining Symbiotic Value, and how do you do it? What’s coming in the next survey and how you can participate in it Brian Sullivan is VP of Sandler Enterprise Selling. Jonathan Farrington is the Director of Research for the Sandler Research Center.

Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center Final

 In this episode: Why do people laugh in life and business? How to use storytelling in sales How humor can humanize you to your prospects Is there a science to comedy? Using comedy to establish commonalities Interpersonal, authentic, matching and mirroring comedy is the comedy of sales How humor can help you be better at what you do 

Brian Sullivan interviews Nema Semnani on How to Use Humor in Selling the Sandler Way

 Bill Morrison interviews Tony Hodgson on pricing and Selling the Sandler Way.   In this episode: How Tony got into pricing and how the field has exploded What parts of your business should be involved in pricing Why pricing should be a focus area How to grow your business 20% through pricing Value based pricing How discounting can destroy your pricing strategy Does your sales team actually need help with pricing? Your high volume price discount is probably being abused What industry is ahead of the game in pricing? The trends in pricing Questions to answer about your pricing 

Pricing Strategy

 Brian Sullivan, VP of Sandler Enterprise Selling, and Jonathon Farrington, Director of the Sandler Research Center, discuss "The Client Experience" - the second survey from the Sandler Research Center. Take the survey at www.sandler.com/survey In this episode: What the Sandler Research Center does The essential components for overachieving sales performance Over 60% of sales people are not hitting their numbers 37% of sales people are not following the company’s process Survey II: The Client Experience Identifying Critical Moments Benchmarking for Client Satisfaction The importance of engaging the team Symbiotic Value Closing comments and how to get the results 

Sandler Research Center - The Client Experience

Brian Sullivan, VP of Sandler Enterprise Selling,  and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors. In this episode: DISC basics and why it matters Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts How emotion gets in the way for the buying AND selling teams Danger of assuming someone’s behavioral profile based on the function of their job How to use the profiles of your team to position them for success How understanding motivators and demotivators can help us What actions you should take and avoid taking with certain profiles The importance of preparation Summary of how DISC can help you with communication, your team, and your selling The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Major Account Buying Teams - Know the Behaviors

Brian Sullivan, VP of Sandler Enterprise Selling and Jonathan Farrington, Director of Research for the Sandler Research Center share highlights of the Center’s inaugural survey: “The Essential Components for Sustaining Overachieving Sales Performance.” Included in the discussion are findings on the five critical elements that drive success within a typical sales environment: Strengths of Sales Leadership Current Levels of Sales Achievement Successful Utilization of Sales Technology Commitment to Client Retention Effective Collaboration of Sales and Marketing Functions To download an Abbreviated Sandler Research Center Report, visit www.sandler.com/research The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Sandler Research Center - Inaugural Survey Results

Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World. In this episode: What makes channel selling different than direct sales? Is channel sales just full of rookies and the bad sales people? The huge amount of revenue generated via channel sales worldwide How a framework for your channel sales can minimize your risk What if your partner sales people might sell your competitors products? How to work collaboratively to qualify and win big enterprise deals What vendors working with partners can do to improve the buying experience How systems set you free How to avoid critical mistakes with your channel How to contact Marcus and Dave Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Channel Selling in the Enterprise World

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales and sales management training. Find more information about Sandler Training at www.sandler.com.

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Selling the Sandler Way Podcast

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