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NorthStar Performance Partners, LLC | Minneapolis, MN

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Let’s be honest. Training and development initiatives meant to help sales teams succeed often go wrong.

There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity.

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

Learn how to be an effective manager, by learning how to coach and train. Tom Niesen and Dave Mattson, two very experienced coaches and trainers talk about what it takes to improve your team's performance through coaching and training.

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides great insight into enterprise selling, because it reminds us how important it is to identify the information that matters most about our key competitors… We must know them, prioritize them, and account for them. That means conducting a truly effective, and customized, competitive analysis. Unfortunately, most research sales teams do in this area falls far short of the mark.

Todd finally learned that he had lost the large deal. He was confused and thought his demo had gone well.  A month had passed since he was told by the prospect that he had “done a good job presenting his software!”  What could have gone wrong?

There are numerous components which determining a seller’s success. Near the top of this contributing-factor totem pole, is behavior. If an individual cannot execute proper behavior, they will struggle to find high levels of achievement. Behavior, the action we take towards our goals, is the blueprint for success in the sales world. Following through on these plans, however, is easier said than done. A large contingent of the salespeople routinely makes the three mistakes listed below. 

Learn how to get to the top and stay there. Jody Williamson, long-time Sandler trainer, speaker, and author, joins us to talk about the future of selling and the dangers of success. What you do after you find success is just as important as what you do on the way up...

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader?

Jack lost a huge deal because of a sudden, ill-conceived emotional response. After spending weeks preparing a presentation for Ryan, his biggest prospect, Jack was dumbfounded to hear Ryan say, five minutes into the talk, “The assumptions are all too simplistic here.