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NorthStar Performance Partners, LLC | Minneapolis, MN
 

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In our clients' own words

The success of our clients is what speaks volumes for us

Check out Sandler client's #HowToSucceed stories

When our clients are successful, we know that we've succeeded in our mission.

Sandler sales training program has not only introduced me to the proven sales process but also dramatically improved my personal communication skills. I use them daily at work and at home. Every week I looked forward to the weekly seminars, as there was always new information and insights to learn and practice. Jeff's super engaging personality and teaching style made each session very interesting and productive. I strongly believe in the program and told my management that Sandler program was among the best investments that the company has made in its history.

Yosyf Sheremeta, Director of Product Management and Customer Experience, Power Systems Research

Sleep. Jeff has helped me sleep like a rock! With Sandler Training I have been able to develop my personal selling skills and implement the process to improve my professional and personal relationships and goals. I no longer lay awake worrying if I'll hit my numbers, close the deal or the appointment scheduled for tomorrow. With the Sandler Selling process, I am prepared, organized, have a process to sell, and sleep like a baby!

Kurt Green, Product Line Manager, ElectroTech

I was active in Sandler for two years and had a great experience. Jeff does an excellent job of involving all participants in the learning of the system and I recommend Jeff to every organization I know that wants to grow. Whether you're a seasoned salesperson or new you can learn a lot from the Sandler system and Jeff.

William Campion, CPA, WA Campion Co., PC

Using the Sandler Selling System has caused me to rewire my thinking and had a very positive impact on both me and my company. This didn't come about immediately but thru lots of practice using Sandler Principals. Once I fully adopted the Sandler System and polished my delivery of it, my sales doubled in the first year. I've also learned that doing high-level sales is a continuing and ongoing process using the Principles set forth by David Sandler. There is no going back to the old ways of selling, only moving forward with what I've learned from Sandler!

Alec Boyce, Sr. Regional Sales Manager, Short Elliott Hendrickson

I have learned a great deal in only six short months participating in Sandler training. Jeff is excellent to work with. The reinforcement aspect is key to being successful in sales and this training. Thank you for making this a great learning experience thus far.

Mike Wise, Sales Executive, Thriveon

Noah Lam

Connetquot West

Industry: Healthcare

Noah Lam of Connetquot West explains how Sandler Training's sales training program helped him turn his company around. Noah says, ""Without Sandler I would not have been able to grow the company. If someone is on the fence about Sandler, have them call me."

I have been in the Sandler Sales program since 2003. I have been part of the Sales Management training for a little over a year. Jeff Pankoff has given me new tools to better run my business segment. Jeff spent a significant amount of time on developing an employee candidate chart and defining the must-have skills, with the "nice to have" skills. This exercise led me to put together my own search chart that has helped me improve the way I approach seeking new team member candidates. I now have a system for hiring qualified candidates for roles within my team. Prior to this, I was hiring the wrong fit employees (using a "gut" feel method) that were costing our organization real dollars, in terms of training, coaching, and development.

Craig Pellin, Segment Sales Director, Koyo Bearings North America

I found Sandler to be a very professional sales training that is a perfect example compared to other "sales trainings" to offer a process, but also allow for each individual to adapt to different personalities, get out of the training what you, as an individual, put into it, and offered various options and solution to help you improve. Not everyone is the same personality type, learns the same, or has the same comfort level. Encouraging interaction is a key to any training, especially with Sandler, to allow you to integrate it and be successful and for the program to help you. Basics, like having confidence, being fearless, asking open-ended questions, listening, and managing the sales process from individual conversations to where you are in the "process", are all key to successful sales cycle and this training can get you there.

John Fowler, CSP/Outside Sales, ElectroTech

I've been attending Sandler on a consistent basis since 2013. The Sandler training model has significantly helped me in both my professional and personal life to better communicate. In my professional life, I've utilized this system to make a better first impression and communicate to the customer that I don't want or expect anything other than a short informational meeting. It may not go any further than that. Executive presence and leveling the playing field have been two significant tools. Most important, just having a process and sticking to that process is valuable. Setting expectation in the "contract" stage has significantly reduced the "We'll have to think about it or "we're just not sure if this makes sense for our organization" objection. Most definitely I would recommend Sandler Training.

John Ferguson, Sales Manager, NMMA

In my 20-year career in sales and sales management, nothing has had more impact on me both personally and professionally than Sandler Training. Sandler has become a way of life for me and has changed my beliefs, the way I engage with others, my ability to understand the sales process and my ability to read and relate to people. The secret sauce is in the weekly reinforcement of the Sandler system and the way Jeff engages the group. Sandler is an investment that I will continue to make for the rest of my career!

Joe Godfrey, Complex Manager, Waddell & Reed

My wife, Susie, and I run a small medical device company. Although we are not the main salespeople in the organization, we had quickly discovered that our job still requires us to be much more knowledgeable in the science of selling than we thought! Whether to form relationships with investors and R&D partners or to aid and train our sales staff in their own roles, the specific skills we've learned from Jeff Pankoff have been surprisingly indispensable. I say "surprisingly" because, prior to training, I was completely ignorant of how much I needed this knowledge.

Michael Wuollett, CEO, Protege Biomedical

Tracie Reed

Drillform Technical Services

Industry: Oil and Gas

Before hiring Sandler Training, Drillform Technical Services faced many of the obstacles common to enterprise sales: large multinational networks, challenging value propositions, and the complexity of interactions between buyer and seller teams. Through the Sandler Enterprise Selling program, VP of Business Development Tracie Reed was able to unify team communication and shift her company's sales approach. As a result, Tracie is projecting 146% growth in sales volume since starting with Sandler.

Jeff Pankoff has been great in teaching us different sales techniques that I use daily in daily responsibilities. Since we started Sandler training back in 2016, my whole process of talking to people has changed immensely. I catch myself recalling Sandler when training new recruits on sales techniques that Jeff has constantly reinforced every time our company has our monthly training. I would highly recommend Sandler for any type of business as sales are what drives business forward and Sandler only helps accelerate the potential of what can be done.

Michael Shen, Solar Specialist, All Energy Solar

The Sandler Selling System has transformed the way we go to market and interact with prospects and customers. Our closing ratios have increased substantially and we get regular feedback that the reason we are being chosen is the clear communication and painless process. I would highly recommend this sales process and Jeff and to teach it.

Kirk Studebaker, VP of Sales, Coordinated Business Systems

Sandler has truly changed my professional and personal life with the way I approach communication and actions. I highly recommend the program for any businessperson interested in breaking the "traditional" sales mode and stop being like every other sales person. The system works!

Craig Pellin, Segment Sales Director, Koyo Bearings North America

One major takeaway I took from my Sandler experience was instilling preparation into the sales process, call and prospect preparation, taking notes, ensuring follow up and follow through, and making sure you learn all you can from an opportunity, prospect, or in some cases, learning up front with good questions and listening, it may not be a good fit. I offered several recommendations and referrals during my training period and will continue to do so into the future.

John Fowler, CSP/Outside Sales, ElectroTech

To date, the most relevant and useful skill I have learned is to focus on pain -- not our own, but that of those we're trying to help. This has enabled me to uncover opportunities but, even more importantly, to avoid wastes of time. It was nearly an epiphany when I realized how hard I had been pitching organizations who had absolutely no need of what I could offer. In short, I had been failing to qualify. If there is one thing you ought to take away from this testimonial, it is this: Selling is a science, and ANYONE can do it. For those who argue that sales is an art, I would agree with you to the extent that that building a skyscraper is an art. Different people will have different styles, but in the end, the science is what makes it stand.

Michael Wuollett, CEO, Protege Biomedical

Karl Watson

CEMEX

Industry: Manufacturing

Karl Watson, President of CEMEX - a company that literally provides the foundation for society - explains how in 4 years they made an almost $650 million turnaround. After years of easily hitting budgets, his company hit a "dry-spell" and invested in Sandler Training to turn his sales around. "In 2011 when we embarked upon this sales reinvention, we realized that our sales skills were atrophied, and we needed somebody to help us because we did not know how to help ourselves."

I've been selling to the industrial market place for over 15 years, and have experienced the full range of success and failure with cold calling. After completing your sessions and developing a 30 second commercial, I am amazed with the reaction from my prospects and customers. The pattern interrupt, a clean business statement and one or two pain indicators have greatly improved the success of these calls, and has resulted in increased sales. Your class is intelligent, fast-paced and enjoyable, and is making me a better sales professional. Thank you.  I appreciate the quality of your work.

Greg Schreier, Metalworking Market Manager Camfil Farr Air Pollution Control

We engaged Jeff Pankoff and the Sandler Selling System just over 2 years ago. As a result, my team is much more disciplined in their business development processes, more consistent in meeting their revenue commitments, with higher close rates. The combination of the Sandler System and Jeff's education style make the training feel more like a business solution, not just a selling system. I would recommend Jeff to anyone that needs to bring their business development to the next level.

Darren Ostendorf, Sales Manager, Digineer, Inc.

Sandler completely changed my idea of the sales industry. Being new to sales, I didn't realize how much coaching could help - I learned so much! Jeff showed me how knowledge, confidence, and a process can really change the whole game of selling! It's so much more fun and easy now.

Breanna Ritthaler, Global Retail & Customer Engagement Manager, Comply

I had a great experience with Sandler and I find myself referring back to the things I've learned a lot. It was hard for me to commit the time each week, but it was worth it, and I'm glad we made the time and learned what we did.

Susie Wuollett, President, Protege Biomedical

Jeff has had an enormous impact on my interactions with my clients and my business' overall success. Through the tools he's given me, I am able to have much more control of the sales process and to move my clients more efficiently to a yes or no decision. I am much more equipped to be able to communicate well with any communication style, which has led to a higher client acquisition ratio and a 30% increase in my business in 1 year. Thanks, Jeff!

Dave Klein, Wealth Management Advisor, Northwestern Mutual

Samuel Hoff

Patti Engineering

Industry: Engineering

Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”

Sandler Training was a great investment in my career as an insurance consultant. It provided me with great sales techniques but more importantly a great communication model. Sandler Training taught me to have a sales process and by having that sales process it has helped me close sales in one meeting rather than having multiple meetings before writing the business. Jeff Pankoff is a fantastic sales coach and was very willing to help me on an individual level as well as in the classroom. I would highly recommend Sandler Training and especially Jeff Pankoff to anyone that is in a sales career. Sandler Training is the best investment that I have made to improve myself as a sales person.

Brett Wuerflein, Agency Specialist, American Family Insurance

I was introduced to the Sandler methodology when I opened my business. Sandler came highly recommended as a sales process because of how it embraced a core philosophy of mine "setting and managing expectations". I've found life, in general, is all about setting expectations, be it for co-workers, your children, your spouse and particularly your customers and sales prospects. The Sandler process adopts this though "Up-Front Contracts". A simple act of setting the stage for what's about to happen and just being sure that's the path that's followed. Prospects that accept that path are no longer being sold, they are engaged in buying. And nobody likes being sold but nearly everyone enjoys buying. In addition, the tactics that Jeff and Sandler teach to overcome objections in a manner that is not "used car salesman-like" gave me great confidence to overcome obstacles with integrity. I'd highly recommend Sandler and most specifically Jeff given Jeff's vast first-hand experience in sales and Sandler's proven process. They are a perfect match and he's proven that winning several awards from Sandler Corporate for his efforts and abilities.

Erik Mortensen, Owner, AdvantaClean

Sandler Training with Jeff Pankoff has been invaluable to my sales process. With such a short sales cycle, clarity at each and every step is vital and Jeff has really improved the approach and in turn, results in our bottom line. Changing the mindset from salesperson to "trusted advisor" has made a world of difference for me and my clients!

Julie Agrimson, Territory Account Manager, Arcserve

In 2014, as the CEO and owner, I made the decision to make the Sandler method the core of our selling system. All our outside and inside sales people have gone through the program and we continue to hold training sessions regularly. The sales team is now applying the principles regularly and the results are beginning to show as was anticipated. We will continue to invest in Sandler Training.

Mel Meyers, CEO, Bry-Air, Inc.

I was first introduced to Jeff Pankoff & Sandler Sales in November 2013. The relationship began as a requirement, but is now a new way of communicating with my team and clients. The Sandler Selling Process has changed my life. I am a better listener and better banker because now my focus has shifted from me trying to be "the expert" to understanding the customer's needs. Jeff is a great mentor, teacher, resource and friend.

David Krause, Vice President & Director of Sales, Alerus (formerly Beacon Bank)

Ken Harris

Health o meter

Industry: Healthcare

Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”

The Sandler Foundations classes have given me the edge I need over my competition to get the sale! Their proven techniques and small classroom setting have helped me get in front of prospects that, until now, have never given me the opportunity to compete for their business. I have seen immediate results using the Sandler techniques. I am amazed at the instant rapport I have with prospective customers, especially when cold calling! I highly recommend the Sandler Training.

Jennifer Johnson, District Manager Forius Business Credit Resources

The Sandler training over the last year has been an extremely integral part of not only my personal success but the success of the team that I work with.

John Banks, Territory Account Manager, Arcserve

I trust Jeff as a critical member of our sales organization and have now at two different companies. He's an outstanding instructor, coach and partner for sales leaders and executives focused on maximizing the results of their sales teams. I've worked with several sales systems - each has great value but the ones that make a difference have the ongoing reinforcement Jeff delivers AND someone committed to my success as a leader.

Tony Morse, President, Demand Chain Systems

Jeff does a great job of helping you work through different approaches. I really enjoy his classes and have seen results from applying the Sandler methods!

Stacy Childers, Vice President, Springsted Incorporated

In April 2011 I became involved with Sandler Training. The results I've obtained, along with improving my sales techniques, confidence and knowledge, have exceeded my expectations. I have always been a successful sales person, sales manager and business owner, but until I received coaching from Sandler Training, I had no idea what I was missing and how much better I could be. I was skeptical at first, as I thought I knew what selling was all about, but I soon realized I knew nothing about selling compared to what I now know. If you haven't had an opportunity to take test drive the Sandler Selling System, then I would say, you don't know what you are missing and you are probably not selling to your full potential and could very well be leaving money on the table.

Tom Weninger, Business Development Associate James L. O'Brien Associates, Inc. (An exclusive agent for Coface North America)

Roy Cook

Merrill Lynch

Industry: Financial Planning

Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”

Sales Training Classes have gotten a reputation of smoke and mirrors, someone telling you how you can smile better and take a red bull before each call. With skepticism walking in Jeff Pankoff quickly proved me wrong. His training not only works for your customers but it can also work on your family and friends at home to make your relationships better. It's psychology at it's finest specifically designed for a sales force of people working to build a relationship with an individual who already has a stereotype pinned to your left breast.

Marion Whorton, Outside Sales Representative, IDI Distributors

I have done many sale seminars including SPIN Selling, but the Sandler system with Jeff Pankoff is easily the best. The weekly reinforcement, the novel ideas like "who's next", "I am independently wealthy and don't need this sale" plus all the other information that we practice regularly helps every time I meet someone. My communication skills are as good as ever and thanks to Jeff and Sandler I am confident in all situations that I encounter.

William Campion, President, WA Campion Co.

I've been waiting for the opportunity to be a student of Sandler Sales Training my entire sales career. After 22 years in sales, I finally got accepted to this great institution of sales professionalism. No longer do I spew... time to become a doctor of understanding my customers.

Dan Rymiszewski, Commercial Sales Representative, IDI Distribution

A personal note... Recently our Sales organization had a full day and a half presentation with Jeff. While our team is comprised of professionals, towards the end of the onsite portion, many team members may have visibly expressed their need to take a break while Jeff was about to recount a true story of how his "I10" teachings played into his recent decision to pull the goalie on his son's hockey team. This story was moving, as was evident from Jeff's reaction while telling it to all of us, and personally from how it pulled at my heart strings as well. I felt bad that Jeff may have been subjected to some body language and remarks at the beginning of the story that may have caused him to pause. For my part, the story went on to show the impact that his teaching can have on anyone that makes the decision/choice to take it to heart - in life or in his or her profession.

Tom Persaud, Sales Operation Account Manager/Team Lead, vRad Virtual Radiologic

What can I say? Jeff truly has a passion for teaching not only the Sandler Training system but a genuine interest in helping individuals grow to be their best. The individual attention and engaging classroom portion make Jeff and Sandler hard to beat... no other sales and management training comes close. I would highly recommend Jeff to anyone in the Twin Cites. He will increase your confidence and increase your companies bottom line!

Jack Smith, Business Development, DKS Systems

The traditional sales approach that I was using didn't fit my personality. So when you began to teach me how to act opposite of what the prospect expected, it was a good fit. How did I know it was working? Prospects would tell me. Some complimented me on the questions I prepared for the meeting, others would give me an appointment simply because of the respect I showed them via the 30 second commercial, or, I'd see the pain funnel in action. The result? Nine months after starting to use the Sandler Selling System, I place in the top five salespeople in our company, nationally. I still find myself needing to repeat modules, because the periodic reinforcement is helpful. For the first time in my life, I have a serious set of goals. The Sandler team and the Sandler system provide the mirror.

Scott Metco Impressions On Hold International

Jeff Pankoff delivered a powerful message to our sales force and really opened their eyes to EQUAL BUSINESS STATURE. We truly believe the Sandler System will make a lasting impact to our sales team and deliver increased margins to the bottom line.

Mike Clements, Vice President of Sales, IDI Distributors