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McDonell Consulting Group, LLC | Baltimore & Bel Air, MD

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Hamish Knox, Sandler trainer and two-time author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at selling across the executive level. Get the best practices collected from around the world for using your executives to sell to the prospect's.

<Listen Time: 28 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

What are the reasons for long selling cycles?

For some salespeople, the amount of time it takes to secure an initial appointment with a prospect is excessive. For others, the amount of time spent defining and developing the opportunity is extreme. And for many, it’s the amount of time it takes to secure a decision after submitting a proposal of making a presentation that stretches the selling cycle beyond reasonable limits. (Can you relate?)

In the sales arena (and most other arenas, as well), growth is a function of one’s ability to recognize and accept the changing nature of the environment and the willingness to adapt by taking appropriate action.

Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online.

Read Time: 4 Minutes

John Rosso, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes. Get the best practices collected from around the world.

Listen Time: 26 Minutes

Just like we need food and nourishment for our physical self, so does our business.  However, while our body tells us we are hungry and it is time to eat, our business doesn’t necessarily do the same.  Therefore, it is critical that we put plans in to place to make time to ‘feed’ our business. 

Read Time: 5 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 10 Minutes

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about  Consulting Services: Putting the client first in sales and delivery.

Listen Time: 40 Minutes

Many managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief  ... if you think of these interactions as check-ins rather than as opportunities to “fix” people …

Read Time: 4 Minutes