Dave Mattson

6 Ways Effective Sales Managers Lead Their Teams Out of Slumps

September 2, 2014 Dave Mattson Cisco, Cloudera, Featured, Management & Leadership, Professional Development, Project Management, Routing & Switching, Sales Process, Technology, Training in Business

Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently. We’ve identified 6 things exemplary sales managers do to drag teams from the muck. There’s[…] Read More

The post 6 Ways Effective Sales Managers Lead Their Teams Out of Slumps appeared first on Sales Training Blog | Sandler Training.

What it means to be a top sales training company

March 12, 2014 Dave Mattson Cisco, Cloudera, Featured, Motivation / Mindset, Professional Development, Project Management, Routing & Switching, Technology, Training in Business

People make buying decisions emotionally and justify those decisions intellectually – Sandler Principle 6 There isn’t a day that goes by that I’m not reminded of this Principle and how it applies to our business at Sandler Training. Since 1967, we have been a part of the success path for thousands of businesses. Each year[…] Read More

The post What it means to be a top sales training company appeared first on Sales Training Blog | Sandler Training.

How Much Time Should You Put into Prospecting?

December 19, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Prospecting, Routing & Switching, Technology, Training in Business

The question is a bit of a puzzle. Ideally, there would be a reference book that lists, by industry, how much time you should invest in prospecting activities. Unfortunately, there’s no reference book. Why? How much time you invest will depend on the number of prospecting activities you plan, the nature of the activities, and[…] Read More

The post How Much Time Should You Put into Prospecting? appeared first on Sales Training Blog | Sandler Training.

The 89-Cent Solution

December 12, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Successful Selling Strategies, Technology, Training in Business

How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did? “I shoulda said…,” “I shoulda asked…,” “I shoulda…,” “I shoulda…,” “I shoulda…” You make a mental note of the shouldas…and then what?[…] Read More

The post The 89-Cent Solution appeared first on Sales Training Blog | Sandler Training.

The Toughest Prospect to Sell

December 5, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Successful Selling Strategies, Technology, Training in Business

When is the toughest prospect to sell the easiest prospect to sell? Give up? The answer is simple: when you call on him. Some buyers acquire a reputation for being tough, overbearing, demanding—just plain impossible to deal with. And guess what? Salespeople stop calling on them. Why put themselves through the abuse? Why endure the[…] Read More

The post The Toughest Prospect to Sell appeared first on Sales Training Blog | Sandler Training.