Programs Archives - Sandler

Customer Success Training: Leadership & Professional Development

Sandler — Tue, 13 Jul 2021 18:22:52 +0000

Customer Success

Get to know why so many companies select Sandler for their Customer Success learning and development programs.

Achieving real customer success.

Customer Success professionals wear many hats – from solving customer problems to identifying opportunities for new solutions, all leading to retention and growth of accounts. Highly capable CS professionals rank among a company’s most powerful assets but many have never had focused CS skills development training that will enable them to effectively carry out their mandate.

The Customer Success Series is designed for customer success teams who:

Are struggling to expand the relationship within their customers to the C-level.
Need to develop the techniques and tactics to navigate questions and objections more effectively.
Have had challenges with upselling and cross-selling.
Want to up-level their skills as a customer success professional.

Transform your customer success professionals into

confident, consultative advisors who can identify hidden opportunities and convert them into ongoing revenue, client growth, and retention.

You can expect to:

Develop a Mental Framework for Success
Elevate the Customer Success Manager’s Status into C-Suite
Find the Real Meaning in a Client’s Request
Manage Relationships and Communications Effectively
Lead Productive Conversations

A predictable and logical retention, cross-selling, and up-selling plan.

The Customer Success program is built on the Sandler foundation but geared specifically toward the CSM role and can include all or some of the areas shown depending on the needs of your team.

Develop a Mental Framework for Success
Elevate the CSM’s Status into C-Suite
Find the Real Meaning in a Client’s Request
Manage Relationships and Communications Effectively
Lead Productive Conversations

Start a conversation.

Empower your Customer Success team by providing them with a comprehensive set of skills, strategies and the mindset to succeed.

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Take the next step.

Get to know why so many companies select Sandler for their Customer Success learning and development programs.

Connect with Sandler

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21st Century Prospecting

Sandler — Wed, 23 Sep 2020 14:07:41 +0000

21st Century Prospecting

Prospect the Sandler way – in today’s market!

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Upgrade your business development strategies.

This course shows salespeople how to set up and follow a bulletproof prospecting plan that leverages the right technology, maximizes warm lead opportunities, and sets up a predictable number of viable sales appointments.

If you are like many salespeople, you may find yourself:

Struggling with the challenge of getting the right number of conversations with the right decision-makers.
Dissatisfied with the velocity and size of your pipeline.
Frustrated because what you are used to doing to develop business is no longer producing the results you need.
Uncertain about how best to connect with prospects via virtual communication platforms such as Zoom.

Generate powerful conversations with sales prospects

With Sandler’s 21st Century Prospecting, you will learn how to upgrade your business development strategies using the latest proven tactics from Sandler Training.

In 21st Century Prospespecting, you will learn how to:

Take control of the business development process.
Overcome call reluctance.
Reframe your self-talk.
Set up action plans for specific target markets
Generate more and better referrals.

Enroll yourself today!

Easy-to-learn steps and strategies that give you multiple low-pressure options for making contact with the right people.

ENROLL YOURSELF

21st Century Prospecting Curriculum

21st Century Prospecting is an eight-lesson course that shows sales professionals how to set up and follow a bulletproof prospecting plan. This course gives you a comprehensive, self-paced study program that shows you how to upgrade your business development strategies using the latest proven tactics from Sandler Training.

Define Your Prospecting Success
Make the Prospecting Call
Create Your Prospecting Plan
Improve Your Belief System

Techniques for Gatekeepers and Voicemail
Asking for Referrals
Virtual Prospecting
Sandler Rules for Prospecting

Take the next step.

The journey to success starts where you are, and it starts today!

Connect with Sandler

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Sandler Enterprise Selling

Sandler — Tue, 15 Sep 2020 13:50:54 +0000

Enterprise Selling

Master the complex sale.

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Develop people and processes that align around delivering value to customers.

Complex B2B markets often demand enterprise-to-enterprise sales and business development strategies. The cost of customer acquisition is higher, sales cycles are longer, and the degree of team selling required is much more intense – you can bring in an army of people, and still not win the deal.

“Too many enterprise sales professionals treat their trade as pure art, using ‘gut feeling’ and the direction of the wind to guide major business decisions.”

Sandler Enterprise Selling Solutions

Key account management
Strategic selling
Team selling
Positioning for value

Pipeline management
Client retention
Bid review
Opportunity navigation

Competitive positioning
Planning
Client mapping
Relationship development

In Our Clients Words

Benjamin Kelton | Director of Sales, Drilling Info, Inc.

The Sandler Enterprise Selling program (SES) gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. SES provides both a clear methodology and an easy-to-grasp cross-functional vocabulary. These two elements allow individual salespeople, and the selling organization as a whole, to identify and resolve bottlenecks, manage current and emerging business relationships effectively, and deliver greater success, quicker. Sandler Enterprise Selling is a force multiplier, plain and simple.”

Win and Grow Major Accounts

Align Sales & the Organizations

There is a shared responsibility in building sustainable, repeatable growth. The organization must be prepared to align behind a sales opportunity in order to achieve success.

Transform Mindset

The mindset and approach of the sales person must change from Transactional to Enterprise. Both the solutions and the decision making are more complex.

Pursue Strategic Growth

The sales team must land in the critical path of the customer, and align with a pain, or corporate initiative, that is critically important to the organization. This takes time to uncover and longer nurture.

Sandler Enterprise Selling

PUBLISHED BY MCGRAW-HILL

Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This latest Sandler book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.

BUY THE BOOK

Common Strategic Platform

Sandler offers a common set of tools for progressing a sale to close, a common language to use when in the process of making that sale, and a common strategic platform to make the process scalable and repeatable – from managing the territory and accounts to driving the opportunities through the sales process.

Stage One:

Territory and Account Planning

Stage Two:

Opportunity Identification

Stage Three:

Qualification

Stage Four:

Solution Development

Stage Five:

Proposing and Advancement

Stage Six:

Delivery

Territory Planning (KARE)
Account Management (Growth Account Booster)
Opportunity Tool
Pre-brief
Debrief Tools

Take the next step.

The journey to success starts where you are, and it starts today!

Connect with Sandler

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No Pressure Prospecting

Sandler — Fri, 23 Aug 2019 14:48:35 +0000

No Pressure Prospecting

Successful prospecting strategies.

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Take the heat off you and your potential client!

This course helps salespeople and sales leaders formulate successful prospecting strategy that will fill your pipeline, leverage technology, and set better sales appointments.

Stressed out over prospecting and avoiding cold and warm calls.
Concerned about new business numbers and constantly feeding the funnel.
Worried about a revenue plateau or shrinking market share.

No Pressure Prospecting

A stress-free strategy for new business development.

Learn a stress-free strategy for new business development from Sandler Training, including the attitudes, behaviors, and techniques that you can immediately implement in your next outbound sales call.

Choose the right type of prospecting and the right type of prospects

Structure an effective, efficient prospecting call that sets more appointments

Engage with gatekeepers and talk to more decision-maker
Leave a voicemail message that gets returned

Join Sandler trainer, Sean Coyle, as he guides you along a sales prospecting journey based on Sandler’s proven selling system, which takes the pressure off you and your prospect. You can follow easy-to-learn steps and strategies to help you prepare, execute, and close for appointments without additional stress.

Enroll yourself today!

Learn a stress-free strategy for new business development including the attitudes, behaviors, and techniques that you can immediately implement in your next outbound sales call.

ENROLL YOURSELF

No Pressure Prospecting Training Curriculum

The No Pressure Prospecting course will help you learn how to take the pressure off of you and your prospects when you are looking for new business.

The Goal of Prospecting

The goals of prospecting, the types of prospecting we engage in, the way we can identify ideal prospects, how we engage with gatekeepers, and what type of voice mail messages we should be leaving to get calls back.

Prospecting Best Practices

Talk about behavior, attitude and technique best practices.

Structuring the Call

How do we structure the call using a good opening with our pattern interrupt, setting expectations with our upfront contract using third party stories to share problems that we’ve seen other people have in the industry that we’re servicing, setting the appointment using another up-front contract, and post selling it.

Making the Prospecting Call

Leverage technology and build lists. Re-frame your self-talk.

Getting More Referrals and Introductions

Learn how to develop your cookbook for referrals, create an ideal client profile, ask for the referral, network and build strategic alliances and build your prospecting plan.

Take the next step.

The journey to success starts where you are, and it starts today!

Connect with Sandler

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The Success Playbook for Young Adults

Sandler — Fri, 23 Aug 2019 12:02:13 +0000

The Success Playbook for Young Adults

Confidence and character building from the world’s leading training organization.

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Support to help young adults make good decisions during crucial years and achieve success.

Download our Brochure

Sandler’s new program The Success Playbook for Young Adults is the training and development program designed to help students map out their personal, academic, athletic and professional aspirations. Get more information by downloading the complete brochure.

DOWNLOAD

#HowToSucceed

Corporate Headquarters

300 Red Brook Blvd, Suite 400
Owings Mills, MD 21117

T: 410-653-1993 | info@sandler.com

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New Advisor Launch Accelerator

Sandler — Mon, 12 Aug 2019 14:43:34 +0000

The only comprehensive online training curriculum of it’s kind in the financial services, insurance or banking industries, specifically targeting a brand-new advisor to get off to a quick start.

The post New Advisor Launch Accelerator appeared first on Sandler.

Ziglar Top Performance

Sandler — Sun, 28 Jul 2019 15:00:58 +0000

[ZIGLAR CORPORATE TRAINING]

Top Performance

Sandler is Ziglar’s official corporate training partner.

Contact Corporate Training

Only 30% of workers in the U.S. are engaged.

According to a recent Gallup Poll study, this means that in the typical business, 7 out of 10 employees, managers, etc., are doing only just enough to get by. No more, no less.

This lack of engagement causes all kinds of problems:

Increased turnover
More quality incidents
Decreased revenue and lower profits

It doesn’t have to be this way. Personal and professional success doesn’t happen by accident. They are choices.

Are you ready to reach your highest potential?

Top Performance

The principles outlined in this course are designed to foster an environment of success and move you from the status-quo situations into a realm of impact. Success is something most people expect for themselves, and most organizations expect from the inhabitants within. However, with the lack of benchmarks and specific process improvement approaches, success is relegated to posters and cliches that seem to say the right thing.

Top Performance shatters that myth by giving real-world skills that allow managers and executives to become catalysts of success by equipping them with the “why” behind the “how” of daily choices.

Top Performance can be delivered in a 30-minute keynote up to a full-day interactive workshop. Ziglar workshops are designed to be fully engaging with just the perfect blend of teaching and group activities to ensure that what is learned in class actually gets used at work.

In this powerful Ziglar program delivered by Sandler trainers, you will learn how to:

Direct people’s energies and stimulate their desire to excel
Manage people more effectively and get others to want your leadership
Overcome and correct poor management practices

Use the performance formula to positively impact employee productivity
Establish standards and benchmarks for evaluating performance
Improve relationships that strengthen and foster effective communication

PODCAST

How to Succeed

Every week, we take an in-depth look at the attitudes, behaviors, and techniques needed to be more successful in sales and leadership. Get the best practices collected from around the world in our popular podcast.

See all Podcasts

Zig Ziglar’s knowledge has helped inspire and motivate over 250 million people worldwide.

Zig Ziglar, America’s most influential and beloved encourager, believed that everyone could be, do and have more. He influenced an estimated quarter of a billion individuals through his 33 books, including the bestseller See You at the Top, which has sold almost two million copies.

Today Sandler delivers Zig Ziglar’s inspirational message to high-achieving organizations around the world.

You can have everything in life you want, if you will just help enough other people get what they want.

Zig Ziglar

Contact Corporate Training

Companies bring Sandler trainers and Ziglar presenters into their organizations to increase motivation while honing the raw sales and presentation skills of their employees.

Get Started Today!

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Ziglar Strategies for Success

Sandler — Sun, 28 Jul 2019 14:54:10 +0000

[ZIGLAR CORPORATE TRAINING]

Strategies for Success

Sandler is Ziglar’s official corporate training partner.

Contact Corporate Training

Take control of your future and climb the stairway to success.

Is it really possible to be happy, healthy, and prosperous? Can you really expect to have solid family relationships, peace of mind, and a feeling of security? Is there hope for a better tomorrow?

The answer is a resounding, “YES!”

This workshop will show you how you can take control of your destiny. Your future is not determined by other people or circumstances. Regardless of your circumstances, there is one undeniable freedom-the freedom to choose your attitude toward those circumstances.

You can take charge of your life by climbing the stairway to success. It IS possible to make radical changes in your life by taking small, consistent action steps. You will discover that you already have everything necessary to make your life better. You will leave with an action plan to take your life where you want it to go.

Strategies for Success

Strategies for Success is designed to be fully engaging with just the perfect blend of teaching and group activities to ensure that what is learned in class actually gets used at work and at home.

In this powerful Ziglar program delivered by Sandler trainers, you will learn:

The qualities successful people possess (and how you can possess them, too)
The power of relationships and how to build strong, healthy, winning ones
How to get more of the things money will buy and all of the things money won’t buy

The importance of your attitude and how to keep it positive
How to keep yourself motivated and striving towards your goals
The importance of the words you choose
The power of taking the first step

PODCAST

How to Succeed

See all Podcasts

Zig Ziglar’s knowledge has helped inspire and motivate over 250 million people worldwide.

Today Sandler delivers Zig Ziglar’s inspirational message to high-achieving organizations around the world.

You can have everything in life you want, if you will just help enough other people get what they want.

Zig Ziglar

Contact Corporate Training

Companies bring Sandler trainers and Ziglar presenters into their organizations to increase motivation while honing the raw sales and presentation skills of their employees.

Get Started Today!

The post Ziglar Strategies for Success appeared first on Sandler.

Ziglar Essential Presentation Skills

Sandler — Sun, 28 Jul 2019 14:32:01 +0000

[ZIGLAR CORPORATE TRAINING]

Essential Presentation Skills

Sandler is Ziglar’s official corporate training partner.

Contact Corporate Training

Learn to speak with competence and confidence.

Does your team struggle with these common presenter challenges?

Distracting words/sounds
Revealing nervousness
Fearing the Q&A Session

Relying only on “content” confidence
Embarrassed to tell people what you do
Not taking control of the room

Essential Presentation Skills

We believe the skill to do comes from the doing. Whether you are in sales, service, support, management, leadership, or administration, your ability to present your ideas determines your success.

The proven and timeless principles of David Sandler and Zig Ziglar continue to drive success for companies and individuals, and both Sandler and Ziglar have demonstrated the ability to transfer those proven and timeless principles into today’s ever-changing and evolving business landscape.

Sandler and Ziglar’s combined ground-breaking tools will help you maintain self-confidence and ignite your journey to becoming one of the most effective communicators in the world.

You will learn how to:

Present with more poise and professionalism
Deliver more effective demonstrations in person and online
Focus attention on the audience instead of yourself
Develop confidence, so the butterflies are flying in formation

Use communication stats to help you keep engaged in your message
Eliminate distracting verbal habits of “uh, you know, I mean … “
Engage the sales process while delivering powerful presentations

PODCAST

How to Succeed

See all Podcasts

Zig Ziglar’s knowledge has helped inspire and motivate over 250 million people worldwide.

Today Sandler delivers Zig Ziglar’s inspirational message to high-achieving organizations around the world.

You can have everything in life you want, if you will just help enough other people get what they want.

Zig Ziglar

Contact Corporate Training

Companies bring Sandler trainers and Ziglar presenters into their organizations to increase motivation while honing the raw sales and presentation skills of their employees.

Get Started Today!

The post Ziglar Essential Presentation Skills appeared first on Sandler.