The 2011 Brad Pitt movie Moneyball is one of those rare baseball films that even people who don’t know a thing about the game somehow end up loving.

At the end of the day, Moneyball really isn’t about baseball. This movie is truly about Brad Pitt shaking up the status quo.

The ever-deepening complexity of the buyer journey means organizational success now requires a whole new breed of salespeople.

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When new clients approach us about the possibility of Sandler working with their sales teams, one of the first things we notice is that, for most of those salespeople, prospecting is a major headache.

It’s this big, scary challenge. And you know what lies at the heart of that uneasiness with prospecting? Fear. It’s the basic, human fear of rejection — the fear that most of us have about hearing people say no. We don’t have to take that personally, but we do.

In this guide, learn about 6 modern prospecting mistakes and the tactics to avoid making them in the first place:

• Lack of Real Personalization
• Weak or Misaligned Call To Actions
• Failure to Pick Up the Phone
• Lack of Usage of Combos
• Using the Correct Cadence
• Ignoring Your Digital Presence

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…by Aligning Your Sales Process, and Your Debrief With the Buyer Journey

All too often, our sales teams do flounder.

Why? One big reason is that there is no clear understanding of the multiple criteria that determine what constitutes a qualified lead at any given stage… and no clear understanding of what is needed to move an opportunity to the next stage.

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Technology is changing the way buyers and sellers interact.

Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals.

Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken, to match the desires of the buyer.

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*And Bing Chat… and Google Bard

Artificial Intelligence (AI) is reshaping everything, and sales is no exception.

This guide focuses on proven approaches and ideas that connect to the most popular AI applications for salespeople. The strategies outlined in our guide fulfill two essential criteria: alignment with the Sandler Selling System and success in practice.

How to effectively interact with your Large Language Model:

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As a sales professional, your job is to ask the buyer questions until you understand what is needed to close the gap between where they are and where they want to be.

100 questions across 20 categories, such as:

• To Start the Ball Rolling
• Understanding the Pain
• Trying to Understand the Timescales
• When Teeing Things Up for a Referral
• When the Buyer Wants to “Think It Over”
• When You Think It’s a “No”

and more…

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A down cycle is a great time to improve yourself and your sales process.

Survive and thrive during a spike in inflation, a recession, a global pandemic, or any other challenge that may appear on your horizon.

Switch your focus to opportunities of growth and competitive advantage during an economic downturn.

Some salespeople don’t just survive hard times – they create new “personal best” performance levels during these down cycles. How do they do it?

We have seen eight habits consistently among high performers who fall into this special category. Implement all eight, and they will see you through an industry shakeout, a spike in inflation, a recession, a global pandemic, or any other challenge that may appear on your horizon.

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We believe there is no bad economic news that defines you as a leader, your sales team, your organization, or your results.

Position yourself and your team for growth and a competitive advantage during an economic challenge. Survive and thrive during an economic downturn.

Experiences like market uncertainty, volatility in the global economy, and inflation aren’t much fun for sales leaders – or anyone else. Yet it’s important to remember that even a downturn in the larger economy can spotlight new opportunities for growth and competitive advantage – if we know the right best practices and put them into action consistently.

Here are 11 essential best practices that will see you and your team through an industry shakeout, a spike in inflation, a recession, a global pandemic, or any other challenge that may show up on your horizon.

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Invest your time in DISC to elevate your sales teams’ success.

Use these 5 secrets to foster & nurture a culture of inclusion, growth, and continuous learning.

Unlock the secrets of utilizing DISC to:

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