Build a Smarter Sales Pipeline with ABATS

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing.

In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role was spent culling a $3 million pipeline down to $160,000 of real, qualified opportunities. Instead of pushing your reps to ABC (Always Be Closing) ask them to focus on ABATS (Always Be Advancing the Sale).

Maximize LinkedIn

Are you using LinkedIn like a referral and networking group? Do you use this powerful tool the way it was intended? Do you know how to actively prospect on LinkedIn, instead of just passively accepting invitations and endorsements? If not, join us for this 2-hour special workshop, Thursday, March 20th from 8am to 10am.

Click Here To Register!

Have you assessed your team this year?

This exclusive tool, developed by Sandler Training, helps you define your current reality, your ideal benchmarks for top performance, and the gaps between the two.

Voicemails: Old School or Still Appropriate? Results May Vary.

Like it or not, times have changed and the usefulness of a voicemail is up for debate. With email, text messages and Caller ID, some people find it irritating to see that they have a blinking red light or a notification alerting them to check their voicemail. And as sales professionals, the last thing we’re trying to do is annoy a prospect or current client.

Survey says: The hardest sell is to your boss

Sandler Training spends more than 92,000 hours per year training companies and individuals how to strengthen sales, leadership and management skills.

But in addition to traditional selling, Sandler knows that selling is part of everyone’s everyday life – regardless of one’s profession. It’s true. Take a moment and think about the last 24 hours. Did you try to convince your child to eat his or her veggies?

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"I have been familiar with the President's Club Sales Training for the past twelve years. I spent 10 years making up excuses and telling Steve why it did not fit my type of sales. I have spent the last two years learning and regretting I didn't trust Steve and start the training sooner! My advice is start today and don't delay - you will not regret it."
- Mike Coleman, VP at Blast-It-Clean

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