Top Reasons to Attend the Sandler Client Summit

February 19, 2014 Steve Howell Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, sandler summit, Technology, Training in Business

A few years ago Sandler Training made the decision to host an annual event that brings together trainers and clients from around the world for two days of intensive training. With high-energy keynote speakers, wisdom from Sandler leaders and the option to attend breakout sessions of your choice, the 2014 Sandler Client Summit is looking[…] Read More

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What’s the rush?

October 24, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Technology, Training in Business

Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations. The real purpose of presentations is[…] Read More

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Who is Wrecking Your Business Now?

October 22, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Prospecting, Routing & Switching, Technology, Training in Business

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off,[…] Read More

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Practice makes perfect…or, does it?

October 8, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Prospecting, Routing & Switching, Technology, Training in Business

Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more. Unfortunately, for some salespeople, the preparation becomes a roadblock to their success. How? The salesperson meets with the prospect and delivers his well-crafted well-rehearsed message. But, instead of paying[…] Read More

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