On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler Training is open but operating remotely in accordance with recommendations by WHO and the UK government to do our part to help ‘flatten the curve’ for the NHS . We’re here for you and the community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Delivering or adding value is a common theme in the world of sales.

Unfortunately, salespeople can misunderstand the nature of value in their efforts to create and communicate it.

Who moved my cheese by Dr Spencer Johnson explores the human responses to change, and how we can adapt effectively to change scenarios in our own lives.
The tale explores the different experiences of the mice – “Sniff and Scurry” and the two little people “Hem and Haw” as they discover and subsequently lose an idyllic situation within “the maze”.

Pleasing and indeed delighting our customers can be a sure-fire way to business growth. However, in our rush to be seen as doing a "great job" we can provide services and levels of support that are unrealistic, unwarranted and unappreciated. 

Spending our organisations time and money on services the customer does not value can drain profitability and jeopardise growth.

Accurate sales funnel management offers huge benefits to a wide range of organisational functions. So why is this essential part of the reporting process frequently more like a work of fiction than of empirical fact? 

This post explores the key elements to creating accurate reports and managing them effectively with your sales teams.

Retaining just 3% more of your existing customers can increase profitability between 25 and 95%.

RECON is a tool to structure review meetings with existing customers to maximise your opportunities to not only retain them, but increase your footprint and associated revenues.

We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?