Podcasts about sandler enterprise selling

This episode features: Brian Sullivan, VP Sandler Enterprise Selling, and Chris Bugg, who owns the Sandler Training business in Virginia Beach, VA. Chris spent his professional career prior to Sandler in the aerospace and defense sector in business development, sales, and strategy roles. Chris retired as a pilot with decorations from the US Navy. Brian and Chris provide insight into Selling to the Government Defense Sector where, in 2019 in the United States alone, there was a 700 billion dollar spend.

In this episode: Why this sales research is different than other sales research The journey begins with the first sale It’s no longer just about the product or service, it’s about the entire experience Identifying Critical Moments Good customer service is no longer enough The importance of regular feedback from your clients Clients remember their last interaction with you A.B.C. Always Be Closing Caring Look after your employees and they will look after your clients What is Sustaining Symbiotic Value, and how do you do it? What’s coming in the next survey and how you can participate in it Brian Sullivan is VP of Sandler Enterprise Selling. Jonathan Farrington is the Director of Research for the Sandler Research Center.

Brian Sullivan, VP of Sandler Enterprise Selling, and Jonathon Farrington, Director of the Sandler Research Center, discuss "The Client Experience" - the second survey from the Sandler Research Center. Take the survey at www.sandler.com/survey In this episode: What the Sandler Research Center does The essential components for overachieving sales performance Over 60% of sales people are not hitting their numbers 37% of sales people are not following the company’s process Survey II: The Client Experience Identifying Critical Moments Benchmarking for Client Satisfaction The importance of engaging the team Symbiotic Value Closing comments and how to get the results

Brian Sullivan, VP of Sandler Enterprise Selling,  and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors. In this episode: DISC basics and why it matters Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts How emotion gets in the way for the buying AND selling teams Danger of assuming someone’s behavioral profile based on the function of their job How to use the profiles of your team to position them for success How understanding motivators and demotivators can help us What actions you should take and avoid taking with certain profiles The importance of preparation Summary of how DISC can help you with communication, your team, and your selling The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Brian Sullivan, VP of Sandler Enterprise Selling and Jonathan Farrington, Director of Research for the Sandler Research Center share highlights of the Center’s inaugural survey: “The Essential Components for Sustaining Overachieving Sales Performance.” Included in the discussion are findings on the five critical elements that drive success within a typical sales environment: Strengths of Sales Leadership Current Levels of Sales Achievement Successful Utilization of Sales Technology Commitment to Client Retention Effective Collaboration of Sales and Marketing Functions To download an Abbreviated Sandler Research Center Report, visit www.sandler.com/research The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Brian and Steve explore the scope of consulting initiatives and how to assess the value that different solutions can provide. Steve provides real-world examples of challenges and solutions he has implemented and how they champion the client’s needs and desires in order to become successful. Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Jonathan Farrington, Director of Research of the Sandler Research Center and CEO of JF Initiatives, about the Sandler Research Center and the first survey titled "Sales Performance, the Search for Sustainable Sales Overachievement".

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North Hampshire’s business operations in the U.K. Paul’s career includes successful sales and sales management positions at SAP, Success Factors, Concur Technologies, Open Text and Basware. Together, they discuss winning and growing business with public sector accounts.  

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell In this podcast, Brian Sullivan. VP of Sandler Enterprise Selling speaks with Dan Zamudio, founder and CEO of PlayBoox to talk about Sales Automation the key to driving organization wide sales effectiveness. Dan Zamudio is a thought leader on the convergence of process and technology to drive sales productivity and effectiveness, and has consulted for global enterprises and fast-growth startups in the areas of sales leadership, sales process, sales messaging, and sales enablement.

Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise Selling (#SES) at #Sandler. We discuss a number of simple, practical tools that Brian has designed to help enterprise, transactional and channel salespeople: Sell more Sell more often To more buyers For more money And get out of deals they can't win, fast I'm a huge fan of these tools because unlike the tools I was given earlier in my career these take a fraction of the time to complete. They have been designed by salespeople for salespeople to help us do our job instead of being designed by audit for audit purposes. No 3-day off site meetings to complete blue sheets, green sheets or pink sheets that gather dust in the boot of your car. We explore the hidden cost of sales in enterprise selling and why it's imperative to know what's real and what isn't quickly, to prioritise your scarce and expensive resources on deals you should, can and will win and get out of the others as quickly as possible. Enterprise selling is 90% project management and 10% selling. The best enterprise salespeople are like generals, making sure the right people on your team are having the right conversations with the right people on the buying side at the right time in the right way. They make it all about the customer. Brian is a master at making you feel like nothing and no one else matters because he delivers his full attention to you when you're in the conversation. His system and tools liberate you to focus on being fully present, to put the customer at the heart of everything you do. And the results speak for themselves. My clients, applying SES tools and principles have been able to identify growth potential of between 80-450% just within their existing accounts. They routinely uncover opportunities to win new logos by understanding their marketplace, their competitive landscape and the specific competition they face in any one pursuit. I have a client who was tracking at 25% of target by the end of Q1. By the end of Q4 he was tracking at 500% of target using these tools in conjunction with the #SandlerSellingSystem. He had to give away 34 of his 42 accounts by the end of the year because he needed to focus on his top 8 and no longer had the bandwidth to cover all 42. I have hundreds of cases studies like this thanks to Sandler and Sandler Enterprise Selling. Could you be my next client? I'm picky but let's begin with you crashing a Sandler Masterclass on sales or sales management to see what's involved and what's in it for you. Email me on mcauchi@sandler.com with "SESP/Crash a Class" in the subject line. Join the Sandler Enterprise Selling LinkedIn Group here for insights, discussion and your questions on #EnterpriseSelling answered. Our book, #MakingChannelSalesWork (#MarcusCauchi & #DavidDavies) integrates 10 of these tools and our programme #TheRoadtoChannelExcellence integrates all 19 of the current tools along with. We are running a 3-day Vendor & Partner Bootcamp on 8-10 May in Reading, UK. It's for you if you are a #CEO, #owner, #ChannelChief, run an #MSP, #ITServiceProvider, #VAR in #Technology #Tech #ICT.  Connect with Brian on LinkedIn. Meet him at the #SandlerClientSummit 2019 in Orlando  

Brian Sullivan, VP of Sandler Enterprise Selling and author, interviews guest, Emma Barrett-Hoey about how to succeed at enterprise-level selling. Brian is a co-author of the new Sandler book, Sandler Enterprise Selling: Winning, Growing and Retaining Major Accounts. You will learn how to get to the top and stay there as we explore:  Why Attitude is important to long-term success How Behavior affects your chances of success How to improve your Technique for greater success The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Learn more about Sandler Training at www.sandler.com/sell. Get Brian Sullivan's book: Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Brian Sullivan, VP of Sandler Enterprise Selling and author, interviews guest, Emma Barrett-Hoey about how to succeed at enterprise-level selling. Brian is a co-author of the new Sandler book, Sandler Enterprise Selling: Winning, Growing and Retaining Major Accounts. You will learn how to get to the top and stay there as we explore:  Why Attitude is important to long-term success How Behavior affects your chances of success How to improve your Technique for greater success The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Learn more about Sandler Training at www.sandler.com/sell. Get Brian Sullivan's book: Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Brian Sullivan, VP of Sandler Enterprise Selling and author, interviews guest, Emma Barrett-Hoey about how to succeed at enterprise-level selling. Brian is a co-author of the new Sandler book, Sandler Enterprise Selling: Winning, Growing and Retaining Major Accounts. You will learn how to get to the top and stay there as we explore:  Why Attitude is important to long-term success How Behavior affects your chances of success How to improve your Technique for greater success The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Learn more about Sandler Training at www.sandler.com/sell. Get Brian Sullivan's book: Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Dave Mattson and Brian Sullivan Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/sandler-enterprise-selling-dave-mattson

Marian Saunders White dynamic Business and Technology professional and owner of The Refinery, a Management Consulting firm that services the operational needs of small business owners. Marian is a skilled facilitator and trainer, with over 25 years' of corporate and entrepreneurial experience in leadership development, program and project management, business operations, small business financing, contract management, and human resources Brian W. Sullivan co-author, with David H. Mattson, of SANDLER ENTERPRISE SELLING:  Winning, Growing, And Retaining Major Accounts. Sullivan is Vice President of Sandler Enterprise Selling at Sandler Training Bryan Miller has spent the majority of his life working in and around the nationally recognized, multi-billion dollar family corporation the Larry H. Miller Group of Companies. He created Miller Inspiration to help promote company culture as well as provide professional training and personal development using the lives, lessons and principles of Larry H. and Gail Miller and the company they founded. Bryan served on the board of Larry H. Miller Charities and currently serves on the board of directors for the Larry H. Miller Group of Companies For more information go to MoneyForLunch.com. Connect with Bert Martinez on Facebook. Connect with Bert Martinez on Twitter. Need help with your business? Contact Bert Martinez. Have Bert Martinez speak at your event!  

Cincinnati Business Talk highlights the positive side of Cincinnati area businesses. We will be talking to CEOs, Company Owners and Presidents who have won awards, innovated with new products and services. Today's guest is Brian Sullivan, Vice-President of Sandler Enterprise Selling.  Brian will shared his perspectives and insights on current HOT business issues in the area of Enterpise Selling and Consultative Selling. The show streamed live on Friday May 29th at 4 PM. Listen to this link: http://tobtr.com/7642677 You can listen to the show on Apple iTunes as a Podcast. You can add the podcast at:   http://www.blogtalkradio.com/Cincy-Business-talk.rss You can add Cincy-Business-Talk as an RSS feed to your Outlook email program. The exact feed http://www.blogtalkradio.com/Cincy-Business-talk.rss