Management & Leadership

This week, tune in as Dr. Courtney McCashland delves into the intricacies of building the sales force of the future.

This article delves into the psychological patterns that often ensnare sales professionals within the Drama Triangle, influencing their interactions with prospects and superiors. It highlights how easy it is to view challenges as personal attacks, adopting roles of Persecutor, Victim, or seeking a Rescuer in professional settings. By shifting perspectives towards the Winner's Triangle—embodying Assertiveness, Caring, and Vulnerability—sales professionals can transform their approach from mere transactions to meaningful interactions and resilience. This transformation not only enhances sales success but fosters genuine connections and personal growth, encouraging a move from defensive stances to embracing challenges as opportunities for improvement and assertive communication.

Join Mike Montague and Dr. Eli Jones in highlighting how commonalities can lead to a more collaborative and engaged workforce on this How to Succeed episode.

Join Mike Montague, Mike Myers, and Colum Lundt as they delve into the intricacies of coaching strategies tailored for today's remote sales teams.

In early summer 2023, the Sandler Research Center fielded a survey to measure current responses to a number of questions of interest to sales leaders.

Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Dencer as she unveils the leadership and teamwork lessons drawn from this remarkable expedition.

Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Auctus IQ's contributions, bring data-driven insights into deal coaching.

In this episode, we will get into the art of effective leadership with Larry Van Sant, a seasoned Sandler trainer based in Frederick, Maryland.

Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training.

Sales and marketing alignment: leaders talk about it. They say it’s what they want. They notice when it’s not happening. But they don’t always offer a clear explanation of what sales and marketing alignment really is.