Sandler Advisor - Vol 25. - Issue 1

IN THIS ISSUE:

Prospectophobia – Or, the Neglected Art of Choosing Your Pain 

By James Abraham

Prospectophobia is the intense, irrational fear of reaching out to potential buyers one doesn’t yet happen to know personally.

 

Beyond Technique: Four Ways to Elevate Sales Coaching to the Next Level 

By Deepak Bhootra

Sales coaching is not just about hitting targets or refining techniques. It is not about rectifying mistakes we, as leaders, think we have identified. Moreover, it is not something that happens in a group setting. Instead, it is about identifying and strengthening what drives each unique, individual salesperson – in private. Coaching is about empowering the salesperson to take control of his or her life and career.

 

The Word to Remember When It Comes to Team Selling: Simplify

By David Mattson

Team selling is the integration of multiple individuals into the sales process. It goes beyond the salesperson to include business development representatives (BDRs), account executives (AEs), sales engineers, customer success managers, and even leadership. These roles might not always be present simultaneously, but they can work together in harmony to deliver a seamless, targeted buying experience.

 

Today’s Five AI Best Practices… and Two Prompt Frameworks That Will Help You Sell Smarter

By Jordan Ledwein

Five Best Practices for Getting the Most Out of ChatGPT and Other Large Language Models (LLMs)

 

The AI-Empowered Enterprise Selling Revolution 

By Lisa Ellis

In this article, I’ll share why the updated SES program is a game-changer for sales leaders and their teams, delving into the key features that we believe make it an essential tool in the arsenal of any truly effective enterprise selling team. With AI-powered capabilities woven into our proven frameworks, SES and its suite of powerful selling tools is not just a training program—it’s a comprehensive framework for creating viable solutions to the daunting challenges of today’s enterprise selling landscape.

 

How Construction Companies Can Thrive in Today’s Economy 

By Matthew Neuberger

To gain a deeper understanding of the challenges and opportunities in business development for the construction industry, we conducted a comprehensive study involving 350 respondents from 300 different companies across the Mid-Atlantic region. The respondents included general contractors, subcontractors, suppliers, architects, engineers, and design consulting professionals. These participants held various roles within their organizations, such as owners, executives, preconstruction teams, project teams, acquisitions, and purchasing teams.

 

2025: Year of the Great Leap Forward for Sales Leaders

By Michael Norton

The sales industry has long been dominated by seasoned veterans, those who rose to the top through the power of relationships, experience, and a well-honed “good-old-boy” network. But today, the table is being set for a new sales superstar: the younger, tech-savvy, data-driven seller.

FREE DOWNLOAD

Fill out the form to download a full copy of the report