The success of our clients is what speaks volumes for us.
Director of Client Engagement, SignaturePRO Sports & Entertainment
Rob Vaka has been in the sales industry for 28 years, and he's seen a lot of training programs. He admits that he was "reluctant" at first, and thought his team would benefit most from Sandler. Watch as Rob reflects on the ways Sandler helped him reconnect with important sales principles, and how he and his team benefit from using the Sandler Process.
"I am now making so much money, that I am paying more money monthly in taxes than my salary was at my old job!"
Industry: Power Utilities
Nathan Bohannon, a sales representative for Jackson EMC, attended our 2-Day Workshop in January 2018. He talked to us about his background in marketing and advertising, and how he thought it would be helpful in his sales career. Nathan confided that the tools he gained at Sandler may be more beneficial than his degree, "...I studied advertising for 4 years, but during that time, I never did anything as useful as what we've learned here at Sandler. I've just really been impressed with everything we've learned... It's a proven process for success, and I think if you follow Sandler, you're going to be successful no matter what you do."
VP Sales and Marketing, Dornier MedTech
Industry: Medical Equipment Sales
Bob shares his company's experience since using Sandler Training. His company has much appreciation for Sandler's common language and its ability to simplify in-house conversations.
"I just look forward to really leveraging all I've been learning through Sandler to take KPC to those next steps so I can be a huge success."
For years, KPC provided training and development consultation to government organizations. When CEO Kizzy Parks-Dominguez decided to refocus on the commercial sector, she realized KPC needed a plan of action for selling and retaining corporate clients. Through Sandler Training, Kizzy and her employees have built the behaviors, attitudes, and techniques they need to break into and succeed in an entirely new market.
I am writing to thank you for the invaluable training you offered last year at your Sandler Institute. For the second year in a row, I was the top deal maker in our office. While do not function as a traditional salesman at Emory, I do negotiate licensing deals for patent rights, which may be considered a form of selling. I say that because Sandler not only works for traditional sales, but it is a beautiful system for learning how to negotiate.
I want to give you one anecdotal story that illustrates the brilliance of the Sandler method. In 2004, one of our faculty members developed a novel therapeutic for the treatment of a kidney disease. A major, global pharmaceutical company was interested in the technology, but would never make a decision to close the deal and execute an exclusive license agreement for the rights to the patent covering the technology. The company’s indecision forced Emory to accumulate well over 100,000 in patent expenses with nothing to show for it. Yes, this all started in 2004!
In 2010, I took over the case and by summer 2011. I closed a deal with this pharmaceutical company that could bring Emory over $200 million! How did I do it? I used two Sandler principles in particular. First, I employed the “give but get” strategy. For six years, my predecessors had been feeding the company information without getting anything in return. I made an effort to get two pieces of critical information for every piece of information I gave the company. In the end, I increased my bargaining leverage by obtaining enough information to move the deal forward. Second, I started asking questions. Again, instead of "spilling my candy in the lobby," I used questions to steer the company down the pain funnel. In the end, the company decided that it could not live without the technology and signed the deal. Did I mention that the deal is potentially worth $200 million?
Many, many thanks for your efforts!
Chris Paschall, Ph. D., CLP
Office of Technology Transfer, Emory University
Industry: Medical Equipment Sales
Kevin Peppers, National Account Representative at Dornier Medtech, was battling a long sales cycle with one of his military clients. Using what he learned at Sandler, Kevin expedited and closed the biggest deal of his career (so far) at $1.7 Million!
“I highly recommend Sandler Sales Training to anyone ready to take their business to another level. The content is rich in value, yet simple to understand. This course delivered the practical steps I needed to create my own sales system.”
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Vice President, Market Development for Cemex, U.S.
Industry: Manufacturing, Building Materials
Changing behaviors over time with ongoing reinforcement was important to Philipps. He says that, “Sandler was great about giving us ways to keep the training constantly in front of our sales team,” with everything from monthly webinars to the daily resources of Sandler Online. “All of a sudden, we started hearing words from our Sandler training used in our conversations such as ‘up-front contract,’ ‘pain’ and ‘bonding and rapport.’ That’s when we knew the training was becoming part of our company’s DNA.”
"Mark has done a great job in restructuring our sales process and focusing our sales team on the right goals and targets. He has been a pleasure to work with."
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
“Sandler training is working and I barely have a moment to spare. I can’t even begin to describe the difference in my sales life. I have control, I have confidence, and I have a measurable system. I’ve set more appointments with less calls than ever before. I’ve lost almost all my cold call anxiety. Being able to pick up the phone, dial a prospect, and not be afraid or feel like I have to ask permission to do my job - that alone is worth its weight in gold.
Sandler is the best buying decision I have ever made.”
Drillform Technical Services
Before hiring Sandler Training, Drillform Technical Services faced many of the obstacles common to enterprise sales: large multinational networks, challenging value propositions, and the complexity of interactions between buyer and seller teams. Through the Sandler Enterprise Selling program, VP of Business Development Tracie Reed was able to unify team communication and shift her company's sales approach. As a result, Tracie is projecting 146% growth in sales volume since starting with Sandler.
“Sandler Sales Training program is by far the best training on the market for understanding yourself, your business and how to best position yourself for success in client acquisition and transferring leads into sales. I highly recommend Sandler to anyone seeking to improve themselves, their business and the art of closing deals. Top notch!”
Health o meter
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
"Prior to my Sandler Training experience, I knew my downfall was sales related. What I didn't realize was the severity my lack of experience and expertise had on my business being consistently successful.”