Item: Sandler Training
Rating: 10
Author: Verified User

Overall Satisfaction with Sandler Training

Use Cases and Deployment Scope

Sandler Training has helped train sales reps and solutions consultants. We are trying to build a world class sales organization, and want to win sales cycles via providing the most value to our customers. Sandler Sales Training is used at every step of the sales cycle, up front contracts, value based/pain focused selling is very important.

Pros and Cons

Pros

Creating upfront contracts on sales calls, helps set clear expectations with prospective customers
Always focused on pain/value adding selling
Teaching reps how to prospect and cold call through various techniques

Cons

Sandler is very effective when there is in person training, aware this is difficult to do in a virtual world
Sandler could employ some additional prospecting techniques, like Costigan cold calling training
Sometimes the process is too rigid, and sales reps need to adjust style based on what the customer is specifically requesting (not 1 size fits all)

Most Important Features

value based, focused on pain, selling
Creating an organized sales process/methodology/framework for less experienced sales reps
3 principles, under promise/over deliver, never assume anything, pull don't push

Return on Investment

Sandler has had a positive impact helping reps qualify or disqualify quickly
Sander has had a positive impact improving our bottom line via helping win more competitive deals
Sandler has had a positive impact training reps and giving guidance helping the team throughout all of their cycles

Alternatives Considered

I stick by Sandler to this day, and would recommend all Sales Leaders adopt at least a little bit of Sandler training. Why? It has helped so much to win and close deals -for all reps, at any stage of their sales career. Costigan helps with cold calling, but Sandler assists with the ENTIRE deal cycle

Key Insights

Do you think Sandler Training delivers good value for the price?

Not sure

Are you happy with Sandler Training's feature set?

Yes

Did Sandler Training live up to sales and marketing promises?

Yes

Did implementation of Sandler Training go as expected?

Yes

Would you buy Sandler Training again?

Yes

Other Software Used

6sense, CaptivateIQ, Clari

Likelihood to Recommend

Sandler Training is very well suited for ALL discovery calls, and deal progression calls. We are always focusing on pain, and how we can help solve a customer's unique challenge/problem Sandler is sometimes less effective when it comes deep into negotiation, BUT the important thing is that Sandler skills at the beginning of a conversation will help negotiation points towards the end of a sales cycle (but sometimes Sandler is too rigid, at the end)

Comments

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Sandler Sales Training Review - Great Experience