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Quote The Microsoft Sales Academy changed my entire outlook on selling. Since attending Iain's class I'm selling more effectively and generating great new business. The approach requires constant reinforcement and Iain is always extremely helpful in offering guidance and ensures we understand the material. Iain is a fantastic trainer and I would not hesitate to recommend him Quote

Craig Taylor - Business Development Executive, Charteris PLC

Sandler Sales Tips & Tactics from the field.


    There is Always a Price to Pay - Read more...
Show me an achievement, and I’ll show you a price! The price we choose to pay is directly related to our priorities. There are no exceptions.

The Buyer – Seller Dance - Read more...
Over the years, you and your salespeople might have noticed that your prospect has a system, which he is adept at using, to keep you “subservient” and under his control.

Sprint a Straight Course - Read more...
We all know the basic fact that the shortest distance between two points is a straight line.

Self-Discipline = Motivation = Success - Read more...
Self-discipline is simply self-direction toward a particular goal.

Sandler Strategic Management Workshops - Read more...
Let’s look at how you run your company; how it’s being managed.

Salesperson Wimp-Out: I Need Help - Read more...
“Boss, if you come with me, I think we can close this one.” How many times do your salespeople run to you with that one?

Salesperson Wimp-Out: Cutting the Price - Read more...
“Boss, if we could just cut our price 15%, we have a chance at the business.” Tired of hearing your salespeople say that?

Salesperson Excuse: It’s in the Bag - Read more...
“Boss, this one’s in the bag.” How many times do your salespeople say that to you?

Salesperson Excuse: I Need a Few More Leads - Read more...
“Boss, my pipeline is light right now. May I have a few more leads?”

Sales Training Doesn’t Work! - Read more...
Sales training doesn’t work! That’s right, it doesn’t work.

Sales Manager Excuse: They’re Not Selling What I Want Them To - Read more...
“My people won’t sell what I want them to sell.”

Sales Manager Excuse: No Time to Manage - Read more...
“I just don’t have enough time to manage my salespeople.”

Sales Manager Excuse: No Buy-In - Read more...
“I don’t have buy-in from some of my salespeople to achieving the quota assigned to them.”

Sales Manager Excuse: Rushed Recruitment - Read more...
“I’m forced to fill a vacant territory too quickly.”

Sales Manager Excuse: Hitting a Comfort Zone - Read more...
“Some of my salespeople have hit a comfort zone; they cherry-pick existing customers and won’t open up new business.”

Sales Manager Excuse: Dreading a Sales Meeting - Read more...
“I get the sense my salespeople dread coming to my weekly sales meeting.”

Profit From Other People’s Experience - Read more...
Other people’s experience can be enormously helpful.

Overcome Fear of Rejection - Read more...
The fear of rejection and the need for total, unequivocal success comes from personal insecurity and low self-esteem.

Only Decision Makers Can Get Other People to Make Decisions - Read more...
Owners and managers who hire salespeople often make hiring decisions based on their “gut” feelings.

No Mutual Mystification: In Selling - Read more...
How many times have you left a sales call thinking one thing was going to happen only to find your prospect pulled a vanishing act on you?

No Mutual Mystification: In Managing - Read more...
How many times have you had a conversation with an employee thinking one thing was going to happen only to find your expectation not met?

Money is “Conceptual,” not “Technical” - Read more...
Money is a conceptual thing. You (and your people) are earning – right now – exactly what you think you’re worth (and, what they think they’re worth), and not a penny more or less.

Manage Salespeople One at a Time - Read more...
Salespeople are a funny breed because selling is a crazy business.

I Dare You - Read more...
I never have been able to understand why people can only see as far as the need of the day in which they are operating.

Handling Irate Customers: Allow Them to “Vent” - Read more...
Understand that customers are irate because what they thought was going to happen didn’t: they’re “hurt.”

Go Three More Feet - Read more...
In Napoleon Hill’s book Think and Grow Rich, R. U. Darby learned the secret of success.

Firing Salespeople: Plan for “Organized Turnover” - Read more...
Most sales managers fail to pull the trigger soon enough when it comes time to terminate.

Don’t Think Too “Small” - Read more...
Simple as it may sound, many small companies stay small because their owners never dare to think big.

Don’t Blue-Sky the Job - Read more...
For years you’ve boasted, telling your company story to countless job-seekers, hoping to attract the best.

Did You Get Any Referrals Today? - Read more...
Do you ask this question a hundred times a week? Should you?

Delegate Responsibilty - Read more...
An enterprise of any consequence is almost always markedly limited if there is unwillingness on the part of managers to delegate.

Coach, Don’t Tell - Read more...
The best managers are the ones who help others discover the lessons for themselves.

Be A Self Starter - Read more...
A race car has a tremendous amount of potential energy but cannot start until someone waves the green flag.

Be Patient - Read more...
Amazingly few people are willing to be patient.

A Puzzle is Worth a Million Bucks - Read more...
Attention owners and managers who run companies: Today’s Sales Meeting Minute is for you.

A Case for Debriefing - Read more...
How often do you debrief each of your salesperson’s calls together?