The Sandler Rules for Sales Leaders

The definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Here's a mystery. We have a common language and a common process for every single department in the organization ... except Sales. Everyone in Accounting talks the same language. In Marketing, there's a very analytical process by which team members agree to measure the results. In Operations, or Engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet Sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole ... and managers tend to let them! Why? THE SANDLER RULES FOR SALES LEADERS details a sales management process that works. It offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller THE SANDLER RULES, also authored by David Mattson.

• The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
• You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling
• Asking Questions The Sandler Way
• Sandler Success Principles : 11 Insights that will change the way you Think and Sell
• Prospect The Sandler Way
• Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
• Digital Prospecting: Finding Nurturing and Closing Sales with Social Technologies
• The Sales Coach's Playbook: Breaking the Performance Code
• Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
• Selling Professional Services the Sandler Way