This week I had a retrospective with a Lead Qualification Specialist that I am working with at one of our expansion stage portfolio companies, and I was very happy to hear that this recent hire is taking it upon himself to become educated in the Sandler’s Selling System, as he is hoping to be promoted to a sales rep eventually. Not only did he buy the book, but he also bought Sandler’s 7-disc audio program. The Sandler approach is one that OpenView Labs definitely recommends to the sales management teams at the companies in which we invest growth capital.
If you are interested in reading up on Sandler’s selling techniques, here is a link to the “Sandler Store” where you can purchase his books, games, etc. Also, you could reach out to OpenView’s Sales Principal, Brian Zimmerman. Brian will be able to give you advice as he has studied Sandler, and/or he could point you in the direction of additional resources.