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EAM Consulting Group | Troy, MI

Sales Process

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy.

We’re just not as comfortable in these remote-meeting settings as we are in person. And that means the revenue we generate in virtual meetings is not what it should be.

We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?

Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ledwein.

The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”

A famous selling rule set out half a century ago by David Sandler, the founder of our company, goes like this: Don’t spill your candy in the lobby.

Welcome to the world of social media mastery with Shaily Hakimian. Discover the secrets to success in the ever-evolving landscape of digital marketing and building genuine connections online.

In this episode hosted by Mike Montague, VP of Community Engagement at Sandler, discover the game-changing impact of Personality AI in sales. We dive deep into conversations with Amarpreet Kalkat, the CEO of Humantic AI, Sandler's AI partner.

Unintentionally, we have conditioned prospects to expect that they can simply request a proposal, and that we will provide all the information they need to solve their problems. Proposals are typically lengthy documents filled with features, benefits, rhetoric, justifications, marketing data, and, of course, your lowest price. In most cases, these documents contain enough information for the prospect to address their issues without your assistance. We refer to them as "unpaid consulting" because they don't result in compensation for your efforts.

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 34, “Work smart, not hard.” You’ve probably heard the phrase “hard work pays off,” but it’s often the case that people who have their hard work pay off are also working smart.