{"id":16285,"date":"2022-09-26T14:44:59","date_gmt":"2022-09-26T14:44:59","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16285"},"modified":"2025-07-31T18:50:09","modified_gmt":"2025-07-31T18:50:09","slug":"how-sell-modern-buyer","status":"publish","type":"post","link":"https:\/\/sandler.com\/podcasts\/how-sell-modern-buyer\/","title":{"rendered":"How To Sell To The Modern Buyer: Essential Podcast for Sales Pros"},"content":{"rendered":"<p>Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world.<\/p>\n<p><strong>Get the Sandler book,\u00a0<a title=\"How to Sell to the Modern Buyer\" href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\" rel=\"noopener\">How to Sell to the Modern Buyer<\/a>, in the\u00a0<a href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\" rel=\"noopener\">Sandler Shop<\/a>,\u00a0<a title=\"How To Sell to the Modern Buyer\" href=\"https:\/\/www.amazon.com\/dp\/1737010224\" target=\"_blank\" rel=\"noopener\">Amazon<\/a>, or\u00a0<a title=\"How to Sell to the Modern Buyer\" href=\"https:\/\/www.amazon.com\/dp\/B0BN293VWT\" target=\"_blank\" rel=\"noopener\">Kindle<\/a>.<\/strong><\/p>\n<ul>\n<li>\n<div>The best <a href=\"\/blog\/how-to-help-your-sales-team-rid-themselves-of-excuses\/\">attitude<\/a>, <a href=\"\/blog\/five-necessary-behaviors-effective-prospecting\/\">behavior<\/a>, and <a href=\"\/blog\/navigating-sales-landscape-age-of-ai\/\">technique<\/a> on how to sell to the modern buyer<\/div>\n<\/li>\n<li>\n<div>The new book has 52 rules to help you sell to the modern buyer<\/div>\n<\/li>\n<li>\n<div>Be helpful, not subservient<\/div>\n<\/li>\n<li>\n<div>It\u2019s ok to disqualify people for some things while qualifying them for others<\/div>\n<\/li>\n<li>\n<div>Sometimes you need to clean out your funnel<\/div>\n<\/li>\n<li>\n<div>Engage, don\u2019t hide<\/div>\n<\/li>\n<li>\n<div>You have the power, not the technology<\/div>\n<\/li>\n<li>\n<div>52 rules &#8211; one to focus on each week<\/div>\n<\/li>\n<li>\n<div>When what you\u2019re doing is successful, don\u2019t stop doing it<\/div>\n<\/li>\n<\/ul>\n<div>\n<p data-pm-slice=\"1 1 []\" data-en-clipboard=\"true\">The How to Succeed Podcast is a public and free podcast from Sandler.<\/p>\n<p><strong>SUBSCRIBE<\/strong>:\u00a0<a href=\"https:\/\/podfollow.com\/howtosucceed\" rev=\"en_rl_none\">https:\/\/podfollow.com\/howtosucceed<\/a><\/p>\n<div><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world. Get the Sandler book,\u00a0How to Sell to the Modern Buyer, in the\u00a0Sandler&#8230;<\/p>\n","protected":false},"author":167,"featured_media":16290,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1204],"tags":[1316,1337,1450,1484,1340,1199],"class_list":["post-16285","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts","tag-buyer-emotion","tag-how-to-succeed","tag-hybrid-selling","tag-podcasts","tag-prospect-behavior","tag-psychology-of-selling"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How To Sell To The Modern Buyer: Essential Podcast for Sales Pros<\/title>\n<meta name=\"description\" content=\"Mike Montague interviews David Mattson, President and CEO of Sandler and author of 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