{"id":16493,"date":"2023-02-28T20:34:51","date_gmt":"2023-02-28T20:34:51","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16493"},"modified":"2023-12-22T01:23:08","modified_gmt":"2023-12-22T01:23:08","slug":"how-set-team-great-year-understand-buyer-journey","status":"publish","type":"post","link":"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/","title":{"rendered":"How to Set Your Team Up for a Great Year: Understand the Buyer Journey"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#Sandler_Advisor\" >Sandler Advisor<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#IN_THIS_ISSUE\" >IN THIS ISSUE:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#The_Sandler_Perspective\" >The Sandler Perspective<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#The_Eight_Habits_of_Salespeople_Who_Thrive_During_Times_of_Economic_Uncertainty\" >The Eight Habits of Salespeople Who Thrive During Times of Economic Uncertainty<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#Thank_You_Prospects\" >Thank You, Prospects<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#5_Critical_Sandler_Commitments_for_Sales_Leaders_in_2023\" >5 Critical Sandler Commitments for Sales Leaders in 2023<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#How_to_Set_Your_Team_Up_for_a_Great_Year\" >How to Set Your Team Up for a Great Year<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#3_Tips_for_Leading_the_Buyer-Focused_Conversation\" >3 Tips for Leading the Buyer-Focused Conversation<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#Sales_Leaders_Seven_Reasons_You_Are_the_Organizations_Air_Traffic_Controller\" >Sales Leaders: Seven Reasons You Are the Organization&#8217;s Air Traffic Controller<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/sandler.com\/advisor\/how-set-team-great-year-understand-buyer-journey\/#DOWNLOAD_THIS_ISSUE\" >DOWNLOAD THIS ISSUE<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Advisor\"><\/span><strong>Sandler Advisor<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"IN_THIS_ISSUE\"><\/span>IN THIS ISSUE:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h2><span class=\"ez-toc-section\" id=\"The_Sandler_Perspective\"><\/span>The Sandler Perspective<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Mattson, President and CEO, Sandler<\/p>\n<p>Many senior leaders are primarily looking to cut costs&#8230; and at the same time looking for ways to drive more revenue. We need to ask: Is what we&#8217;re doing in an effort to attain those objectives really serving us?<\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Eight_Habits_of_Salespeople_Who_Thrive_During_Times_of_Economic_Uncertainty\"><\/span>The Eight Habits of Salespeople Who Thrive During Times of Economic Uncertainty<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Emily Yepes, Sandler Trainer<\/p>\n<p>During a downturn, many of your competitors will be sitting on the sidelines, hoping not to have to move beyond their comfort zone. That means it&#8217;s your time to shine&#8230; by practicing these eight personal habits.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Thank_You_Prospects\"><\/span>Thank You, Prospects<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Sandler, Founder, Sandler<\/p>\n<p>Thank you, prospects, for every obstacle you threw my way. You made me a better salesperson by forcing me to use my creativity to find appropriate, professional responses.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"5_Critical_Sandler_Commitments_for_Sales_Leaders_in_2023\"><\/span>5 Critical Sandler Commitments for Sales Leaders in 2023<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Bill Bartlett, Executive Vice President of Franchise, Sandler<\/p>\n<p>Want to exceed team performance goals and create a working culture based on mutual understanding and respect in 2023? Here are 5 personal commitments that will help.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"How_to_Set_Your_Team_Up_for_a_Great_Year\"><\/span>How to Set Your Team Up for a Great Year<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Mattson, President and CEO, Sandler<\/p>\n<p>If I could wave a magic wand that would get sales leaders to ask themselves one question that would help them set their teams up for a great 2023, it would be this one: &#8220;What process do your buyers follow?&#8221;<\/p>\n<h2><span class=\"ez-toc-section\" id=\"3_Tips_for_Leading_the_Buyer-Focused_Conversation\"><\/span>3 Tips for Leading the Buyer-Focused Conversation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Mike Montague, Director of Community Engagement<\/p>\n<p>Remember, your job is not to convince the buyer to sign the deal today, but rather to start an interesting, useful conversation and put yourself on the buyer&#8217;s radar screen.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Sales_Leaders_Seven_Reasons_You_Are_the_Organizations_Air_Traffic_Controller\"><\/span>Sales Leaders: Seven Reasons You Are the Organization&#8217;s Air Traffic Controller<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Mattson, President and CEO, Sandler<\/p>\n<p>If you&#8217;re a sales leader, and your team is producing, that&#8217;s because of your ability to do what an air traffic controller does.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"DOWNLOAD_THIS_ISSUE\"><\/span>DOWNLOAD THIS ISSUE<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script><br \/>\n<script>\n  hbspt.forms.create({\n    region: \"na1\",\n    portalId: \"21604003\",\n    formId: \"860f60af-389f-4ebe-b543-e13d0b94f346\"\n  });\n<\/script><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sandler Advisor The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all. IN THIS ISSUE: The Sandler Perspective By David Mattson, President and CEO, Sandler Many&#8230;<\/p>\n","protected":false},"author":15,"featured_media":16494,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1492],"tags":[1316,1189,1242,1410,1133,1033,1026,1518,1377],"class_list":["post-16493","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisor","tag-buyer-emotion","tag-competition","tag-conversational-selling","tag-customer-journey","tag-goal-setting","tag-leadership","tag-prospecting","tag-recession","tag-sales-leaders"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Set Your Team Up for a Great Year : Understand Buyer<\/title>\n<meta name=\"description\" content=\"In this issue of 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