{"id":16670,"date":"2023-05-11T13:44:31","date_gmt":"2023-05-11T13:44:31","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16670"},"modified":"2023-12-22T01:21:43","modified_gmt":"2023-12-22T01:21:43","slug":"what-is-your-unique-sales-experience","status":"publish","type":"post","link":"https:\/\/sandler.com\/advisor\/what-is-your-unique-sales-experience\/","title":{"rendered":"What Is Your Unique Sales Experience?"},"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\/what-is-your-unique-sales-experience\/#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\/what-is-your-unique-sales-experience\/#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\/what-is-your-unique-sales-experience\/#The_Five_Keys_to_Successful_Virtual_Selling\" >The Five Keys to Successful Virtual Selling<\/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\/what-is-your-unique-sales-experience\/#Why_Your_Onboarding_is_Probably_Costing_You_Sales_Talent\" >Why Your Onboarding is Probably Costing You Sales Talent<\/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\/what-is-your-unique-sales-experience\/#Pre-Call_Planning_The_Ultimate_Virtual_Selling_Weapon\" >Pre-Call Planning: The Ultimate Virtual Selling Weapon<\/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\/what-is-your-unique-sales-experience\/#Three_Powerful_Strategies_for_Selling_Value_in_a_Down_Market\" >Three Powerful Strategies for Selling Value in a Down Market<\/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\/what-is-your-unique-sales-experience\/#Navigating_to_Decision_Makers_in_the_Enterprise_Sale_The_Twelve_Critical_Sandler_Best_Practices\" >Navigating to Decision Makers in the Enterprise Sale: The Twelve Critical Sandler Best Practices<\/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\/what-is-your-unique-sales-experience\/#Hiring_Onboarding_and_Retaining_Sales_Talent_in_a_Hybrid_Workplace\" >Hiring, Onboarding, and Retaining Sales Talent in a Hybrid Workplace<\/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\/what-is-your-unique-sales-experience\/#Transformative_Video_from_the_Sandler_Summit_What_Is_Your_USX_%E2%80%93_Your_Unique_Sales_Experience\" >Transformative Video from the Sandler Summit: What Is Your USX &#8211; Your Unique Sales Experience?<\/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\/what-is-your-unique-sales-experience\/#The_Five_Best_Practices_of_Effective_Sales_Leaders\" >The Five Best Practices of Effective Sales Leaders<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/sandler.com\/advisor\/what-is-your-unique-sales-experience\/#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_Five_Keys_to_Successful_Virtual_Selling\"><\/span>The Five Keys to Successful Virtual Selling<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Michael Norton<\/p>\n<p>Today, the tactics and strategies of &#8220;virtual selling&#8221; are, for most of us, deeply embedded within the profession of selling itself. Salespeople are expected to execute some variation on an &#8220;omnichannel&#8221; sales process. But what, exactly, is the best way to do that?<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Why_Your_Onboarding_is_Probably_Costing_You_Sales_Talent\"><\/span>Why Your Onboarding is Probably Costing You Sales Talent<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Karl Graf<\/p>\n<p>It&#8217;s estimated that the cost of recruiting, interviewing, hiring and onboarding a new salesperson costs a company between $75,000 and $300,000 per rep. Unfortunately for most companies, their onboarding program contributes directly to those new reps leaving.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Pre-Call_Planning_The_Ultimate_Virtual_Selling_Weapon\"><\/span>Pre-Call Planning: The Ultimate Virtual Selling Weapon<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Patrick McManamon<\/p>\n<p>We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling. Yet for some reason, salespeople often fail to prepare effectively for remote sales discussions.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Three_Powerful_Strategies_for_Selling_Value_in_a_Down_Market\"><\/span>Three Powerful Strategies for Selling Value in a Down Market<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Stephanie van Dam<\/p>\n<p>These three powerful best practices will make it easier for you to connect with, and sell to, the right prospects, even in a down market.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Navigating_to_Decision_Makers_in_the_Enterprise_Sale_The_Twelve_Critical_Sandler_Best_Practices\"><\/span>Navigating to Decision Makers in the Enterprise Sale: The Twelve Critical Sandler Best Practices<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Mark McGraw<\/p>\n<p>How do we expand our relationships within our prospective accounts and our existing accounts? Over nearly a decade, with the help of my clients and the good folks at Sandler, I&#8217;ve formalized a list of twelve critical Sandler best practices for navigating to decision makers in the enterprise sale.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Hiring_Onboarding_and_Retaining_Sales_Talent_in_a_Hybrid_Workplace\"><\/span>Hiring, Onboarding, and Retaining Sales Talent in a Hybrid Workplace<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Suzette Patterson<\/p>\n<p>Let&#8217;s address a question that leaders too often skip over: Why do good salespeople leave a company? It&#8217;s not always about the salary; many other factors can cause key employees to start searching for another job.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Transformative_Video_from_the_Sandler_Summit_What_Is_Your_USX_%E2%80%93_Your_Unique_Sales_Experience\"><\/span>Transformative Video from the Sandler Summit: What Is Your USX &#8211; Your Unique Sales Experience?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By Sandler<\/p>\n<p>As technology improves it&#8217;s becoming easier and easier for buyers to not engage with the sales rep. And those buyers are voting with their purchase decisions. So, the question becomes: How has the successful salesperson&#8217;s value proposition to even engage in the sales process changed?<\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Five_Best_Practices_of_Effective_Sales_Leaders\"><\/span>The Five Best Practices of Effective Sales Leaders<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By David Mattson, President and CEO, Sandler<\/p>\n<p>These are practical leadership skills that we can internalize through action, day after day, until they become consistent, predictable behaviors.<\/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: \"69c1086b-e9cd-4643-b371-e0d5daa2e83e\"\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 Five Keys to Successful Virtual Selling By Michael Norton Today,&#8230;<\/p>\n","protected":false},"author":15,"featured_media":16672,"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":[1334,1459,1341,1377,1225,1268,1200,1303,1431],"class_list":["post-16670","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisor","tag-decision-making","tag-hybrid-work","tag-prospecting-plan","tag-sales-leaders","tag-sales-process-development","tag-selling-in-an-economic-downturn","tag-selling-strategies","tag-training-and-onboarding","tag-virtual-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>What Is Your Unique Sales Experience? - Sandler<\/title>\n<meta name=\"description\" content=\"Learn how to set up your team for a great year in this Sandler Advisor issue. 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