{"id":9821,"date":"2019-06-11T17:05:57","date_gmt":"2019-06-11T17:05:57","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/td-industries\/"},"modified":"2023-05-15T19:46:59","modified_gmt":"2023-05-15T19:46:59","slug":"td-industries","status":"publish","type":"post","link":"https:\/\/sandler.com\/case-study\/td-industries\/","title":{"rendered":"TD Industries"},"content":{"rendered":"\r\n<p>One of America\u2019s largest and most respected mechanical construction and facility services companies.<\/p>\r\n<p><a href=\"https:\/\/www.tdindustries.com\/\" target=\"_blank\" rel=\"noopener noreferrer\"><strong>www.tdindustries.com<\/strong><\/a><\/p>\r\n<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\/case-study\/td-industries\/#Challenge\" >Challenge<\/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\/case-study\/td-industries\/#Solution\" >Solution<\/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\/case-study\/td-industries\/#Results\" >Results<\/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\/case-study\/td-industries\/#Share_Your_Story\" >Share Your Story<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Challenge\"><\/span><strong>Challenge<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>When we first met TDIndustries in 2011, it was a 65-year-old company with an ambitious 10-year growth plan. Trouble was, meeting the plan was going to be next to impossible without a drastic adjustment to its sales model. TD\u2019s sales force was taking a reactive approach rather than a proactive one, focusing on managing and selling to existing customers rather than aggressively seeking new ones. In order to meet its growth plan, the construction side of TD\u2019s business needed to double over 10 years; its service side needed to triple. TD didn\u2019t have a process or a program in place to make that happen.<\/p>\r\n<h4>Sandler helped us move from being a team of \u2018farmers\u2019 to a team of \u2018hunters\u2019 when it comes to developing new business. In Sandler, we found our world-class sales training organization.<br \/><br \/><\/h4>\r\n<h2><span class=\"ez-toc-section\" id=\"Solution\"><\/span><strong>Solution<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>We started off by doing a lot of listening. We heard about TD\u2019s pain, talked about its struggles, asked a lot of questions and then got to work creating a customized plan for its sales team.<\/p>\r\n<p><strong>The plan needed to take into account that each customer is different, requiring a multi-focused approach&#8230;<\/strong><\/p>\r\n<ul>\r\n<li>\r\n<p><strong>Boot camps<\/strong> for both its sales force and its sales leadership designed to help them understand the Sandler selling system, why it works and how it works.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Monthly webinars<\/strong> covering specific sales topics.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Quarterly reinforcement training<\/strong> that allowed Sandler principles to become second nature to TD\u2019s sales force.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Digital library<\/strong> of sales training materials that TD\u2019s team members can access whenever, wherever they want.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Accountability benchmarks<\/strong> identified by TD sales leaders with guidance from Sandler trainers.<\/p>\r\n<\/li>\r\n<li>\r\n<p><strong>Sales certification program<\/strong> to keep TD\u2019s sales team working toward it\u2019s goals.<\/p>\r\n<\/li>\r\n<\/ul>\r\n<h2><span class=\"ez-toc-section\" id=\"Results\"><\/span><strong>Results<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>We gave TD\u2019s sales professionals a scientific, methodical approach to selling. We combined it with tools to guide them step-by-step through every new business opportunity. The business units that embraced the Sandler system had absolutely no issues hitting their sales goals \u2013 and, indeed, hit them for the very first time.<\/p>\r\n<p>In less than three years, the company\u2019s sales conversion rates went from five percent to 50 percent.<\/p>\r\n<h4>We changed the game. Now we don\u2019t waste time on bad deals or chase RFPs like our competitors do. We create opportunities and Sandler made all the difference in helping us do that.<\/h4>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Share_Your_Story\"><\/span><a title=\"Share your Story\" href=\"\/connect-with-us\/\" target=\"_blank\" rel=\"noopener noreferrer\">Share Your Story <\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Let us know how we have helped you on your journey to success.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>One of America\u2019s largest and most respected mechanical construction and facility services companies.<\/p>\n","protected":false},"author":15,"featured_media":15925,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[1481],"class_list":["post-9821","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-study","tag-case-study"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>TD Industries Sales Training Case Study | Sales | Sandler Training<\/title>\n<meta name=\"description\" content=\"CASE STUDY: TD Industries, one of America\u2019s largest mechanical construction and facility services companies, used Sandler Training to scale their sales team.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/case-study\/td-industries\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"TD Industries Sales Training Case Study | Sales | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"CASE STUDY: TD Industries, one of America\u2019s largest mechanical construction and facility services companies, used Sandler Training to scale their sales team.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/case-study\/td-industries\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2019-06-11T17:05:57+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-05-15T19:46:59+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"827\" \/>\n\t<meta property=\"og:image:height\" content=\"522\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Sandler\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sandler\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/case-study\/td-industries\/\",\"url\":\"https:\/\/sandler.com\/case-study\/td-industries\/\",\"name\":\"TD Industries Sales Training Case Study | Sales | Sandler Training\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/case-study\/td-industries\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/case-study\/td-industries\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg\",\"datePublished\":\"2019-06-11T17:05:57+00:00\",\"dateModified\":\"2023-05-15T19:46:59+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\"},\"description\":\"CASE STUDY: TD Industries, one of America\u2019s largest mechanical construction and facility services companies, used Sandler Training to scale their sales team.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/case-study\/td-industries\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/case-study\/td-industries\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/case-study\/td-industries\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg\",\"width\":827,\"height\":522,\"caption\":\"Sandler Case Study\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/case-study\/td-industries\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"TD Industries\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\",\"name\":\"Sandler\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g\",\"caption\":\"Sandler\"},\"description\":\"Sandler is the world\u2019s largest professional development organization, dominating the global industry through an unparalleled network of more than 270 local offices worldwide in more than 30 countries, as well as an award-winning Corporate Development Division at the world headquarters. Serving global enterprise organizations as well as small to medium-sized businesses, Sandler's experts offer leading-edge expertise on a wide range of sales, sales management, leadership, and management topics.\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"TD Industries Sales Training Case Study | Sales | Sandler Training","description":"CASE STUDY: TD Industries, one of America\u2019s largest mechanical construction and facility services companies, used Sandler Training to scale their sales team.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/case-study\/td-industries\/","og_locale":"en_US","og_type":"article","og_title":"TD Industries Sales Training Case Study | Sales | Sandler Training","og_description":"CASE STUDY: TD Industries, one of America\u2019s largest mechanical construction and facility services companies, used Sandler Training to scale their sales team.","og_url":"https:\/\/sandler.com\/case-study\/td-industries\/","og_site_name":"Sandler","article_published_time":"2019-06-11T17:05:57+00:00","article_modified_time":"2023-05-15T19:46:59+00:00","og_image":[{"width":827,"height":522,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg","type":"image\/jpeg"}],"author":"Sandler","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Sandler","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/case-study\/td-industries\/","url":"https:\/\/sandler.com\/case-study\/td-industries\/","name":"TD Industries Sales Training Case Study | Sales | Sandler Training","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/case-study\/td-industries\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/case-study\/td-industries\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg","datePublished":"2019-06-11T17:05:57+00:00","dateModified":"2023-05-15T19:46:59+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6"},"description":"CASE STUDY: TD Industries, one of America\u2019s largest mechanical construction and facility services companies, used Sandler Training to scale their sales team.","breadcrumb":{"@id":"https:\/\/sandler.com\/case-study\/td-industries\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/case-study\/td-industries\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/case-study\/td-industries\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2019\/06\/Case-Study.jpg","width":827,"height":522,"caption":"Sandler Case Study"},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/case-study\/td-industries\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"TD Industries"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6","name":"Sandler","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g","caption":"Sandler"},"description":"Sandler is the world\u2019s largest professional development organization, dominating the global industry through an unparalleled network of more than 270 local offices worldwide in more than 30 countries, as well as an award-winning Corporate Development Division at the world headquarters. Serving global enterprise organizations as well as small to medium-sized businesses, Sandler's experts offer leading-edge expertise on a wide range of sales, sales management, leadership, and management topics."}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/9821","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/15"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=9821"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/9821\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/15925"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=9821"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=9821"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=9821"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}