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Sales Development Series

Sandler Sales Essentials & Mastery

Driving measurable revenue improvement for organizations with a proven selling system.

 Predictable Revenue Doesn’t Come from More Activity

It comes from a sales team that knows how to control deals, not chase them.

The Sales Development Series is a learning and development journey that transforms good to great sales professionals. The initial 10-week virtual Essentials program teaches the core principles of the Sandler Methodology.

Continuing into Mastery, participants learn advanced tactics to refine and elevate their skills through real-world application, coaching, and reinforcement. 

Why Pipelines Stall

If your pipeline looks healthy but targets are still missed, it usually comes down to:

  • Lack of control in late-stage deals

  • Poor qualification earlier in the cycle

  • Reps reacting instead of leading

Most teams don’t see this happening until forecasts start slipping.

Are You Reaching Buyers?

In a crowded, and well-educated buyer market, even strong teams struggle with prospecting, stalled deals, and tougher competitors. Without a structured sales process, you risk missed revenue, lost opportunities, inaccurate pipelines, and falling behind.

Sandler sales training and development gives your team the skills, process, and confidence to win more often and drive consistent growth.

💡 Companies that invest in sales training are 57% more effective that their competitors. 

 💡On an individual basis, sales training can increase a rep's performance an average of 20% 

Develop Consistent Lasting Results

Lasting Change Through Continuous Improvement

Unlike one-time seminars, Sandler programs develop the right attitudes, behaviors, and techniques to achieve long-term success.

  • Build Better Habits - Install a “more, better, different” approach to your goals, plans, and actions.

  • Reinforce Positive Beliefs - Improve the way you think about yourself, your organization, and the marketplace.

  • Drive Performance - Change the performance of the entire sales organization.

  • Execute Innovative Strategies - Apply more effective strategies and tactics with the appropriate personal presence.

💡Sandler Drives Results: 34% Reported >50% increase in first year sales after working with Sandler

Sales Essentials Topics

  • The Buyer-Seller Dynamic - Understand this relationship and why it's important to control the sale.SSS Flywheel

  • The Success Triangle - Explore the Selling Methodology and what makes the Success Triangle.

  • Essential Communication Skills - Introduces active listening and other communication strategies

  • Initiating Buyer-Focused Conversations - Learn the no-pressure prospecting call and developing your 30-second commercial for no-pressure conversations.

  • Creating Mutual Agreement - Build equal stature to your buyer by applying the four elements of the Up-Front Contract.

  • Discovering Buyers' Motivations - Introduces emotional drivers behind buying decision and identify the three levels of pain.

  • Better Understanding Through Asking Questions - Knowing the right questions to ask, when to ask, and how to ask, uncovers the buyer's pain, budget, and decision process.

  • Understanding Investment Parameters - Learn strategies to uncover budgets, commitment to resources, and ROI perception.

  • Identifying the Decision-Making Process -  Introduces the investigative approach to identify the six components of decision intelligence sellers must understand about every deal.

  • Communicating the Solutions and Closing the Sale - Set Clear Future Commitments before sending proposals, doing presentations, and handling objections.

  • Breaking Through the Comfort Zone - Introduction to the I/R Theory and provides strategies for breaking out of your comfort zone..

Sales Development Series Includes

Begin Your Learning Journey ...

  • Sandler Essentials: A 10-Week virtual session teach the core steps of the Sandler Selling System. Meets weekly for 60-90 minutes.

  • Sandler Essential Selling Certificate upon completion

  • Access to online class content & bonus content for 12 months

  • DISC Assessment & Report Review

  • Weekly business coaching session

Your Journey Continues ...

After completing Sandler Essentials, participants move to Sandler Mastery sessions teaching advanced concepts and building on core concepts.

Training Delivery

  • Public virtual classes with participants from different industries. Ideal for adding a new hire

  • Virtual or onsite classes for customized, client specific needs

  • Virtual Coaching Sessions

  • Self-paced learning and reinforcement through Sandler's Learning Management System

  • Virtual or onsite one or two day workshops that focus on specific topics or challenges

Sandler Sales Certifications

Become a Recognized Sales Expert

Sandler offers two levels of certification in support of elevating the sales profession. 

 Sandler Essentials Certification - This recognizes that you have fulfilled the Essential class requirements and know the philosophy and techniques behind the Sandler Selling System and how to apply them in context. 

Sandler Expert Certification - Confirms your ability on driving outcomes by effectively applying Sandler principles skills, and behaviors to their daily sales activities. 

Sandler Essentials Certification           Sandler Expert Badge no bkg

Sales Mastery: The Next Step

Mastery is where sellers move from knowing the Sandler system to using it with confidence and consistency. It’s about turning knowledge into daily behavior, and behavior into measurable results.

Through weekly virtual sessions, participants learn advanced skills, refine, reinforce and apply the Sandler system with instructor-led learning, interactive roleplays, real-world coaching, and peer collaboration.

Unlike typical sales seminars that fade in days, Mastery creates lasting change. Built on reinforcement and proven adult learning principles, new skills become lasting habits that stick.

  •  Reinforcement Training — because real change takes time and practice

  • Instructor-Led Coaching — led by real sales pros who’ve been in your shoes

  • Roleplay That Feels Real — practice what you’ll actually say in the field

  • Peer Collaboration & Support — learn from wins, losses, and honest conversations

  • Manager Accountability — alignment between sales leadership and the team

  • Ongoing E-Learning Access — reinforce key concepts anytime, anywhere in Sandler's Learning Management System. 

Sales Mastery

"Thinking about upskilling your sales team in the new year? Connect with John Nelson with Sandler!

John is top notch, one of the most intelligent and authentic people I have ever worked with!"

Dan Cowan, Turnkey Lender

50%
More salespeople hit quotas
than those without Sandler 

"This is not about taking historical knowledge and starting over, Sandler’s unique training is about sharpening critical sales skills. That extra ten to fifteen percent improvement in productivity makes a huge difference and will help sales professionals at all levels of their careers succeed. We chose Sandler because their world-class methodology empowers salespeople to improve incrementally over time. The Sandler training is a master class in sales."

Yamini Rangan, HubSpot CEO

96%
Of clients polled would recommend Sandler

"Just a quick shout out to colleague and friend John Nelson. So many great tips and ideas in his consulting and training work. I highly suggest reaching out to John if your business is struggling with hitting or exceeding sales goals."

Ezra Herzog
Raise Insurance Solutions

 Take the Next Step to Boosting Your Sales!
Contact Us. 
Evolve
Elevate
Excel

Evolve the Attitudes, Behaviors, and Techniques of salespeople that improve performance.

Elevate and systematize your customer journey to support sustainable growth goals.

Excel with a methodology to drive pipeline growth, increase forecast accuracy, and accountability.

20%
57%
93%

On an individual basis, sales training can increase a rep's performance an average of 20%

Companies that invest in sales training are 57% more effective than their competitors.

Companies that implement a  sales coaching strategy see 93% of their salespeople meet quota.