On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Performance Selling, LLC | Somerset, NJ

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Jim Barnoski

Are you ready for 2018, or did you already miss it?

If you are like many managers and sales people, you may be saying I haven’t even thought about it yet, you may already be behind.

Given the fact that most sales cycles are 3-6 months and individual behavior modification can take 3-6 months, you may have already missed the chance to meet your 2018 vision and goals unless you act fast.

5 Key questions:

What initiatives are we putting in place now to achieve our 2018 goals?
Do we have the right people, products, processes and strategies to achieve our objectives?
Are account and territory pipelines plans developed to implement our growth strategy?
What skills does our team need and what individual support does each person need to produce in the coming year?
Does my management team know how to make this happen and if not, who can train them?
If you answer NO to any of the above questions…you need to call.

If you can figure it out yourself, why haven’t you done so?

We look forward to hearing from you!

Rules for Doubling Your Business...

The first quarter of 2017 is in the books and Monday is Tax Day.  With your revenue and profitability statistics in hand,  the question every business owner and sales professional may want to ask is...What strategies and actions could we have done differently to increase revenue and profitability over the past 12 - 18 months?


No, you are not in the next episode of Back to the Future, but your selling activity today, is for the coming year. If your selling cycle is 60-90 days or more, the opportunities you are working on now will not bare results until after the beginning of the New Year.

It’s time to update your goals, business and professional. If you wait until the holiday break, you will be already 2-3 months behind. 

To get started, the first step is to write a vision of your life in the most positive terms at the end of 2017. That’s right, dream a little. Pretend you are looking backwards over the past year. What was your income, what new relationships ...

Joy, fear, anger disgust and all their other friends drive our personality, behavior and achievement in business as well as our personal life.  The cycle is repetitive.  Beliefs (Parental Scripts) trigger Emotions (Child Scripts), which trigger decisions (Adult Scripts) that drive your Actions and create Results which reinforce Beliefs, and the cycle repeats.

The most interesting connection is the bridge between Emotion and the Actions we take.

As a Sales Trainer and Executive Coach I have invested years studying this connection to learn how to help our clients to change their self-limiting behavior into self-growing behavior.

I recently watched a Pixar movie, called “Inside Out” which explained this bridge in a wonderfully well thought out and entertaining way.  For anyone who is trying to gain a sense of awareness and understanding about themselves and others, I strongly recommend the movie.

As I watched the movie, two of my favorite quotes came to mind…

“Change your thoughts and you change your world.” – Norman Vincent Peale

“If you think you can do a thing or think you can’t do a thing, you’re right.” – Henry Ford

If you have ever studied the Power of Goal Setting or The Law of Attraction, you are aware to the universal strength of knowing exactly what you want.  If you haven’t studied these concepts pick up one of the classic movies, Field of Dreams or Under the Tuscan Sun which demonstrates these concepts very clearly.

How does this apply to the struggles many companies have with Hiring and Recruiting?  Think about it, unless you have a specific, documented description and model of the ideal candidate that will fit the position, how will you be able to identify them?’

Cook Booking and Time Blocking behavior are two critical tools to assure growth in sales.  It’s easy to stay focused on prospecting when you have no business and are new with an organization. However as sales people win clients, they often transition from selling to servicing those accounts and prospecting activity starts to drop. Typically we see this in the ...


Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.