Sandler Training DTB

09/04/2026

Over the past two decades, I’ve partnered with hundreds of companies to boost sales performance, sometimes with incredible success, other times with hard lessons learned.

After seeing what works (and what doesn’t), I’ve found that sales training fails for four predictable reasons. Curious what they are?

Read more here: https://hubs.la/Q04w0-kN0

09/03/2026

“What’s the #1 sales hack to grow my revenue?”

It’s the question I get asked more than any other.

Here’s the truth:
There’s no magic trick. No easy button.
But there is a framework that works, every time.

Sales Meeting Minute #376: A Simple Sales Hack 👇
https://hubs.la/Q04w12c-0

09/02/2026

The right question, asked at the right moment, moves a deal forward more than any pitch ever will.

Our free white paper, 100 Great Sandler Questions... And When to Ask Them, gives you 100 questions across 20 categories, from opening the conversation to uncovering the real pain, to handling "I need to think it over," to knowing when a "no" actually means no.

Every stage of the sale has a question that fits it. This is the reference guide for finding it.

Download it free: https://hubs.la/Q04w1b410

09/01/2026

Buyers hide three things: the problem they actually want fixed, the value they place on solving it, and how they'll decide to buy. "Show me what you have" sounds promising — but chase it too fast and you're presenting blind.

Slow down. Ask about the impact of the problem, the cost of doing nothing, and their decision process.

Watch Sales Meeting Minute #735: They Want You To Guess: https://hubs.la/Q04w07Hx0

Buyers hide three things: the problem they actually want fixed, the...

08/31/2026

Curious what Sandler training actually looks like? Come get a guest pass to of our classes. No pitch, no pressure, get a real taste of what's transforming sales teams across Indianapolis. 🎟️ Spots are limited: https://hubs.la/Q04tXMll0

08/31/2026

What do you do when the news business is dying and you've just retired? Larry Lannan started covering it himself. In this episode of the Default Profitable podcast, host Matt Nettleton sits down with Larry Lannan, founder of LarryInFishers.com, a local news website and podcast covering Fishers, Indiana. Larry moved to Fishers in 1991, when about 9,000 people lived there. After more than a decade as a journalist and broadcaster and 28 years with the federal government, he retired and launched the site in January 2012 as a volunteer effort: concise summaries of the government meetings busy people can't attend. His first big story was the 2012 vote that turned the town of Fishers into a city. Today Fishers is past 100,000 people, and for a little less than a year Larry has been running the site as a business.
Learn more about Larry Lannan at https://larryinfishers.com/.
Listen to more Indianapolis Business Leaders at https://defaultprofitable.com or subscribe to Default Profitable on your favorite podcast platform.

08/26/2026

AI can write your emails and schedule your follow-ups. It can't sit in the silence after a hard question, or dig into what's really behind "I need to think about it."

The most important moments in sales are the uncomfortable ones. No prompt replaces that.

▶️ Watch Sales Meeting Minute #352: What AI Can Not DoL https://hubs.la/Q04tXvjk0

08/25/2026

I just dropped off my youngest daughter at college, which reminded me of this video:

Back in college, three things could make my whole week: nickel beer night, someone breaking into a "TOGA! TOGA!" chant at the frat house, and my buddy Dan throwing open the door to yell, "Let's go streaking!"

Success isn't an event. It's a streak. A series of small, repeated steps that compound into something bigger than any single win.

So how do you actually build the habits that string those streaks together?

Watch this Classic Sales Meeting Minute, Episode ###: Let's Go Streaking: https://hubs.la/Q04tXKfq0

08/25/2026

Amanda Hill started her business because her therapist told her to. In this episode of the Default Profitable podcast, host Matt Nettleton sits down with Amanda Hill, founder of Connections of Hope, a private counseling practice she launched in 2020 and has grown to five locations and 14 therapists. She'd been a counselor for 20 years and was working four jobs, teaching college on top of multiple counseling agencies, when her own therapist, a private practice owner, told her she couldn't keep going the way she was going. Amanda ran with it. What she didn't see coming was how much she'd like the business side. Six years in, she says she enjoys building the company about as much as she enjoys the counseling itself. The reason she keeps opening locations is simple: people who need a therapist end up on waiting lists, and every new office is a way around that.
Learn more about Amanda Hill and Connections of Hope at https://connectionsofhope.com/. Listen to more Indianapolis Business Leaders at https://defaultprofitable.com or subscribe to Default Profitable on your favorite podcast platform.

08/24/2026

New guide: 20 Tested Sandler AI Prompts for Salespeople.

These aren't theoretical prompts. Every prompt is built around the most popular AI applications for salespeople and tested against two criteria: does it align with the Sandler Selling System, and does it actually work in the field.

Get the guide: https://hubs.la/Q04tXNHf0