Sandler Training by BMC

05/27/2026

Most sales teams do not lose deals during the summer.

They lose momentum.

One delayed follow-up becomes:
“Let’s reconnect after vacation.”

One weak next step becomes:
“Let’s revisit this next quarter.”

And before you know it, opportunities you expected to close in June are sitting in a shaky Q3 forecast.

This happens every year.

The teams that avoid it are usually doing a few things differently:
• Setting stronger up-front expectations
• Locking down clear next steps
• Creating urgency before calendars get chaotic
• Preventing prospects from disappearing into “summer mode”

That is exactly what we’ll be covering in our live session on May 28th:

How to Prevent Ghosting

You’ll walk away with practical strategies your team can use immediately to keep deals progressing through June, July, and August.

Reserve your spot here: https://info.baileymarketing.sandler.com/how-to-prevent-ghosting

05/20/2026

Can your sales team afford to let deals drift into Q3?

Because once summer hits, the sales cycle usually gets longer:
Vacations.
Delayed responses.
Decision makers disappear.
Momentum slows down.

And most teams respond by chasing harder instead of tightening the process.

The result?
Forecasts become less predictable right when revenue pressure increases.

On May 28th, we’ll show leaders and sales teams how to:
• Reduce ghosting
• Create stronger next steps
• Prevent stalled opportunities
• Keep deals moving through June, July, and August

The companies that win in Q3 usually started controlling the process before summer began.

Save your spot: https://info.baileymarketing.sandler.com/how-to-prevent-ghosting

05/14/2026

What worked in sales five years ago is not enough today.

Buyers expect relevance faster.
Sales cycles are under pressure.
And leaders need more visibility into what is really happening inside opportunities.

The good news?

The right combination of sales process and technology can dramatically improve consistency and ex*****on.

Join David Mattson for this upcoming Sandler webinar focused on the evolution of modern selling.

📅 May 20
🕑 2 PM ET / 11 AM PT

Replay available to all registrants.

Register here: https://info.sandler.com/bridging-the-sales-evolution-embracing-tomorrows-technology-today?nbcrefid=f44667614

05/12/2026

Some sales teams are using AI to create more noise.

Others are using it to create better conversations.

That difference matters.

Technology should support stronger qualification, sharper messaging, and more meaningful buyer interactions, not automate generic outreach at scale.

Join David Mattson for a practical conversation on where sales technology is helping, where it is hurting, and what modern teams need to do differently moving forward.

📅 May 20
🕑 2 PM ET / 11 AM PT

Every registrant receives the replay.

Register here: https://info.sandler.com/bridging-the-sales-evolution-embracing-tomorrows-technology-today?nbcrefid=f44667614

04/28/2026

Are your marketing and sales teams working together or operating in separate silos? When teams collaborate, the customer experience improves and business growth accelerates.

1. Here are a few key steps to drive alignment:
2. Identify your ideal client
3. Understand what makes a lead sales ready

Clarify who owns the relationship and controls the conversation

Alignment is more than process. It is about connection, communication, and shared goals. When marketing and sales are in sync, your company sees better results and stronger customer relationships.

Ready to take the next step? Learn all six steps to improve marketing and sales collaboration: https://info.sandler.com/marketing-sitelet-whitepaper-6-steps-towards-improved-marketing-and-sales-alignment?nbcrefid=f44667614

04/22/2026

Happy Earth Day! 🌎

Sales is more than hitting targets. It is about creating positive impact. Sustainable success begins with sustainable practices. By offering eco-friendly solutions, reducing waste, and giving back to the planet, we can lead with purpose and sell with impact.

Small actions in our daily work add up. Every thoughtful decision, every responsible choice, contributes to a better future for our business and our world.

Let’s make a difference, one sale at a time.

04/21/2026

A few months ago, my team lost a deal we thought was a sure thing. At first, it stung. But instead of dwelling on what went wrong, we took a step back and asked ourselves two questions:

1. What could we have done differently?
2. What can we take from this experience to improve next time?

The answers were simple but powerful. We realized that building trust early and asking deeper questions would have made all the difference. Since then, we have applied those lessons to every client conversation and started closing deals we might have missed before.

Sales is not just about wins. It is about learning, adapting, and turning every setback into a stepping stone.

What lesson has a lost deal taught you recently?

04/20/2026

Many salespeople believe a full pipeline equals success. In reality, unqualified opportunities drain energy, slow momentum, and stall deals.

By setting clear qualification criteria, a smaller, disciplined pipeline can produce bigger results. Fewer opportunities, but higher quality. Sales cycles shorten, stress drops, and results improve.

The lesson is simple: focus on the right opportunities, not the most opportunities.

How disciplined is your pipeline? https://go.sandler.com/baileymarketing/insights/blog/categories/sales-training/why-a-smaller-sales-pipeline-can-produce-bigger-/

Learn how stronger qualification criteria help sales professionals eliminate wasted effort, shorten sales cycles, and increase revenue by focusing on the right prospects.

04/16/2026

“Sandler has been a game changer for my business.”

When Nicole Thompson launched her digital marketing business in 2019, she was focused on helping companies grow online through services like social media management, digital ads, SEO, web design, and email marketing.

But after attending a Sandler Boot Camp this past April, something shifted.

One of her biggest takeaways?
Learning the value of protecting her time and expertise.

Instead of offering free consultations, Nicole now approaches conversations with clearer expectations and stronger boundaries, which has changed how she positions her services and how prospects engage with her.

The result: more confidence, better conversations, and a stronger foundation for growth.

Sometimes the biggest breakthroughs in business come from rethinking how you sell.

04/14/2026

Ever get asked the same challenging question by a prospect and feel stuck? You are not alone.

In this quick tip from Sandler, learn how to handle tough questions without making your prospect uncomfortable. The secret is simple: focus on your tone, body language, and how you position your answer.

This is especially useful in high-pressure environments like trade shows where every interaction counts. Responding with confidence and empathy turns tricky questions into opportunities to build trust.

Watch the video to see how small adjustments can make a big difference in your sales conversations.

04/09/2026

A full pipeline looks great on paper but deals stall and revenue lags.

The problem is not activity it is qualification. Every inquiry does not deserve equal attention. When you let anyone in three things happen: inflated forecasts, long sales cycles, and wasted time.

The solution is to make it a little harder to enter your pipeline. Ask:

•Is this a real problem worth solving now?
•Who else decides?
•Do they have the resources to act?
•What happens if nothing changes?

Fewer opportunities may look smaller but a well-qualified pipeline closes faster, predicts revenue better, and grows stronger.

Stop rewarding activity. Start rewarding quality. https://go.sandler.com/baileymarketing/insights/blog/categories/sales-methodology/stop-letting-anyone-into-your-pipeline-how-bette/

Struggling with stalled deals and unreliable forecasts? Learn how stronger sales pipeline qualification improves close rates, shortens sales cycles, and drives predictable revenue growth.