Sandler

Name: Sandler
Address: Sandler Systems, LLC, Owings Mills, MD, 21117, US
Telephone: +14106531993

To find a Sandler training center near you, click here: http://www.sandler.com/locator/

Sandler is the leader in providing consulting, coaching and a set of comprehensive training programs in sales, management, leadership and other related programs.

09/02/2026

Heading to Dreamforce in a few weeks?

Sandler, a Trilliad company, will be at The Growth Lounge in San Francisco, September 15–17, for conversations on turning Salesforce data and technology into measurable sales performance.

Stop by to connect with sales and revenue leaders, explore the latest thinking in sales performance, and see how proven methodology and observable selling behaviors can move into the flow of work.

Register for The Growth Lounge and book time with our team: https://trilliad.com/dreamforce-2026/?utm_medium=salesenablement&utm_source=email&utm_campaign=2026-dreamforce&utm_content=sandler/ -lounge-register

08/25/2026

The sales playbook has changed. Has yours?

Today’s buyers are more informed, more prepared, and more technologically equipped than ever. Yet many sales teams are still relying on habits built for a very different selling environment.

The latest issue of our Sandler Advisor takes a closer look at three outdated habits holding sales teams back, and what it takes to adapt in an AI-driven world.

Inside, you’ll find insights on:

• Moving beyond “What keeps you up at night?”

• Breaking the PowerPoint-as-security-blanket habit

• Why the best sellers don’t go it alone

The goal isn’t to abandon everything that worked yesterday. It’s to question what no longer works today.

Read the latest issue of *Sandler Advisor* and start rethinking your sales playbook.

https://sandler.uberflip.com/i/1546180-sandler-advisor-vol26-issue-3/0?

08/24/2026

“Stop chasing the demo. Start instrumenting your workflows.”

In the latest episode of "The Innovative Revenue Leader," Jim Iyoob, CRO of ETech Global Solutions, shares why the companies getting the most from AI aren’t chasing the latest tools; they’re using AI to improve the workflows they already have.

The conversation covers customer intelligence, genuine sales curiosity, cross-functional alignment, and building for long-term customer retention.

A thoughtful conversation on what it takes to turn AI from a novelty into an operating advantage.

🎙️ Listen to the latest episode of The Innovative Revenue Leader here: https://youtu.be/1p_jwvcPQys?si=NpKRU289JgFVHA24

08/19/2026

When year-end pressure starts to build, it's tempting to focus all your team's energy on closing what's already there. But today's prospecting activity is what creates tomorrow's opportunities, and a strong finish requires both.

Reserve your spot for our upcoming September 1st webinar, "The Pipeline Reality Check: Build Momentum Before Year-End," to learn how to uncover pipeline gaps, strengthen qualification, and keep your team prospecting while moving the right opportunities forward.

Register today: https://info.sandler.com/the-sales-pipeline-reality-check

08/17/2026

According to Salesforce's State of Sales report, sellers spend just 29% of their week actually selling and 45% on non-selling work like admin, research, and prospecting logistics.

That gap is exactly where we're seeing AI start to make an impact.

So, we're putting the question to our network of sales leaders:

AI won't replace sales reps, but it will replace __________.

Drop your take in the comments. We're curious how different teams are approaching this.

Download our white paper on this topic here: https://sandler.com/whitepapers/why-cros-who-adapt-with-ai-will-lead-the-next-era-of-growth/

08/14/2026

Seth Marrs, our Chief Strategy Officer, talked with CX Today about the gap between what sellers are trained to do, what they actually do on a call, and how that may impact customer experience.

A few things worth highlighting from the conversation:

→ The first sales conversation sets the tone for the whole customer relationship
→ Overpromising leads to a churn problem that shows up months later in CX and customer success
→ Training isn't the finish line. Most of what people learn fades fast if nobody's checking whether it shows up in the actual conversation

It's the same thinking behind Sandler's Sales Performance Ecosystem, built to measure what sellers actually do with buyers, not just what they were taught during training.

Watch the full conversation: https://www.cxtoday.com/marketing-sales-technology/how-to-stop-your-sales-teams-hurting-cx/

08/10/2026

Buyers do not trust great presentations.

They trust great conversations.

In his latest Forbes feature, Seth Marrs, Chief Strategy Officer at Sandler, shares practical insights on building trust with skeptical buyers from day one.

Read the full article: https://www.forbes.com/councils/forbesbusinessdevelopmentcouncil/2026/07/08/how-to-establish-trust-with-skeptical-buyers-from-day-one/

08/06/2026

The role of the BDR is evolving, but one quality continues to set top performers apart: curiosity.

As AI, changing buyer expectations, and modern go-to-market strategies reshape sales development, today's BDRs need more than prospecting skills. They need to think critically, ask better questions, and build meaningful conversations.

In this special compilation episode of Innovative Revenue Leader, we explore what the future of sales development looks like, and what revenue leaders can do to prepare their teams for what's next.

🎧 Listen to the full episode here: https://youtu.be/wH-01yIajxw?si=80zV7z0MJypKi3iy

08/05/2026

Usage-based pricing is rapidly becoming the norm, but most revenue teams aren’t built to manage it effectively.

For CROs, growth in a usage-based model requires more than closing opportunities. It demands new forecasting discipline, clear revenue realization accountability, and compensation structures aligned to actual usage, not just signed agreements.

In "How CROs Can Drive Growth Through Usage-Based Models," Seth Marrs outlines the structural shifts leaders must make to unlock sustainable growth in this new environment.

Read the full white paper to learn how to adapt your revenue strategy.

https://hubs.la/Q044XqC-0

08/03/2026

Most sales leaders have a visibility problem: no reliable way to see whether sellers are actually executing the methodology or sticking with old habits.

What they may not realize is: the root of that visibility problem is coming from a lack of adoption of the CRM and their sales technology. AI won't solve that on its own. It just executes faster on whatever behavior you're already reinforcing, good or bad.

On August 18, Sandler's Chief Strategy Officer Seth Marrs joins Little Caesars Fundraising and Sercante l Trilliad for a fireside chat on what it takes to build that foundation, so coaching, forecasting, and AI adoption are working off the same accurate picture of how sellers are actually performing.

Register: https://www.sercante.com/webinar/scaling-sales-the-little-caesars-fundraising-blueprint-for-crm-optimization/?utm_source=linkedin&utm_medium=social&utm_campaign=2026-tech-sellers-experience-webinar-august-18&utm_content=sandler

Address

Sandler Systems, LLC
Owings Mills, MD
21117

Telephone

+14106531993

Website

http://www.sandler.com/

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