Gerry Weinberg: Michigan Sandler Sales Training

06/18/2026

“We lost the deal because our price was too high.”

It’s one of the most common explanations sales leaders hear.

And most of the time, it’s not true.

Price is rarely the real reason deals are lost.

More often, deals fall apart because the negotiation process was weak long before pricing was ever discussed.

The three most common mistakes I see:

1. Negotiating before the opportunity is fully qualified
2. Talking too much and listening too little
3. Walking into negotiation unprepared

The strongest sales teams do not “wing it.”

They qualify deeply.
They ask better questions.
They prepare intentionally.

If your team keeps blaming price for lost deals, it may be time to evaluate the process, not the pricing.

Better negotiation starts long before anyone discusses numbers.

What’s the most common reason your team says deals are lost? And is it the real reason, or just the easiest explanation? Learn more here: https://hubs.ly/Q04j3DBc0

Explore how attitude shapes behavior, sales performance, and leadership results through the Success Triangle framework.

06/17/2026

We are incredibly honored to receive the Pinnacle Award at this year’s Sandler annual conference.

This recognition reflects the dedication, passion, and commitment our team brings every day to helping clients grow, lead, and succeed. We are grateful for the trust of our clients, the support of our partners, and the hard work of every individual who contributes to our success.

Achievements like this are a true team effort, and we are proud to celebrate this milestone together. Thank you to the entire Sandler community for this incredible recognition.

06/17/2026

Congratulations to Steve on earning the Silver Award at this year’s Sandler annual conference.

This recognition highlights your commitment, hard work, and continued focus on delivering results and creating impact. Your dedication to growth and excellence does not go unnoticed.

Well done on this impressive achievement, Steve!

06/17/2026

A huge congratulations to Matt for receiving the Platinum Award at Sandler’s annual conference.

This achievement is a testament to your hard work, commitment to excellence, and passion for helping clients and teams grow stronger every day. Your drive and leadership continue to raise the bar.

Well deserved recognition for an outstanding accomplishment. Congratulations, Matt!

06/17/2026

Congratulations to Greg on earning the Platinum Award at this year’s annual Sandler conference.

This recognition reflects an incredible commitment to leadership, growth, client impact, and consistent excellence. Your dedication to helping others succeed continues to set the standard and inspire those around you.

Well deserved, Greg. Congratulations on this outstanding achievement!

06/11/2026

Most salespeople don’t lose big deals because of price. They lose them because of mindset.

When you’re used to smaller deals, larger conversations can feel uncomfortable. And prospects can sense that hesitation immediately.

If you think it’s “a lot of money,” they will too.

To close bigger deals, you have to shift:

• Your comfort with higher investment levels
• Your belief in the value you deliver
• Your confidence in how you position outcomes

High-ticket selling isn’t about pushing harder. It’s about communicating value without hesitation.

Confidence sets the ceiling on deal size.

06/10/2026

Today, on World Franchise Day, I'm proud to be part of the Sandler franchise network.

One of the reasons Sandler has been recognized as a leading franchise organization and earned honors for its culture is the people behind the brand. They provide a community, a support system, and an opportunity to learn from others who are working toward similar goals.

Today, I also want to recognize the many franchise owners, franchisors, and franchise professionals we have the privilege of working with. Your commitment to leadership, growth, and creating opportunities in your communities is what makes franchising such a powerful force around the world.

Happy World Franchise Day to everyone who is part of this incredible industry.

06/04/2026

Most sales problems aren’t skill problems. They’re mindset problems.

Tactics matter, but they don’t work if attitude is off.

In sales, attitude drives everything:
Attitude → Behavior → Technique → Results

Two mindsets show up everywhere:

Possibility mindset:
“There’s a way to win this.”

Limitation mindset:
“This won’t work right now.”

The difference shows up in behavior:
• Prospecting consistency
• Willingness to have tough conversations
• Quality of pipeline

Small mindset shifts create real performance change:
• One belief adjusted
• One behavior changed
• One higher standard set

Until mindset shifts, results won’t either. Where does mindset impact performance most on your team? https://hubs.ly/Q04j3krK0

06/03/2026

Most sales meetings don’t fail because of content.

They fail because of structure.

Too many teams walk into weekly meetings without a clear agenda, no shared data context, and no alignment on what actually drives productivity.

The result is predictable: low engagement, scattered priorities, and little accountability.

That’s why we put together “9 Steps for Running Efficient and Effective Sales Meetings.”

Inside, you’ll learn how to:

• Prepare with a clear agenda that sets expectations before the meeting starts
• Share historical data that actually informs performance conversations
• Align across departments so your sales team isn’t working in a vacuum

Sales meetings shouldn’t feel like a routine check-in.

They should be a driver of performance.

If your meetings aren’t moving the business forward, it’s time to change the rhythm. Download the full guide here:
https://hubs.ly/Q04j3KXd0

05/28/2026

Great sales training doesn’t just improve performance, it changes how you show up in every conversation.