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In our clients' own words

The success of our clients is what speaks volumes for us

When our clients are successful, we know that we've succeeded in our mission.

I can highly recommend Caroline as an excellent opportunity for any business owner who is serious about growing their business, she will without any doubt make improvements to what your already doing. She is a pleasure to work with and I look forward to working with her for years to come!

James Mitchell, Director Momentum

Samuel Hoff

Patti Engineering

Industry: Engineering

Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”

One of my best business decisions has been to join the Presidents Club run by Sandler Training Cambridge. Using the Sandler tools and techniques I now have a sales process that is effective, easy to use and will help me to deliver sustainable growth. Working with Caroline has given me a deepening understanding of selling and an unshakeable confidence in the process that puts me well ahead of my competitors. Our conversion rates are up and we're signing up the right sort of clients. Caroline is great to work with too. I hope other accountants in this area don't get onto this programme though to be honest, they'd be mad not to.

John Elstub, Director, Crimson Harvest

Ken Harris

Health o meter

Industry: Healthcare

Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”

I highly recommend Prospecting Works to anyone in business that is uncertain how to bring in new clients, how to approach new clients or what to say once you are in front of a prospect. Caroline makes each session fun and informative. The sessions provide a place where you can make considered decisions about the right approach for your business, build a plan to take you towards your goals and be held accountable for taking the action necessary to meet your goals. I went from having an idea of what I wanted to do to get new business to having a very active pipeline for prospective customers. This is a very rewarding and worthwhile series of workshops.

Jacqui Kemp, Owner, AboutHR

Roy Cook

Merrill Lynch

Industry: Financial Planning

Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”

Business development does not come naturally to me, but is a very important part of running a small company. After only a few weeks into using the Sandler approach I have already gained benefits for my company, both in terms of developing a more focused approach to business development but also by being paid for a piece of work that previously we would have given away for free. So the return on investment so far has been easy to see. I have gained confidence and am starting to see sales situations as communication opportunities, a meeting of equals and not necessarily to be dreaded.

Elaine Gray, Director, Elica Ltd

The Sandler Blog

Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.

I have found that working with Caroline and the Sandler approach has made me more confident and focussed in business discussions and transactions. I think that understanding the essential components of a successful relationship results in better use of time for both parties . It also encourages clarity of purpose from the start which prevents business relationships floundering through misunderstandings. Having a PhD in Organisational Psychology I thought that I was very sensitised to interpersonal dynamics in business relationships, but working with Caroline is helping me to develop a toolkit of resources that make the development of business relationships more focussed and therefore more productive. Caroline is great to work with, she is full of energy, enthusiasm and knowledge - which she imparts with great skill.

Dr Lynn Morgan CEO, Arthur Rank Hospice Charity

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