Skip to main content
Sandler Training | Phoenix, AZ

Sales Pipeline

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

After Thanksgiving, many of us sales people feel fat and happy, and decide to pull off the throttle and take some down time. After all, nobody really wants to talk to sales people, make decisions, or think about expenditures. Right? Wrong! The little known secret is that the holiday season is a fantastic time to assemble a powerful framework that builds your business, and sets you up for a great first quarter.

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing. In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role was spent culling a $3 million pipeline down to $160,000 of real, qualified opportunities