AM

Alicia M.

Sales Manager

Mid-Market (51-1000 emp.)

11/13/2019

"Very useful training and quick ROI"

5/5

Describe the project or task Sandler helped with:

We worked with Matt Benelli from Sandler to go through deal review methodology and strategies for identifying signs of opportunity health Review collected by and hosted on G2.com.

What do you like best about Sandler?

Matt adapted to the experience level of each individual and was able to succinctly provide value to each team member uniquely Review collected by and hosted on G2.com.

What do you dislike about Sandler?

There truly was no negative feedback from the my team. Each person felt that the value they received was worth the time commitment. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

We were able to identify gaps in discovery and have been given the tools to work through higher quality deal reviews, ultimately impacting our ability to forecast accurately and secure more revenue. Review collected by and hosted on G2.com.

MC

Verified User in Computer Software

Mid-Market (51-1000 emp.)

10/3/2019

"VP Sales Operations and Planning"

4/5

Describe the project or task Sandler helped with:

I wanted a uniform Sales methodology that could be applied to our global Sales team that would enable our Sales team to understand and apply best practices in selling a complex SaaS product to both simple and sophisticated prospects. Review collected by and hosted on G2.com.

What do you like best about Sandler?

Sandler is a tried & true, proven Sales methodology. The Sandler team directed me to Matt Benelli who has a proven background in running Sales teams at technical SaaS companies like ours, it was great to have his background experience and expertise in driving home each principle using credible and relevant examples Review collected by and hosted on G2.com.

What do you dislike about Sandler?

The Sandler methodology has been great and typically addresses solutions to our sales approach, however, there's not a perfect correlation with our specific Sales process so there are times when principles are not applicable to our Sales engagements. Review collected by and hosted on G2.com.

Recommendations to others considering Sandler:

If a Sales team has not adopted a specific sales methodology, I recommend Sandler as a proven, tried-and-true solution to establish discipline for their team. Those teams that embrace and apply Sandler principles will see positive results in their sales performance and ultimately an increase in their top line growth. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

I want the entire Sales team to have a consistent, proven methodology that can be uniformly adopted by experienced Sellers to new SDRs engaging with prospects for the first time. For those Sellers that have adopted Sandler into their sales approach, I have seen pipeline valuations increase while weeding out the non-value (tire kickers) at the same time. It's a win-win. My Sellers have a game plan and understand the roadmap of walking someone through a positive experience from prospect to customer. Review collected by and hosted on G2.com.

GR

Verified User in Retail

Mid-Market (51-1000 emp.)

9/26/2019

"Great interactive, high energy training "

5/5

Describe the project or task Sandler helped with:

Our company worked with Sandler to provide a two day training for our sales and Customer Success teams to be able to better sell to and serve our clients Review collected by and hosted on G2.com.

What do you like best about Sandler?

Our trainer, Mike, has a wealth of experience and was able to tailor the content and conversations to really suit our unique business proposition. He was available to review real life scenarios and give our team tangible practice Review collected by and hosted on G2.com.

What do you dislike about Sandler?

It's hard to find anything I dislike! We did do a workshop on goal setting, and we could have probably cut the personal goal-setting (i.e. lose 5 lbs, read 3 more books per month) out. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

Sandler helped us pivot our thinking to a more proactive, consultative org. Review collected by and hosted on G2.com.

TI

Verified User in Information Technology and Services

Enterprise (> 1000 emp.)

9/26/2019

"Sandler uses techniques rooted in psychology that can transform any seller who wants to learn. "

5/5

Describe the project or task Sandler helped with:

Sandler Training worked with many groups within my organization, including Inside Sales, Field Sales, and Solutions Engineering. They taught our team a repeatable framework for how to approach the sales cycle from end to end. (Prospecting to Post Sales / Fulfillment). Review collected by and hosted on G2.com.

What do you like best about Sandler?

I cannot say enough good things about Mike Myers. He is an incredibly talented sales trainer and can also walk the walk. So many sales trainers that I've met have never sold. Mike is a masterful seller and just fun to be around. He's energetic, hilarious, and captures the audience immediately. He's been a mentor to me and I appreciate all that he's taught me over the years.

Outside of Mike, I love how Psychology concepts are incorporated into the methodology. One of the most useful things I learned in Sandler is the negative reverse. If a customer objects to anything, instead of trying to defend your position, you go *more* negative than them. This neutralizes them -- even if they don't change their mind, you generally get to the truth.

Sandler also taught me the "reverse" for handling objections. The idea is simple - don't make assumptions about what a question means, Instead of jumping straight to an answer.

This methodology works with whatever sales process you have. It's not an either / or. It is a framework that will help your reps execute on the steps of your sales process more effectively. Sales Process is WHAT to do (e.g., discovery call, then demo, then POC). Sales Methodology is HOW you do it (Sandler). Review collected by and hosted on G2.com.

What do you dislike about Sandler?

Some of the techniques you learn in Sandler are very nuanced and require a lot of practice. I've seen people bomb certain parts of it and never try again because they think it doesn't work. It works, they just need to fail a bunch. Make sure you create an environment where your reps have the ability to practice and fail a lot.

I highly recommend, if possible, getting support from the top of the chain of the sales leadership team at your organization so that everybody is on the same mission. Otherwise, the use of the methodology can become fragmented and under utilized. It won't work if you don't do it! Review collected by and hosted on G2.com.

Recommendations to others considering Sandler:

I highly recommend, if possible, getting support from the top of the chain of the sales leadership team at your organization so that everybody is on the same mission. Otherwise, the use of the methodology can become fragmented and under utilized. It won't work if you don't do it! Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

Sandler has helped me teach my new sellers a framework for how to sell. It helps me make sure people have a strong grasp on the basics. Doing the fundamentals really well consistently will get you about 80% there.

Sandler also taught me some of the basics for how to be a sales manager. How to structure 1x1s, dig in to deals, and assist on calls, etc... Great for first time managers. Review collected by and hosted on G2.com.

AK

Angus K.

Sales Manager

Internet

Mid-Market (51-1000 emp.)

10/20/2019

"Sales Manager at Carta"

5/5

Describe the project or task Sandler helped with:

Negotiation, pricing discussions, moving deals forward by building timelines Review collected by and hosted on G2.com.

What do you like best about Sandler?

Matt Benelli's Sandler training gave my team practical tools to handle negotiation and pricing discussions, which our sales organization needs help with as we pivot to higher contract values and fewer discounts. In addition the training was a well rounded course and Matt was able to easily change focus as needed and was good at keeping the team engaged. Review collected by and hosted on G2.com.

What do you dislike about Sandler?

Like other sales training courses, ensuring good habits are implemented is the biggest challenge. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

Building reps' confidence in having pricing conversations, defending the value of the solution and negotiating to a close. Review collected by and hosted on G2.com.

KM

Kayla M.

Account Executive

Internet

Mid-Market (51-1000 emp.)

9/26/2019

"Sandler help my understand to only sell to pain and nothing else"

5/5

Describe the project or task Sandler helped with:

Sandler helped me understand when to recognize a "think it over" means no or that I missed something. It's helped me disqualify leads faster. Review collected by and hosted on G2.com.

What do you like best about Sandler?

Sandler is helping me shorten the chase and be in control of the conversation. Review collected by and hosted on G2.com.

What do you dislike about Sandler?

I would have like to learn more about how to adapt this to longer sales cycles, with my current role the sales cycle is transactional so the Sandler training was focused that and shortened the Budget Step. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

I am trying to find the true pain of a business and how I can help eliminate that. I have realized people are much more open to talking when you just ask them questions. Review collected by and hosted on G2.com.

EI

Verified User in Information Technology and Services

Enterprise (> 1000 emp.)

9/19/2019

"Dir of Sales Enablement"

5/5

Describe the project or task Sandler helped with:

Basic Sales Process Training. We needed to provide 101 training for a very inexperienced and young sales team. They needed to understand how to manage a meeting, a sales cycle and clients. Review collected by and hosted on G2.com.

What do you like best about Sandler?

honestly all of it. However, the UFC was very useful. Having a good understanding and a sales methodology was critical to our success. Review collected by and hosted on G2.com.

What do you dislike about Sandler?

Like all training, it's difficult to have sustained use. No dislikes in the actual content itself Review collected by and hosted on G2.com.

Recommendations to others considering Sandler:

Use Carlos Garrida. He is very personable and makes the training entertaining. Important, continue ongoing certification of usage. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

I would say the greatest benefit is having the reps follow a process and be much more organized in managing and controlling meetings. Review collected by and hosted on G2.com.

MI

Verified User in Internet

Mid-Market (51-1000 emp.)

11/25/2019

"VP Sales"

5/5

Describe the project or task Sandler helped with:

It was time to "sharpen the knife" and there was only one way to go and that was Sandler. We went through the 2 day course and we all found it to be extremely valuable. Review collected by and hosted on G2.com.

What do you like best about Sandler?

The course material and the foundation of Sandler just make good sense. The facilitator, Mike Myers was excellent. Review collected by and hosted on G2.com.

What do you dislike about Sandler?

I dont think there was any area that we disliked. The methodology will take time to master, but that is on us. Review collected by and hosted on G2.com.

Recommendations to others considering Sandler:

I would highly recommend Sandler. I have taken MANY sales courses and this is by far the best. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

We wanted to increase our sales acumen and our ability to execute. Sander's sales techniques, when applied, will certainly help us get there. Review collected by and hosted on G2.com.

TI

Verified User in Internet

Mid-Market (51-1000 emp.)

9/27/2019

"A Welcome Sales Refresher"

5/5

Describe the project or task Sandler helped with:

They helped the sales team reframe their delivery and help them achieve better conversations with prospective customers. Review collected by and hosted on G2.com.

What do you like best about Sandler?

The Hot List

tailored training techniques specific to our business/industry

Role Play

Open format to speak freely with instructor Review collected by and hosted on G2.com.

What do you dislike about Sandler?

I didn't have much that I disliked. The program speaks for itself in the sense that it's about how you adopt the tools presented and if you have the willingness to do something different to achieve different results. I was personally very satisfied by the training. Review collected by and hosted on G2.com.

What problems is Sandler solving and how is that benefiting you?

The problem that we have is the way the platform is presented to customers we lead with wrong terminology and it sets incorrect expectations as a result. By going through this training and getting a more intimate opportunity to talk with my team members we are able to switch up the narrative and approach things from a sense of value versus price. Review collected by and hosted on G2.com.

OF

Verified User in Financial Services

Small-Business (50 or fewer emp.)

11/14/2019

"Ruby Group"

5/5

Describe the project or task Sandler helped with:

I was brand new to sales and was thrown into a position with no training. I started working with The Ruby Group of Sandler Training and was the only person of my hiring group to make it. Without a doubt I would have never made it without Mike Jones and the Ruby Group. Review collected by and hosted on G2.com.

What do you like best about Sandler?

They practice what they preach and teach what they use in their own businesses. They are not shy to tell you what doesn't work, at least for them, either. And Mike Jones will always make time for anyone, client or not. Review collected by and hosted on G2.com.