Purpose Under Pressure

We all know what success looks like. More appointments. More sales. More revenue. More “Yeses” But what if we deliberately chase something that feels like failure? Instead of spending your day trying to avoid rejection...

Every salesperson knows they need to prospect. And yet it’s often the task we avoid the most. We tell ourselves people won’t answer the phone, emails will be ignored, gatekeepers will shut us down or we’ll hear “no”...

What would you do if your business lost 90% of its customers almost overnight? You still have employees depending on you. You still have bills to pay. You have no idea how long it's going to last. The obvious answer is...

Prospecting can feel awful. You make the list, do the research, block out the time—and then suddenly almost anything seems more appealing than picking up the phone. But what are we actually afraid of? What is the worst...

Leadership can come with a dangerous assumption: if you’re in charge, you should lead everything. After all, who else is going to do it? And maybe that’s the question. Because trying to lead everything can actually...

Leadership begins with influence. Every day, people shape the direction of a team through the standards they set, the attitude they bring, the ideas they contribute, and the way they make the people around them better...

Success can be surprisingly comfortable. You find the behaviors that work, develop confidence in them, and naturally begin relying on what you already know. The problem is that what worked yesterday may not be enough to...

In sales and leadership, we can spend a lot of energy worrying about whether we’re getting enough recognition, whether the right people see what we’re doing, or whether someone else is getting opportunities we deserve...

We work hard to get comfortable. We want financial security, a job we know how to do, a comfortable retirement and a little less pressure in our lives. There’s nothing wrong with any of that. The problem comes when...

It’s easy for salespeople to look at a potential customer and immediately see opportunity. They need what you sell, they filled out a form, they asked for a quote, or maybe they simply look like the kind of company...

There are 8,736 hours in a year. We all get the same number, yet some people seem to accomplish more without allowing work to consume everything else. Maybe the problem isn’t that we need more time. Maybe we need to...

Success rarely follows a straight line. It’s the moments that seem like setbacks that often become the pivotal points that determine where we go next. For Dave Mattson, nearly 40 years with Sandler have included...

We’re all short on time. The deadlines keep coming, the inbox keeps filling up, and there always seems to be something else that needs our attention. Our own time management issues are one thing. But when we force...

What if the best person for the next opportunity is already on your team? They may have been hired to fill one particular need, but that doesn’t mean it’s the limit of what they can contribute. Great leadership means...

Walking into a sales meeting without doing your homework is exactly what every other salesperson does. Just a little bit of pre-call knowledge makes a big difference in how you present yourself. It means you know enough...