The Training Center For Sales & Business Development News

Woody Austin and John Rollins competed in the Northern Trust Open this past week, hosted in Pacific Palisades, California.

Woody shot 68-70-69-71, landing him in the top 30 and marking the 4th time he’s made the cut this year. Sandler Training is excited to see what develops with this impressive golfer as the season rolls on.

This coming week, Woody will be playing in World Golf Championships-Accenture Match Play Championship, so tune in to GOLF on February 25, 26, & 27 from 2- 6pm, ET. You can catch both John Rollins and Omar Uresti in the Mayakoba Golf Classic at Riviera Maya-Cancun, broadcast on GOLF February 26, 27, & 28 from 6:30-8:30 pm and on March 1 from 7-9:30 pm ET.

Woody Austin and John Rollins competed in the Buick Invitational this past week, which was hosted in San Diego, California. It was a big week for the Sandler golf team as John Rollins received an immense amount of press coverage for his outstanding performance.

John Rollins’ game was on fire as he took an early lead in the Buick Invitational. Proudly showing off the Sandler® logo on his golf attire and scoring an impressive 278, Rollins finished the Buick Invitational in second place. In his second round with an 8-under 64 on Friday at the Torrey Pines’ South Course, Rollins had the day’s best round and almost matched the 2002 South Course record. This is the sixth runner-up finish of Rollins’ career and his performance thus far proves to all competitors on the field that he is indeed a force to be reckoned with.

Meanwhile at the Panama Digicel Championship on the Nationwide Tour in Panama, Omar Uresti had his own course to dominate. Scoring a 67 in round one and landing a position among the top 40 golfers, Uresti ended the tournament with a final score of 284.

Continue your support for the Sandler golf team and tune in as Omar Uresti heads to the AT&T Pebble Beach National Pro-Am in Pebble Beach California this week. TV coverage is available on the GOLF channel on Feb. 12 & 13 and CBS on Feb. 14 & 15, from 3-6 PM.

With President’s Day around the corner and sales quotas hovering over the heads of sales managers and their teams, it’s perplexing that most B2B companies plan to ignore the best time for a cold call blitz. Who’s going to be in the office to answer the phone on a so-called vacation day? CEOs, presidents and business owners typically will be alone in their buildings.

While these top dogs are trying to solve problems that stand between them and their business objectives, their secretaries, assistants and receptionists will be trolling the malls for President’s Day deals. That leaves these top dogs without the usual gatekeepers to stop you from getting through.

Sales representatives who know how to make money in a down economy won’t be spending it at the mall either. In their latest book, Five Minutes with VITO: Making the most of your selling time with the Very Important Top Officer, David Mattson, CEO of Sandler Training® and Anthony Parinello, founder of VITOsm Selling offer these strategies for meeting your Q1 quota and making VITO your ally.

Keep in mind that you and VITO have equal business stature.

VITOs want to talk with people who are just like them. Sales representatives who are measured, paid and retained based on their performance are VITOs’ mirror image. You’re both focused on goals and you’re both working on a holiday.

Talk about what matters.

Communicate how your solution saves or makes money, raises profit and productivity, or decreases defects, penalties or taxes. Be prepared with examples from your company’s customer base so VITO knows you are a proven performer.

Know where you want to go after this conversation.

Most VITOs have taken back the power to make purchase decisions, but typically their department heads or subordinates have information you need before you can craft a winning proposal. Be prepared to tell VITO which people, by name or title, you would like to call on next. Do it right after they return well rested, from what they thought was a vacation day.

RECEIVE A FREE CHAPTER OF FIVE MINUTES WITH VITO.

Sandler Training’s Woody Austin and John Rollins competed in the FBR Open this past week, hosted in Scottsdale, Arizona.

Austin came to the field with assurance, landing a 69 in the first and third round and 67 in round four. Ending the tournament with an impressive performance and score of 277, Austin finished in the top 25. Rollins also managed to make the cut this past week, leaving the FBR Open with a score of 290. Sandler Training is proud of the determination Austin and Rollins exude on the golf course and is confident they will continue to face their challenges head-on throughout the rest of the season.

Continue supporting Woody and John by tuning in for the Buick Invitational in La Jolla, California on the GOLF channel, February 5 & 6 and CBS, February 7 & 8, from 3-6 p.m. ET. Sandler golfer Omar Uresti will also be starting his season on the Nationwide Tour this week by participating in the Panama Digicel Championship in Panama, Republica De Panama.