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USP - Ultimate Selling Podcast

By Paul Lanigan

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Throughout the late 80's and early 90’s I earned a living as a technicial sales support guy at organisations such as GPT, Tellabs, AT&T and Motorola. I witnessed, first hand the respect the salespeople commanded from their peers, managers and customers and how no two days were ever the same. I felt that, as the technical guy, I was already qualified, so I moved into a sales position with a small start up software company. It didn’t take long before I found out that I knew nothing about sales. I was out of my depth and in over my head. I was working incredibly long hours. I was making the cold calls. I was getting meetings. But something was wrong........ despite good training......I simply wasn’t succeeding. As a result I sought help from some of the senior, high performing salespeople I knew. A name that cropped up repeatedly was the Sandler Sales Institute. I booked myself on the next available bootcamp and what I learned made me wonder why I hadn’t done this a lot sooner. Sure, I learned great techniques, but that was a given. It was what I learnt about mindset and my own self limiting beliefs that underpinnned the breakthrough for me. The training I received was life changing. I believed in it so much that I approached Sandler with a view to setting up the first Sandler Training centre outside North America. As a result Sandler Ireland is the longest running Sandler Franchise outside North America. I am fortunate to count some of the worlds most admired companies (Oracle, IBM, Salesforce, British Airways, EMC, L’Oreal, Computer Associates, BMC Software, etc.)

USP - Ultimate Selling Podcast
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  • Free
  • Category: Business
  • Language: English

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