Selling to large enterprise accounts w/ Brian Sullivan - VP of enterprise selling @ Sandler Training

September 22, 2017

Brian Sullivan is the Vice President of Sandler Enterprise Selling at Sandler Training, an international training and consulting organization. Prior to joining Sandler in 2012, Brian was in sales, sales management and P&L management positions with The Cap Gemini Group for thirty years and in sales positions with Xerox Corporation prior to his time with Cap Gemini. He also served as an adjunct professor for twelve years at Loyola University Maryland, where he received his BA in Business Administration and his MBA in Marketing.

Brian is the co-author of Sandler Enterprise Selling: Winning and Growing Enterprise Accounts. 

To contact Brian -

Purchase "Sandler enterprise selling: Winning & growing enterprise accounts" here -



Selling Technology W/ Rich Chiarello | Sandler Training

August 23, 2017

Rich Chiarello is a sales and sales management expert specializing in unique and highly effective approaches to sales and management utilizing Sandler Training. With over 25 years of business development, management, and training experience, Rich Chiarello, previously Executive Vice President of Worldwide Sales at CA, Siebel Systems and COO at webMethods software, has extensive experience in expanding domestic companies and global business teams.

In this podcast, I talk to Rich about his latest book "Selling Technology the Sandler Way". Rich has unparalleled insight into whats required to be successful in todays selling environment. 

To contact Rich - 

Purchase "Selling Technology the Sandler Way" here - 


Seven Steps To Better Forecasting Accuracy

July 26, 2017

The ability to forecast accurately is a skill, and just like any other sales skill, you have to work on developing it. In this podcast, I will show you a seven step process to follow that will significantly improve your results. It's slightly longer than usual, but then again, it's a more persistent problem than most. 


If you found value in this podcast I'd really appreciate if you hit the follow button, it would mean a lot. 


A sales VPs 10 commandments for effective selling

July 20, 2017

Philip Walsh is the VP of Sales EMEA for Quest Software. Last year he and his team developed their 10 commandments for effective selling. This is their charter for success, their rule book that is given to all new starters.

In this podcast, Philip will be sharing with me how they decided on what commandments to follow, what those commandments are and what impact they have had on the business.