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Sales Organizations

Tailored Training Solutions for Sales Teams
Effective communication always sells.
Sales teams, including inside sales, pre/post sales and sales account managers, face a constantly evolving imperative to communicate value throughout every step of the sales process. Buyers are sophisticated. Budgets are tight. Old school product pitches aren’t enough to clear competitive hurdles.

In today’s increasingly digital world, the true differentiator is a salesperson who knows what to say and how to say it. Business opportunities are created when the buyer can clearly understand a proposal, see the value in a recommendation, and trust the salesperson to deliver on his or her promises.

Up your conversation, collaboration and sales presentation skills.
Mandel learners contextualize sales messages that drive better business decisions faster. Sales teams apply our proven, learn-by-doing communication methodology in order to:

  • Compete in a challenging business environment
  • Prepare for meetings, sales presentations and conversations with key decision makers
  • Gain organizational agreement on messaging and positioning
  • Distill complex information into a persuasive narrative
  • Demonstrate value to multiple audiences
  • Develop sales skills and sales enablement capabilities
  • Deliver on strategy and promise
  • Maximize account and opportunity management
  • Drive new customer acquisition
  • Build trusted advisor relationships
  • Develop executive presence skills that differentiates from competitors.
ROLES THAT WE SERVE
  • Account Executives
  • Account Managers
  • Inside Sales Reps (ISRs)
  • Technical Account Managers
  • Technical Sales Specialists
  • Field Development Reps
  • Renewal Reps
  • Field Sales Professionals
  • Post-Sales Professional Services
  • Post-Sales Engineers, Managers & Leaders
  • Pre-Sales Engineers, Consultants, Managers & Leaders
  • Re-Sales Consultants
  • Sales Enablement Leaders
  • Sales Readiness Leaders
  • Applications Engineers
  • Systems Engineers
  • Solutions Architects & Engineers
  • Heads of Sales
  • Chief Revenue Officer
GET STARTED
VOICE OF THE CUSTOMER:
HEWLETT-PACKARD ENTERPRISE
Mandel recently sat down for a conversation with Brian Falvey, Director, Public Sector Channel Sales & Strategic Programs at Hewlett-Packard Enterprise. The goal: hear frank answers to important questions about his experience working with Mandel, and the ways Mandel has helped him drive sales and achieve business results at HPE.
WATCH NOW
Tell a Story. Close a Deal. Even on Zoom.
January 07

A sales presentation is too important to be diminished to a sideshow in your client’s day. There are several ways to remedy this situation, but one of the most effective techniques is the use of STORIES.
Should I Use the TED Talk Format for My Business Presentation?
October 24

TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!

Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
How Well Does Your Team Handle Tough Questions?
October 10

Challenging questions, even confrontational ones, present an opportunity.  Tough questions, when handled well, can help you and your team strengthen credibility and gain support for your ideas and solutions. The only question is, how to do it well?

Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
Influencing Others Through Story; A Valuable Lesson from Game of Thrones
June 20

What inspires and motivates people to action? Here’s a hint: it’s not a PowerPoint deck filled with data points and analytics. Learning how to share a powerful story can positively influence others and help your ideas become memorable. Perhaps you need to promote a new idea or close that crucial sale. Learn how some of the most successful business ventures today got their start from sharing a powerful story and how you can make your own narrative work for you.
Because Executive Briefings & Meetings Don't Run Themselves
June 06

Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success?

Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
Want Your Presentation to Be Memorable? Follow the Rule of Three
May 09

Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.
Are Extroverts Really Better at Building Rapport Than Introverts?
April 25

How do you feel about building rapport? Many introverts feel uncomfortable when it comes to rapport-building because they think it means having to make “small talk” with others. If that’s you, fear not. You don't need the gift of gab to build good rapport. And having the gift of gab (or being extroverted) doesn't guarantee success either — especially if you're the one doing most of the talking.

Read the blog to get specific rapport-building tips anyone can use to quickly make a strong connection with others.
Do Salespeople & Technologists Communicate Differently?
December 13

Do salespeople and technologists communicate differently? Is one group better at presenting than the other? Can the two ever agree on how to present or what info to share? Corporate Workforce Development expert, high-tech industry veteran, and former Mandel client Suzanne McLarnon shares the secret behind developing both sales and technical professionals into superb communicators.
Questions I Wish I'd Asked (How to Improve Sales Conversations)
June 07

What’s the secret to wildly productive first-time sales meetings or conversations with executives? Thought-provoking questions. Read the blog to find out why—and how to tell if YOUR questions are thought-provoking enough to make customers want to learn more.
The Power of "What If" Storytelling
March 15

A well-crafted story gives power to your ideas and recommendations like nothing else can. If there's one type of story every salesperson should have in their toolbox, it's the "What if" story. Read the blog to learn what a what if story is, how to tell one, and why it's so effective at connecting with customers and getting them to a decision faster.
Most Popular Skill-Building Content of 2017
December 28

As the year comes to a close, here's a look back at Mandel's most popular skill-building content of 2017. Whether trying to make a great first impression, give a persuasive presentation, or convince others to support your idea, how you communicate will be key to your success in 2018. To help you prepare, we’ve curated this list of the most downloaded skill-building content just for you.
"This training applied across the spectrum of our employees. Whether new in career or role, or a seasoned veteran. What's really important for us as leaders, when you roll a training out like this to your employees, you have to be very mindful of their time. When you're pulling them out of the field and say come to this instead of going to work on your quota, it better be valuable, and this was.”
-Sales Leader, Fortune 50 Technology Company
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About Mandel
Mandel is the global communication skills training company for organizations that believe in unleashing the power and potential of their employees. As proven experts in the science of communication in a complex world, we help companies around the world discover new ways to help their people think and speak more effectively, and make every communication count.
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