David H. Mattson

David H. Mattson is CEO and President of Sandler Training. His new book is HOW TO SELL TO THE MODERN BUYER: 52 Sandler Rules For Sales Success. Under his leadership, Sandler has grown to over 250 offices in 32 countries and become a perennial award-winning leader in training and development. He has written or contributed to many powerful sales and leadership books, including two Amazon and Wall Street Journal bestsellers.

David H. Mattson is an opinion columnist for the CEOWORLD magazine. Connect with him through LinkedIn.

CEO Advisory

Some Thoughts on Improving Sales Efficiency at a Time of Accelerated Digital Transformation

CEO AdvisoryDavid H. Mattson

One inescapable business trend has been all over the news lately. It’s a trend that goes by a lot of different names. Some people refer to this trend as the AI revolution, but I prefer to call it Accelerated Digital Transformation. That’s a label that covers a lot of territory,...

Special Reports

THE MONSTER UNDER THE BED THAT’S UNDERMINING YOUR SALES TEAM

Special ReportsDavid H. Mattson

The founder of our company, David Sandler, created and made famous a powerful learning model he called the Success Triangle. Attitude is what happens between your ears. Technique is what you learn to do. Behavior is what you do consistently–what you put into practice. Those three corners on the triangle...

CEO Advisory

What Does “Lead with Integrity” Really Mean?

CEO AdvisoryDavid H. Mattson

I often start discussions about sales leadership with the rule, “Lead with Integrity.” People sometimes ask me what that really means, so here’s a true story that illustrates exactly what that principle is and why implementing it is so important. A senior executive I know noticed that there was limited...

CEO Advisory

Four Keys For Transitioning To A Remote Sales Force

CEO AdvisoryDavid H. Mattson

Can your team achieve its revenue goals without showing up in person at the office? The answer is yes...if they have the right leadership. Transitioning from a traditional to a remote sales force can be a challenging undertaking even when you have months to plan for it. Yet it can...

CEO Agenda

A Classic Leadership Pain Point: Too Many Silos

CEO AgendaDavid H. Mattson

Does this ring any bells? Marketing communicates only sporadically with Sales, or not at all, because it believes leadership in Sales is lax. Marketing sees Accounting as a means to an end, and frequently ignores direct requests from Accounting for critical information … although it expects more or less instant...

Education and Career

Common language and approach: the key to consistently increasing revenue

Education and CareerDavid H. Mattson

As a leader, you rely on valid information from each department so you can make intelligent business decisions. The chances are that the team members in your sales department (the people responsible for generating revenue for the company) have no common approach and speak no common business language. It sounds...

Business Advantages of Multicultural Workforce Teamwork and Communication

Education and Career

The One Simple Step that Sets Your Sales Team up for Success

Education and CareerDavid H. Mattson

Is it possible to manage a sales team “by the numbers”? Many of the sales leaders we work with try to do this. They set a quota, they make sure everyone knows what the quota is, and they push for that quota to be hit. They track the number of...

David H. Mattson

Some Thoughts on Improving Sales Efficiency at a Time of Accelerated Digital Transformation

THE MONSTER UNDER THE BED THAT’S UNDERMINING YOUR SALES TEAM

What Does “Lead with Integrity” Really Mean?

Four Keys For Transitioning To A Remote Sales Force

A Classic Leadership Pain Point: Too Many Silos

Common language and approach: the key to consistently increasing revenue

The One Simple Step that Sets Your Sales Team up for Success

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