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Quote Dear Terry With a 20 year track record in direct selling professional services it was refreshing to experience a more professional and unique approach to offering my services to potential clients. The Sandler Sales System is one that I would recommend to those sales people that are not pleased with the typical approach that they have been using, one of a hard sell which requires a constant close close close approach. Your personal ability to understand my business and the opportunity to meet with you weekly to train and practice, really helped me to not just understand these new and very different approaches but to really apply them and get results. Terry you have introduced a system to me that will likely increase my business by 50-75% annually. It was great to be a part of your truly exceptional program. Thank you, Quote

Greg H. O'Donnell
 Associate Vice President
 CB Richard Ellis Limited

sales resources

Webinar: Executive Strategies - Closing Deals - Hitting Targets

Originally aired February 17, 2012

Join host Darryl Praill, My Lead Agency along with Jennifer MacKinnon, Fenix Solutions CEO and Terry Ledden, Sandler Ontario Managing Partner in this lively, tell it like it is discusion.

Aberdeen Group Research Study: "Sales Training: Deploying Knowledge, Process and Technology to Consistenlt Hit Quota"

This research by the Aberdeen Group in June  - July 2010 examined the sales effectiveness of 835 organizations.  The study measured which companies exceeded their sales quotas, and identified the behaviors, philosophies, technologies and tactics that those companies have in common.

This report reveals that leading companies who use outside sales training have a 14.8 percent average year-over-year increase in revenue while increasing their deal size by 7.2 percent; while companies that do not use outside sales training show a 3 percent decrease in revenue, and decrease of 2 percent in deal size. The report also shows that the leadership of ‘best-in-class’ companies shares common core beliefs, such as:


•    Belief in the value of face-to-face sales training
•    Belief in ongoing reinforcement training
•    Belief in the value of training their entire organization on a common methodology to create a common sales culture
•    Commitment to investing in training for their distribution networks.
•    Commitment to collecting sales and management training assets and sharing the information via technology

Apply the Aberdeen Assessment to My Sales Operation

Receive immediate benchmark camparison to best-in-class

Participate in an interactive research assessment. This assessment provides you with a scorecard that measures how your process, approach, and technology stack up against those best-in-class companies, while identifying actionable recommendations for improvement if gaps exist.

The Sales Driven Organization

In this three minute audio, Terry Ledden brings definition to the sales driven organization.  Hear him describe the traits and characterstics necessary to drive consistent, sustainable sales growth.

White Paper "Why Sales People Fail .... and what you can do about it!!!"

This white paper describes the conventional sales process and the resulting non-productive Buyer - Seller dance. Find out how to interrupt the typical buyer - seller pattern of behaviour that results in prospects fighting for control, faking interest, stealing your valuable information - expertise, misleading you into thinking you will be doing business and then hiding - disappearing at decision time. Discover how to flip the approach 180 degrees from conventional selling, collapse the sales cycle, eliminate unpaid consulting, and drive proposal close rate to 100%.

Sales Tactics

Subscribe to Sales Tactics and receive weekly sales advice describing real world sales challenges and situations and suggested counter strategies.

Sales Management Tactics

Subscribe to monthly Sales Management Tactics and receive monthly sales management advice describing real world sales management challenges and situations and suggested approaches.

Sandler's Performance Impact on the Sales Organization - Aberdeen Insight Report

Aberdeen Research Group reports on the impact of Sandler's approach on sales organization performance.