Sandler Sales Development Series
Essentials Virtual Program
Launches July 17th @ 11:00 am cst
Outcomes to Expect
In this program, you’ll learn Sandler’s proven best practices on how to work smarter, foster meaningful connections with prospects and customers, and strategically target the deals you’re most likely to close.
— Apply a systematic approach to every selling opportunity
— Conduct business conversations rather than product pitches
— Exhibit equal business stature with prospects and customers
— Engage the right players early to eliminate future roadblocks
— Apply key metrics to qualify or disqualify an opportunity
— Close higher-quality business with greater predictability and higher margins
— How to close better deals, faster
Sandler Essentials Virtual Training Path
— Eleven 90-minute Weekly Virtual Sessions
— Extend DISC Assessment and Interactive Digital Workbooks
— Peer-to-Peer Collaboration and Custom Selling Solutions
— 24/7 Access to Sandler Management Development System (LMS)
— Coaching, Role Play and Accountability
— Essentials Certification Available on Completion
— Immediate Access to Sandler Reinforcement Training
I highly recommend Jay Mathis and Sandler Sales for your sales training needs. Jay’s integrity, engaging style, and quality training make a real impact. He’s helped both our new reps and seasoned leaders adopt fresh strategies using technology.
Sandler training helped me engage prospects as a trusted advisor, developing solutions that best meet their needs. It provided me the tools and mindset for accelerated growth in my career and greater confidence in every conversation.
Jay did a phenomenal job facilitating the Sandler training and I’m excited to apply and build upon the strategies learned. If you work in any sales capacity, I highly recommend this course.
It has been refreshing to collaborate and implement the training in a live scenario with others. Jay provided incredible value as he coached us through the Sandler training program.
What You'll Learn in Essentials
1. The Success Triangle: Long-term sales success hinges on strengthening all three areas, not just technique.
2. The Buyer-Selling Dynamic: Today’s buyers are informed and independent, seeking consultants who empower rather than pressure them.
3. Essential Communication Skills: Learn to establish rapport and credibility without relying on small talk or surface-level chatter.
4. Initiating Buyer-Focused Conversations: Cold-calling is still essential—and you can learn to do it without fear or awkwardness.
5. Creating Mutual Agreement: Set clear expectations at the start of meetings to avoid confusion and ensure mutual accountability.
6. Discovering Buyers’ Motivations: Uncover what’s driving the buyer’s need so they see your solution as essential, not optional.
7. Better Understanding through Asking Questions: Use thoughtful questions to gain trust and navigate objections without sounding defensive.
8. Understanding Investment Parameters: Budget conversations don’t have to be awkward—learn how to address investment early and effectively.
9. Identifying the Decision-Making Process: Discover how your buyer’s internal decision-making works so you can engage the right people at the right time.
10. Communicating the Solution and Closing the Sale: When done right, the close is a natural result of a well-qualified and mutually beneficial sales process.
Supported by Sandler Learning Management System
The Sandler LMS gives you the cutting edge you need to sharpen your mind, behaviors, and skill sets to make meaningful changes in the way you sell. This on-demand platform has thousands of resources to help support true sales transformation. Content Includes:
— Sales Accelerator Series
— Digital Workbooks and Reports
— Resources for Sales Professionals
— Resources for Sales Leaders
— Harvard Business School Case Studies
— White Papers on-demand
— Sandler Rules for Sales professionals
— More added all the time!
Sandler Essentials Virtual Program
Jay Mathis | President
I specialize in sales performance, sales leadership, customer success, and organizational excellence through Sandler by Mathis Consulting of Texas. I work with business owners, sales leaders, and professionals who want to replace guesswork with a reliable system for growth.
We help clients build a sales process that works, implement prospecting strategies that deliver, shorten sales cycles, and create a system that drives consistent revenue and team accountability. Our programs help teams qualify faster, lead with confidence, and build a culture where performance thrives.
Before launching my Sandler franchise, I spent nearly two decades in financial services as part of a successful family firm. I’ve also served as a pastor and church planter, and later as President of a global nonprofit—leading teams in both the U.S. and Uganda. These experiences deeply shape how I consult, lead, and equip others to build trust, drive clarity, and deliver meaningful results.
I look forward to connecting with you!
Jay.mathis@sandler.com or 254-855-5401
