Sandler, Markham, ON

BACKGROUND

Introduce your business and what you do there.

I’m the president and owner of Fulcrum Search Science Inc, an executive search firm.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Sandler, Markham, ON?

We sell a business service to two business owners. We were looking for better tools, methods, and selling skills to help us sell our service in a B2B context.

SOLUTION

What was the scope of their involvement?

Sandler, Markham, ON provided us with sales mastery training services. They employed a very hands-on methodology that focused on incremental change over time. That meant learning new skills, doing role plays, going out and trying out the new skills during the week, coming back the following week to talk about what worked and what didn’t work, and finally, doing course corrections. The repetition and the practical experience were really helpful in solidifying our sales team’s new skills and knowledge.

What is the team composition?

We worked with two trainers from Sandler, Markham, ON.

How did you come to work with Sandler, Markham, ON?

One of the consultants that I hired five years ago now had been trained in the Sandler, Markham, ON methodology, and I was impressed with his skills. I reached out to Sandler about the training, and they came in and had a discovery meeting with me. I was quite impressed with the skills that they had, and I didn't feel like I was being sold to. They genuinely cared about the challenges we were having and their implications.

How much have you invested with them?

We invested around $50,000 CAD (Approximately $38,500 USD) in total.

What is the status of this engagement?

We worked together from September 2016–September 2018.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

The two instructors were very confident and knowledgeable, and they each brought different kinds of skills to the sessions. One of them was charismatic, and the other was much more methodical. One of them was great at teaching new concepts, and the other was very good at identifying the challenges that we were having and providing ways to fix them. They were a great combination.

How did Sandler, Markham, ON perform from a project management standpoint?

Sandler, Markham, ON performed well in terms of project management. They were always well prepared — they knew what they wanted to cover over the course of the week. They had great follow-ups outside the weekly sessions. They really cared about us — they wanted to make sure the knowledge was transferred and that it was being applied and useful.

We typically communicated through email and phone calls. 

What did you find most impressive about them?

Sandler, Markham, ON had excellent material, and they taught it in bite-sized pieces. The learning was well-grounded and applied and became second nature for us. It was evident that they cared that we were actually progressing, growing, and getting better.

Are there any areas they could improve?

I don’t have any complaints — I was impressed with them all the way through.

Do you have any advice for potential customers?

Make sure to endorse the program properly to your staff so they can get the most out of it.

BACKGROUND

Introduce your business and what you do there.

I’m the senior sales director at a local division of a regional power distribution company. We build fiber networks that provide fiber-optic networks for local corporate constituents. Our services have also recently expanded into a new connection between Canada and the US, in Michigan.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Sandler Training?

I specifically hired Francesco (President) to help with my sales and business development effort. The goals were to transform my productivity by improving sales experience with clients and foster my emotional management around my job.

SOLUTION

What was the scope of their involvement?

I pinpointed the work I wanted to do around my values and rationalizations of business. I wanted to evaluate my work and look for alternate ways to approach my marketing and sales activity to create a higher impact with my clients.

Rather than tactical consulting, I hired Sandler Training to help me on the reasoning side of devising a more positive approach to my tasks and goal setting. They also helped set up a goal system that allows me better track my activities and not be so scattered. Their work revolved a bit around organization and goal setting. The ultimate goal is to help me focus on my work.

There’s one very specific personal development goal they’re helping me pursue. I’m a very seasoned professional, and I needed to do some tweaking as I prepare for retirement.

How did you come to work with Sandler Training?

Francesco worked in the telecommunications industry before embarking on this coaching venture, and I worked with him in the telecommunications industry.

How much have you invested with them?

The total cost is around $8,000 CAD (approximately $6,000 USD).

What is the status of this engagement?

We’ve been working together since January 2021.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

They’ve been critical in helping me focus more on my job and improving my metrics and tracking the customers I’ve been in touch with.

I’ve undergone a large and powerful transformation since working with Sandler around emotional management, fear management, and triggers around my job. It’s hard to create a metric around this type of work, but the changes and shifts in my approach have helped me go sky high. I’m much more able to engage with and enjoy my work; it’s been a profound time of change.

How did Sandler Training perform from a project management standpoint?

We have weekly calls for 30 minutes every Monday morning where we discuss my goals. I share examples of my progress and the tools I’m using and what difference I see them making. We’re very specific about my progress.

What did you find most impressive about them?

Francesco is a very unique individual with an incredible amount of empathy, intuition, and listening ability. He’s very in-tune with the emotive side of his work, and he’s very effective. He’s got leadership ability and it’s very easy to trust him.

He understands the issues that I have and finds real solutions for me. He’s constantly sending me stories, exercises, information, and articles that he thinks are appropriate for me. He’s very approachable.

Francesco also has good boundaries. He excels at deciphering what his role is and what my role is. This is very critical to working with a coach.

Are there any areas they could improve?

I don’t have any constructive criticism for them. The support I’m receiving is very subjective. This relationship is crafted to deliver nothing but positive impacts, so there isn’t anything they could do better. We have an extremely professional relationship where we are equals and know each other’s roles.

I don’t have any kind of feeling that he’s missing something.

Do you have any advice for potential customers?

A lot of what provides positive outcomes for me is my honesty and self-awareness in the process. Show up with every intention of wanting to change and adjust what you’re doing. Francesco will use the tools you have and apply them perfectly.

BACKGROUND

Introduce your business and what you do there.

I’m the founder and director of leadership and organizational development at LifeQuest Strategies, a professional training and coaching company. My main goal is to empower individuals and institutions through transformative and professional leadership programs.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Sandler Training?

I needed their team to help me improve my sales system through their skills training.

SOLUTION

What was the scope of their involvement?

I noticed that there were nuances in my sales processes since I went back to operating in Canada from my international sales operations in Latin America and Spain. Upon observing this, I instantly thought that it would be best to work on this aspect by devising a particular sales methodology to streamline my operations and increase my capacity to sell. Sandler Training provided specific tips and strategies that I incorporated into my system to improve my sales. I enrolled in their training course that consisted of comprehensive videos and other study materials that guided me to create an optimized sales system for my company.

What is the team composition?

I mainly communicated with Francesco (Franchise Owner), who worked as my sales trainer and coach.

How did you come to work with Sandler Training?

I knew Francesco from our previous work engagements. I found out about his newly franchised company, and I was more than happy to try out their services since I was already familiar with Francesco’s great reputation.

How much have you invested with them?

I spent about $10,000–$25,000.

What is the status of this engagement?

Our collaboration ran from March 2020–April 2021.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Sandler Training employed a professional philosophy that positively changed my sales abilities — I became more efficient and confident when it came to engaging investors. I can now confidently walk away from leads that won’t take my business anywhere and focus on the ones that I can convert to improve my sales. Their supportive practices and feedback motivated me not only to qualify leads accurately but also to aim for better personal branding.

How did Sandler Training perform from a project management standpoint?

We mainly communicated via Zoom. We had weekly meetings wherein we discussed expectations and went over the training course. They were a team of professionals — the organization of their resources was both rich and easy to absorb. I liked how I was still given the opportunity to decide how much information I wanted to study and incorporate into my sales workflow. It’s unbelievable how they agreed to share that amount of knowledge with everybody.

What did you find most impressive about them?

I was really impressed with how comprehensive their system was. Initially, I’ve had second thoughts on whether to commit to the engagement or not, but the results proved that I made the right decision. Sandler Training devised a beneficial system that set me up for success. It wasn’t based on plain theory alone — everything was achieved through applied practice.

Are there any areas they could improve?

It’s actually a strength in terms of organization, but my only complaint was that I personally found their resources and constant follow-ups to be intense and overwhelming. It was a rigorous program and I sometimes felt like there was no room to slack off. While I thought this was understandable, it’s also an area that they could consider improving.

BACKGROUND

Introduce your business and what you do there.

Our organization is Agincourt Community Services Association (ACSA), a community-based social service agency in Scarborough, Toronto. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Sandler Training?

We were given an opportunity to work with Francesco (President) for us to receive leadership skills enhancement coaching sessions.

SOLUTION

What was the scope of their involvement?

I have regular coaching sessions with Francesco. The goal of this engagement is to improve my leadership skills and, in turn, enhance the leadership of our agency’s management team. The sessions occur on a regular basis depending on my schedule, and they happen either every two weeks and every month. 

What is the team composition?

I only work with Francesco. 

How did you come to work with Sandler Training?

We were introduced to Francesco several years ago through a coaching opportunity. The current engagement is a collective effort, and the coaching and mentoring services are offered through an organization called Toronto Neighborhood Centers. 

How much have you invested with them?

The services I receive from Sandler Training are pro bono.

What is the status of this engagement?

We started engaging with Sandler Training in January 2018, and it’s ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

Francesco is extremely professional. He always comes to the table with presence and knowledge, and he gives relevant feedback, suggestions, and ideas that are very pertinent to the nonprofit sector. The tools and materials that he makes available are relevant to me, too. I can read further and examine them deeper; I can also use them to enhance the experience of my agency’s leadership team. 

Overall, Francesco is very present, knowledgeable, and always ready to go. He’s also an unbelievable listener. I have the autonomy over the direction of our conversations and what I want to unpack and learn in each session. It’s magnificent that he is able to navigate those conversations, and I feel extremely fortunate to be able to have this kind of support. 

How did Sandler Training perform from a project management standpoint?

Francesco and I meet on a regular basis for coaching purposes. Otherwise, we usually communicate through email. 

What did you find most impressive about them?

Sandler has an amazing way of applying the principles of sales and marketing to the nonprofit sector. This is something I’ve noticed from the very beginning. They can show me how I can increase our fundraising revenues using those same principles. 

Are there any areas they could improve?

No, there aren’t any. I don’t have anything to compare their services to, and it has been an invaluable experience. 

Do you have any advice for potential customers?

Give it a go, and test some of the models and principles that are being shared by the Sandler professionals. These are principles that really make sense, and if you stick to them until the end, you’ll see results. They'll serve you in the long run.