February 4

Umar Hameed


The Future of Sales by Dave Mattson

Sandler Training (@SandlerTraining) named Dave Mattson (@Dave_Mattson) its CEO in 2007. During his years as CEO, revenue from the company’s Global Accounts Division has increased by 53 percent, international revenue by more than 145 percent and total company revenue by 35 percent. Business remained stable through the recent recession and, in fact, experienced an increased profit margin.

Dave Mattson oversees the corporate direction and strategy for the company’s worldwide network of operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy and client satisfaction.

Under Mattson's leadership, the Sandler organization expanded domestically and internationally to over 250 offices in 32 countries around the world. He added numerous program offerings to Sandler’s training portfolio, including Enterprise Selling, Leadership, and Customer Service programs, along with Sandler Certification, the first measurable, skills-based sales certification in the industry.

Podcast Highlights:

  • Always be authentic
  • Exceptional salespeople connect the what with the why
  • Meet your customers where they are
Future of Sales

Contact Dave:

#sales #salestraining

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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The podcast begins with an introduction to Dave Mattson, the CEO of Sandler Training. The host emphasizes Dave's role in transforming the company and his dedication to helping others succeed in sales. The introduction sets the tone for the conversation, focusing on sales strategies, leadership, and personal development.

Dave's Background and Philosophy

Dave shares his background, including how he started in sales and his journey to becoming the CEO of Sandler Training. He emphasizes the importance of continuous learning and adapting to change. Dave's philosophy centers around understanding the client's needs and building trust, rather than pushing products.

Sandler Training Methodology

The conversation shifts to the Sandler Training methodology, a unique approach to sales that emphasizes relationship-building and understanding the client's pain points. Dave explains the core principles of the methodology, including the importance of setting clear expectations, asking the right questions, and maintaining a balance between empathy and assertiveness.

Challenges in Sales

Dave and the host discuss common challenges in sales, such as dealing with rejection, maintaining motivation, and navigating complex sales processes. Dave provides insights into overcoming these challenges, emphasizing resilience, self-awareness, and focusing on the client's needs.

Leadership and Team Building

The podcast explores Dave's views on leadership and team building. He stresses the importance of leading by example, setting clear goals, and fostering a culture of collaboration and continuous improvement. Dave shares practical tips for building a high-performing sales team and creating a positive work environment.

Technology and the Future of Sales

The conversation turns to the impact of technology on sales and the future of the industry. Dave highlights the importance of leveraging technology to enhance customer relationships and streamline processes. He also discusses the need to adapt to changing market dynamics and the role of artificial intelligence in shaping the future of sales.

Personal Development and Success Habits

Dave shares his thoughts on personal development and the habits that contribute to success. He emphasizes the importance of setting clear goals, maintaining a positive mindset, and investing in continuous learning. Dave also provides insights into his daily routine and the practices that have contributed to his success.


The podcast concludes with a reflection on the key takeaways from the conversation. Dave reiterates the importance of understanding the client's needs, building trust, and adapting to change. He leaves the listeners with practical advice and encouragement to pursue excellence in sales and leadership.

Questions & Answers

Who is Dave Mattson, and what is his role in sales training?

What is the Sandler Training methodology?

How can I overcome common challenges in sales like rejection and motivation?

What are Dave Mattson's views on leadership and team building?

How does technology impact the future of sales?

What personal development and success habits does Dave Mattson recommend?

Where can I learn more about the Sandler Training methodology and Dave Mattson's insights?

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About the author 

Umar Hameed


Dave Mattson, Future of Sales

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