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IT and Telecoms

Sales, account development, customer service and leadership training for IT and Telecoms companies.


IT & Telecoms Challenges

There are special challenges when it comes to selling IT and Telecoms: end-users often don't understand and don't want to understand the inner workings of the technical solutions and clients are not infrequently large, complex organisations with competing internal interests.  The traditional selling approach no longer works effectively in these markets. Selling, like the technical offerings, has got much more complicated.


Our sales training helps:

  • Eliminate discounting and so increase average order sizes, typically by more than 10%
  • Reduce the length of your sales cycle by as much as 18% or more
  • Shrink over-blown sales pipelines by up to 50% and increase the accuracy of your forecasting
  • Increase the percentage of bids won


Our management training provides techniques and strategies to:

  • Hire the right people for the right role
  • Coach and support your employees
  • Hold teams and individuals accountable to ensure excellent results



Our customer service training helps your team:

  • Recognise and grow prospective business opportunities from inside their department
  • Effectively and efficiently deal with difficult people and situations
  • Address customer needs and recognise the best solutions to solve problem


 Our account development training helps your team:

  • Identify the right internal referrals to gain more of the right business
  • Become adept in finding oppportunities to sell more to your existing clients
  • Navigate complex sales with clarity and ease



Sandler Works in IT & Telecommunications!

We have served sales, leadership, and customer service professionals from thousands of organisations, with millions of participants, around the world for over 50 years. We have developed specialised programs and published books for the industry.

We help IT & Telecom firms:

  • Find more of your ideals clients and start no-pressure conversations.
  • Build trust through an open, honest exchange of information.
  • Negotiate win-win deals with mutual respect and equal business stature.
  • Meet and exceed your sales and profitability goals!

We have used the Sandler sales methodology for 15 months starting with a 2 day overview followed up by bi-monthly focus sessions to ensure that key lesson/topics are reinforced and embedded across the sales teams. Sandler has given us a common language to discuss sales pipeline, qualify opportunities in or out and to either lose quickly or win in the best available manner. Over the 15 month period we have halved our sales pipeline yet continued to grow sales revenue by 20% year on year. With less pipeline we have focused on really selling to those customers who will buy which enables us to continue to sell more. In recent months we have continued to rebuild our sales pipeline and we are now seeing a 30% increase in sales revenue over the last quarter, I expect this to continue to grow.

Kieran Brady, Sales Director, Gamma

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