sandler asia introduction dec 2015

©2015 Sandler Systems, Inc. All rights reserved.

Introduction to Sandler Asia

Joel Lin [email protected]

President, Sandler Training Singapore & Hong Kong www.sandler.com.sg

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Voted “Best Sales Training Company” in HK Voted Runner-Up, “Best Management Training Company” in HK


SANDLER TRAINING® Sandler is a leading global training company

•  Over 250 training centers around the world

Sales and sales management training experts •  Sales management training: over 500 hours of

curriculum •  Sales training: over 500 hours of curriculum

Tremendous experience working with leading companies Courses led by experienced trainers with real world sales experience and global business exposure

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RANKED #1 TRAINING COMPANY BY ENTREPRENEUR MAGAZINE


Reinforcement Training

Reinforcement training overcomes the training “spike” through incremental

learning

Sandler

Traditional

Holistic Approach

Success Triangle

Attitude

Behavior Technique

SANDLER DIFFERENCE

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Breakthrough performance achieved through holistic approach

Sandler believes in “experiential learning” with a heavy emphasis on role plays and self-discovery learning process. The instruction methodology consists of theory ,

examples and application (role plays)


WORKING WITH GLOBAL LEADERS

Acronis

American Express

AT&T

Bank of America

BMW

Cap Gemini

CSC

Cigna

Google

Hay Group

Harley-Davidson

Hitachi Data Systems

Hewlett-Packard

Honeywell

ITT

JPMorgan Chase

LinkedIn

Macquarie

Network Associates

Novus

Oracle

Quest Software

Shell

Siemens

Texas Instruments

UBS

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AWARD WINNING TRAINING COMPANY

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#1 Sales Training Company

Voted “Best Sales Training Company” in HK

Voted Runner-Up, “Best Management Training Company” in HK


EXPERIENCED FACILITATORS WHO ALSO SELL

Joel Lin President •  Extensive

business experience

•  Former BCG consultant

•  Founded 4 companies

•  Stanford MBA and West Point graduate

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Raymond McConnell M.D. •  Former

advertising executive in the US

•  Extensive training experience with tech clients

•  Masters from University of Maryland

Jensen Koo GM •  Sales and

management experience with leading tech companies like Oracle, Peoplesoft and Amdocs

•  MBA,

Australian School of Management

Kyle Hegarty Executive VP •  Founder of

marketing company focused on Asian markets

•  Over 13 years of experience selling to MNC’s & SME’s

•  Bowdoin College, International Relations & Economics

Joseph Palumbo M.D. •  30 years of

experience •  Private sector

& MBA school staff

•  MBA, Schulich

School of Business Marketing degree, York University

Jesse Liu Master Trainer •  Various

Management roles at leading companies such as Citigroup, Leo Bernett

•  MBA from

Drexel University


CLIENT TESTIMONIALS "We never had a formalized sales training program or methodology at LinkedIn until we started working with Sandler. The short term impact of Sandler was to uplift the sales team. With Sandler, it's primarily about the people and the amazing things they can really do to help you.” -  Brian Frank, VP, Global Sales Operations, LinkedIn

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"Before Sandler, our sales approach was pretty much haphazard. We had no real structure or process. Sandler helped us put processes in place and gave us a more structured approach to selling. Now it's in my DNA. Once you embrace the philosophy of Sandler, you can't turn it off when you go home." -  Greg Mack, UPS Business Unit Manager, Toshiba

“We needed a company with global reach because we are a global company. Sandler was great about giving us ways to keep the training constantly in front of our sales team. All of a sudden, we started hearing words from our Sandler training used in our conversations such as ‘up-front contract,’ ‘pain’ and ‘bonding and rapport.’ That’s when we knew the training was becoming part of our company’s DNA.” -  Mike Philipps, VP, Market Development for Cemex U.S.

“When I was introduced to Sandler I didn’t think I had any problems. Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year-after-year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.” -  Roy Cook, Merrill Lynch

More testimonials available at www.sandler.com


ROI

73%

59% 51%

59%

47% 38%

0%

10%

20%

30%

40%

50%

60%

70%

80%

Overall team attainment of sales quota

Average customer renewal rate

% of reps achieving quota

Sandler Training Customers Show Superior Sale Performance

Sandler

Industry average

N = 835

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Source: Aberdeen Group, April 2011


ROI OF SANDLER TRAINING “Sandler has helped our sales executives to be more mindful of company resources in their sales campaigns…this has led us to lower costs of sales in the six months.” - VP, Sales (Software Company with a focus on Financial Services) “The ability to show our prospects, and customers, that we understand that they buy for their own needs rather than our features and product offerings has allowed my team to become the best team for the region” - VP, Asia (Leading US Company focused on Lifestyle & Equipment)

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CASE STUDY Client: AM Castle ($1B provider of specialty products, services and supply chain solutions) Situation: No formal sales training in place. “No consistent selling methodology, which could be taught, promoted and repeated” had been offered to the wide variety of seasoned and newer sales reps. Sandler program implemented: Sandler facilitator led programs combined with ongoing reinforcement via face-to-face and web based programs. Impact: Increased sales pipeline by 15%. •  “Our Sandler training allows us to consistently provide more differentiation from

our competitors, through better sales and service techniques” —Blain Tiffany, President, Castle Metals Aerospace

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