Six years ago I started my firm and quickly realized that I would have to find my own clients. I can still recall the butterflies in my stomach every time I had to explain to a prospect how I could add value to their company and why it was important that they hire me.

After several months of stumbling through multiple variations of “my pitch”, I realized I needed help — I had to learn to be a salesman without sounding or looking like a salesman. I began attending the Sandler Training and started to understand how to develop a sales process in order to prospect new clients while ensuring that I was a good fit for them as well. As a result of this training, I abandoned my misconception of the “cocky, arrogant person who tries to push a product” and redefined my notion of a salesman and the broader selling process.

Recently, I’ve given a lot of thought to how I can sell my services and AcceleratingCFO in light of this pandemic. And I figured I probably wasn’t the only one doing so. So I referred back to my old materials from Sandler Training and participated in a refresher course offering.

I thought this was a great time to share our previous blog and podcast with Rob Fishman, partner and owner of the Sandler Training Inc. in Suffolk. My hope is that you can benefit from Sandler’s trainings too.

Brian Califano