Jody Williamson

“Jody came into my life in the midst of the commercial integration of Tegrant into Sonoco’s Protective Packaging Solutions group. At first, I was skeptical of Sandler’s sales training process. Besides, Sonoco already had its own in-house program and I was already paying corporate allocations to the cause. Why would I pay for outside sales training? And, so, Jody’s business seemed like an easy target for cost-reduction. I gave Jody a hard time and pick and pulled at the program and budget only to learn that my peers had already committed to that year’s training. I relented and went along. Since I was committed, I decided I best sit in on a couple of Jody’s training sessions just to see what it was all about. As I watched and listened I began to realize that, if nothing else, Jody was going to give me a common language to work with in this newly merged and consolidated commercial organization. I thought to myself, “This will be useful in transforming the culture and unifying the two organization's commercial teams.” Then I began to see the benefits of leveraging common tools and processes across the commercial organization. Sales funnels and pipelines began to come into focus with clear definitions. Measurements and goal-setting for prospecting and cold-calls became clear. I could see more clearly who my “hunters” really were and who my “farmers” were...and who was “camping” and who was “climbing”. This armed me with the facts and data I needed to challenge the sales leadership team and the status quo. Then I learned about the individual sales assessment tools available to us in recruiting, performance and commercial talent management. I was impressed by the depth of Jody’s knowledge of these tools and the actionable insights he was able to tease out...insights the commercial leaders and I could act on. As I became more invested in learning the process, systems, tools and techniques, I found Jody to be a great partner in tailoring the sales training program to our division’s unique needs. For example, we faced raw material inflation significant enough that emphasis on sales growth became secondary to securing price increases. Jody adapted the training and toolbox to fit those needs and was able to then smoothly tact back onto growth and retention, after the needed price increases were secured. Since then, I have brought Jody, and the Sandler selling process, into two additional business units and I am grateful to have Jody as a professional training, trusted adviser and friend.”

“I just finished your book, “The Contrarian Salesperson.” Good job! It instantly reminded me of the John Bunyun classic, “Pilgrims Progress” but in a sales context. I wish there was a book that somehow summed up the Sandler Way in a clear and concise manner. MISSION ACCOMPLISHED!!! Zig when others zag, sell adult to adult, everything is an iceberg, no coasting, manage behavior not results, use a sales process, embrace deliberate practice, if you feel it say…just went up on my wall. Thank you Jody. Job well done. - Tom Paliga”