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McDonell Consulting Group, LLC I Baltimore, MD

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
eSentire

Growth Stories, PACE, and the Power of the Upfront Contract

Tools and Resources






Most Recent Training Session Summary

What a great session! Chris covered a lot of ground with the group, starting with why storytelling matters so much in our work: when the job is done well, nothing visible happens, and that invisibility is exactly what makes renewal conversations feel uncertain to clients. You practiced building save stories using the five beat structure (Situation, Threat, Save, Cost Avoided, Next Chapter) and worked through how the same story shifts altitude depending on whether you are speaking with a TAM's technical audience or an AM's business audience. From there Chris introduced PACE, the client success operating system, and spent the majority of the session on the upfront contract, having you practice opening every conversation with clarity and purpose so nothing drifts and nothing gets left to chance.
 
Key takeaway: A save story only creates value if it gets told, and an upfront contract is what earns you the room to tell it. Structure your first 45 seconds with purpose, time, their role, your role, and outcome, and you set the stage for a conversation that builds trust instead of leaving it to chance. 

 



Most Recent Training Session Assignment

  1. Watch the re-cap video above
  2. Review what you documented as your SAVE story
  3. Review what you documented for PACE
  4. Work on your upfront contracts
  5. Continue with the AI roleplay tool



Upcoming Sandler Events

Annual Sandler Sales and Leadership Summit - Orlando, April 12-13, 2027 - Learn More
  • Every year, over a thousand of the world’s top sales, leadership, and management professionals gather at a resort location for the Sandler Summit, where we network, share ideas, celebrate each other’s successes, and participate in sessions led by top Sandler training professionals

Who to contact 

For Training Questions

CEO and Sandler Trainer: Chris McDonell - chris.mcdonell@sandler.com, 410-339-5126

For Billing, Scheduling, and Operations Questions

Director of Operations: Kristine McDonell - kristine.mcdonell@sandler.com, 443 -798 -7738

For Sandler Online, Assessments, and General Questions

Client Success and Marketing: Erica Haskell - erica.haskell@sandler.com, 443-345-1416


Frequently asked questions

How will I receive communications about my trainings?

You will receive all training information through email. You have been added to a custom list that only includes your team members. It is very important that you do not unsubscribe from our emails so you continue to receive all follow-up and training information.

What are the Zoom best practices?
  • Please make sure your screen name is your First and Last Name
  • Be on time 
  • Mute your microphone 
  • Have your camera on when you can and be meeting ready 
  • Come prepared 
  • Avoid multi-tasking and limit distractions 
  • Keep your zoom account up-to-date 
  • Using the Chat feature- Please make sure you are aware of who you are sending messages to. You can choose to send to everyone or individuals. If you have any questions during a session, feel free to direct message Erica or Kristine McDonell at any time.   
  • If at any time you are logging in with two devices for audio, send Erica or Kristine a chat to us know. This will ensure your audio and video devices end up in the same breakout rooms
  • If you are not familiar with Zoom, please feel free to reach out to us. We will be happy to set up a practice zoom meeting with you to walk through how to use it. 
What do I do if I miss a session?

We get it! We are all human. In the case that you have to miss a session, all recordings (if the session was virtual) and follow-up materials will be here in your Sandler Home Base Page. We recommend you watch the recording prior to your next session so you are caught up with the rest of your team.

Where can I access the recordings?

You can access the recordings here on this webpage, they are linked above under Training Resource Links.

How are the training sessions added to my calendar?

Kristine will be creating the calendar invites and sharing them with you.

What is the Extended DISC assessment and how do I get my results?

Extended DISC is a behavioral model used to categorize the way people interact and thoroughly describe how an individual is hard-wired.  DISC takes its name from four participatory types: Dominant, Influencer, Steady Relater, and Compliant.  A person's interaction style involves more than the way they deal with other people. It also affects how the person processes information and deals with emotions, the kind of activities or jobs the person prefers, and how they complete them. Success in life – both professional and personal – is primarily determined by how well one interacts with others.  The ability to effectively relate, communicate, influence, and motivate others is critical in creating successful relationships with customers, managers, employees, friends, and family members.

Your results will be sent to the MCG Team, they will distribute your results to you before your DISC training session.

Why do I have more than 1 training session on my calendar per month?

If you are seeing more than just your private team training sessions on your calendar (some examples include Sandler Foundations, Sales Mastery, SLGS, etc), it has been discussed ahead of time with your leader that you would be put into one of our public training programs in addition to your private trainings. Information about these programs will be communicated to you prior to when they start.  

How do I access Sandler Online?

Please log into Sandler Online with the following information:

  • URL: https://learn.sandler.com
  • Username: Email Address to which this email was sent.
  • Password: You will have the opportunity to set up a password when you first log in.

If you are having trouble accessing Sandler Online or any of its corresponding materials, please try the following:

  • Make sure you are using the Google Chrome browser
  • Try typing in the link, https://learn.sandler.com/ into your browser
  • Reach out to your tech team to ensure all firewalls are removed for Sandler Online and Vimeo