Closing a deal takes more than a great proposal—it requires timing, trust, and follow-through. In the Sandler Partners National Summit session “Partner Closing Tactics That Get Results,” Ben Edwards, National Director, CX & AI Programs led a conversation with high performing Partners Joseph Saullo, Alexis Pomierski, and John Stahl on how they move deals forward, strengthen relationships, and create consistency in every stage of the sales process.
Highlights from the Session:
- Start with the End in Mind: Joseph Saullo shared how setting a go-live date first helps structure the entire deal, align timelines, and build confidence with customers and Providers.
- Always Set the Next Step: John Stahl noted that closing is an ongoing process—each meeting should end with a defined next action to maintain visibility and momentum.
- Lead with Process and Transparency: Alexis Pomierski emphasized clear scopes, timelines, and communication to build trust, especially in enterprise deals with multiple stakeholders.
- Build Value Through Collaboration: Panelists agreed that co-selling works best when Partners drive alignment early—keeping the focus on customer outcomes, not logistics.
- Think Beyond the Close: Successful Partners stay engaged post-sale with regular check-ins, ensuring continued trust and long-term partnerships.
The discussion reinforced that closing isn’t about pressure—it’s about preparation, clarity, and consistent engagement. Partners who set expectations early and stay involved throughout the lifecycle turn every sale into a lasting relationship.
The Sandler Partners National Summit
The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.