--- title: "Buyer Intelligence for Sandler Teams | Humantic AI" description: "The Humantic AI and Sandler partnership: people and account intelligence in each of the 7 Sandler steps, from Communication to Post-Sell." url: https://humantic.ai/sandler --- > The Humantic AI and Sandler partnership: people and account intelligence in each of the 7 Sandler steps, from Communication to Post-Sell. # Buyer Intelligence, contextualized for *Sandler*. If you are a Sandler practitioner, learn how Humantic AI helps you practice it every day. [Talk to us about the partnership](https://humantic.ai/start/demo) ## Hear It From Sandler Leaders Why hear it from us when you can hear it from the people who lead Sandler. [Why sellers must adapt to every buyer Dave Mattson, Chairman, Sandler 4:00](https://www.youtube.com/watch?v=1cVo31kjvzY) [How accurate is Humantic AI, really? Michael Norton, EVP Sales, Sandler 1:10](https://www.youtube.com/watch?v=CxSoiMTRWCk) [What if Buyer Intelligence disappeared? Keith Barber, VP Sales, Sandler 1:31](https://www.youtube.com/watch?v=jbIOZgIvQdk) **Dave Mattson** Chairman, Sandler **Michael Norton** EVP Sales, Sandler **Keith Barber** VP Sales, Sandler ## Every Sandler Step, Powered by Humantic AI *Visual: Step 1, Communication: a Humantic AI profile of Dana Whitfield, VP Revenue Operations at Walmart, mostly D on the DISC wheel: lead with outcomes, keep it brief, played football and roots for the Longhorns; a HumanMail Agent message "3 numbers for Thursday", written for a D style.* ### Communication DISC profile + personality insights. - People Research Agent *Visual: Step 2, Up-Front Contract: an up-front contract for Walmart on Tuesday. Purpose: scope a 60-day pilot. Time: 30 minutes. Outcome: yes or no by Friday. Agreed by both sides. Her pace is deliberate, and the decision process is the CFO signs off, then legal reviews.* ### Up-Front Contract Seller-driven alignment. You set the agreement with the buyer. Led by the seller *Visual: Step 3, Pain: the top challenges at Walmart, found from 6 sources: faster delivery to more homes (earnings call), keeping shelves in stock (10-K filing) and growing marketplace sellers (news), plus a rising-intent note (researching your category) and how she frames pain (logical and emotional).* ### Pain Pre-researched top challenges from news, earnings and filings. - Account Research Agent *Visual: Step 4, Investment: where the money goes at Walmart, from the FY26 plan: AI tooling, security and field sales, with 40 open sales roles this quarter.* ### Investment Budget trends, financial health and hiring data. - Account Research Agent *Visual: Step 5, Decision: the Walmart buying committee: Rosa Chen, CFO (needs data); Marcus Ortiz, VP Sales (needs vision); Jordan Pierce, Head of Ops (needs consensus); plus Sales Ops, Enablement and an IT Director, with markers for On your site and Email verified.* ### Decision Buying committee maps that track the personality of every decision maker. - People Research Agent *Visual: Step 6, Presentation: a presentation brief: ramp new reps 9 days faster, a pilot ROI hook, win rate +2.1 pts, pace and tone calm and data first, appealing to both logic and emotion.* ### Presentation Account ROI hooks, with tone and story tailored to logic and emotion. - Account Research Agent - People Research Agent *Visual: Step 7, Post-Sell: Buyer Signals refreshing this account (weekly or every 2 weeks, your choice): a new location (Opened a Denver office) and a new initiative (Marketplace growth, named on the October earnings call), with a follow-up style of a warm check-in every 3 weeks.* ### Post-Sell Relationship guide + ongoing signals to protect and grow deals. - People Research Agent - Buyer Signals **Practicing Sandler?** Run every step on your next deal, with Humantic AI. [Start free trial](https://app.humantic.ai/?referralCode=SandlerHQ&utm_source=website&utm_content=sandler#/account-intelligence) ## More From Sandler Leaders and Franchise Partners - ![Donna Cecchini](https://humantic.ai/v2/shared/faces/donna-cecchini-2026.webp) [Watch](https://www.youtube.com/watch?v=yhBvODSWUFg&list=PLuqhrHyvNhU6MFnPlLcu4Z26ipTsO8y1W) **Donna Cecchini** Vice President, Sandler “Without a doubt, I would invest in Miia.” - ![Clint Babcock](https://humantic.ai/v2/shared/portraits/clint-babcock-frame.webp) [Watch](https://www.youtube.com/watch?v=r1d3mDfgCQo&list=PLuqhrHyvNhU6MFnPlLcu4Z26ipTsO8y1W) **Clint Babcock** Vice President, Sandler “To me, it’s a must-have tool.” - ![Mark Foley](https://humantic.ai/v2/shared/portraits/mark-foley-portrait.webp) [Watch](https://www.youtube.com/watch?v=E2exwIqpbgg) **Mark Foley** Vice President, Global Accounts, Sandler “Much more comprehensive than ChatGPT or others.” - ![Jeff Nay](https://humantic.ai/v2/shared/portraits/jeff-nay-portrait.webp) **Jeff Nay** Director of Training, Sandler “Humantic tells me who my customers and prospects are, behaviorally-speaking.” - ![Jim Dunn](https://humantic.ai/v2/shared/portraits/jim-dunn-portrait.webp) **Jim Dunn** Director, BGW Growth Services (Sandler Franchise Partner) “Doing relationship selling without Humantic AI report would be like driving with my eyes closed.” - ![Emma Westlake](https://humantic.ai/v2/shared/portraits/emma-westlake-portrait.webp) **Emma Westlake** SDR Lead, Sandler “Humantic AI has been immensely helpful for my prospecting efforts and has enabled me to personalize my cold outreach.” - ![David Trapani](https://humantic.ai/v2/shared/portraits/david-trapani-frame.webp) [Watch](https://www.youtube.com/watch?v=3lz4euQiAg4&list=PLuqhrHyvNhU6MFnPlLcu4Z26ipTsO8y1W) **David Trapani** Sandler Franchisee Partner “When I look at Humantic, it gives me a leg up because I’ve got that intelligence before I step into a meeting.” - ![John Michielini](https://humantic.ai/v2/shared/portraits/john-michielini-frame.webp) **John Michielini** Sandler Franchisee Partner “Understanding your prospects profile, helps you connect more quickly with the prospect by communicating in a way they prefer.” - ![Roger Williams](https://humantic.ai/affiliate-assets/partners/roger-williams.webp) **Roger Williams** Sandler Franchisee Partner “Humantic AI brings a view of the behavioural style of our contacts which increases success in relationship building and building positive, customer rapport.” [**Read every Sandler story** Our wall of love (opens in a new tab)](https://shoutout.io/humanticai/Sandler/) [**How Sandler uses Humantic AI** Video playlist on YouTube (opens in a new tab)](https://www.youtube.com/playlist?list=PLuqhrHyvNhU6MFnPlLcu4Z26ipTsO8y1W) ## Take DISC Selling to the Next Level The guide we made with Sandler, and Sandler’s own white paper on AI and personality in selling. - Guide, made with Sandler ### Bringing DISC to Life From prospecting to closing, how Humantic AI helps salespeople use DISC at every step of the sales process. [Download the guide](https://media.humantic.ai/resources/Bringing+DISC+To+Life_Sandler+%2B+Humantic+AI+v1.pdf) - White paper by Sandler ### AI Means Sales Is Evolving – But Is Your Sales Team? Sandler talks to Stanford’s Dr. Michal Kosinski about why LLMs alone can’t personalize to a buyer, and why personality-friendly selling wins. [Read the white paper](https://humantic.ai/v2/sandler/sandler-ai-means-sales-is-evolving.pdf) ## FAQs - ### How does Humantic AI fit the Sandler steps? People Research Agent brings People Intelligence (each buyer’s DISC style) and Account Research Agent brings Account Intelligence (the company’s challenges, finances and org chart). Every one of the 7 steps uses one or both. - ### What is DISC in the Sandler method, and how does Humantic AI use it? DISC is a personality framework with 4 styles: Dominance, Influence, Steadiness and Calculation. People Research Agent predicts each buyer’s DISC style from public data, so Sandler-trained reps know how to approach, pitch and close from the first call. - ### Which other Humantic AI products help Sandler-trained reps? Visitor ID shows who from an account is on your website, Intent Scoring shows which accounts are in market, and Buyer Signals keep each account report current. HumanMail Agent writes emails in each buyer’s style, and MCP brings all of it into your AI assistant. - ### Why does DISC matter so much in Sandler selling? DISC is powerful, especially when combined with the Sandler Selling System. It builds stronger rapport, gives a clearer understanding of the personal interest in pain, and makes for a more meaningful conversation between two adults. - ### Where does Humantic AI bring DISC into the sales process? In prospecting, it tunes emails, LinkedIn messages and call scripts to each buyer’s DISC style. In selling, it sends Meeting Insights before every meeting, maps the buying committee and shows who will close faster and with which technique. In marketing, it adds DISC to your CRM for lead scoring and for matching leads to compatible sellers. - ### Is there a guide to using DISC with Sandler? Yes. Bringing DISC to Life, prepared in collaboration with Sandler, shows how Humantic AI helps salespeople use DISC at every step, from prospecting to closing. You can download it from this page. - ### What does Sandler’s research say about personality in selling? In Sandler’s white paper AI Means Sales Is Evolving – But Is Your Sales Team?, Stanford’s Dr. Michal Kosinski explains that tools like ChatGPT are not built to read an individual buyer’s behavior, while Personality AI from Humantic AI is. The paper reports a 114% increase in LinkedIn connection request acceptance at one of the world’s best known financial services companies, and a click-through rate increase of more than 100% in targeted email sequences. - ### Can I try Humantic AI on my own Sandler deals? Yes. Start a free trial from this page and run a buyer’s DISC profile and an account report before your next call. - ### How do we start a partnership with Humantic AI? Talk to us about the partnership from this page. We will walk through a live account with you and how Humantic AI fits your Sandler programs. ## Let’s Talk About the Partnership See how Humantic AI fits your Sandler programs, on a live account. Comparing tools first? [See the Comparison Matrix](https://humantic.ai/comparison). [Talk to us about the partnership](https://humantic.ai/start/demo) ## Related pages - [Read the white paper](https://humantic.ai/v2/sandler/sandler-ai-means-sales-is-evolving.pdf) - [See the Comparison Matrix](https://humantic.ai/comparison)