--- title: "Sandler: Lead the Buyer's Process | Humantic AI" description: "Sellers who follow the buyer's process end up reacting to it. 2 Sandler leaders on leading the process without taking control away from the buyer." url: https://humantic.ai/webinars/sandler-lead-the-process --- > Sellers who follow the buyer's process end up reacting to it. 2 Sandler leaders on leading the process without taking control away from the buyer. Skip to content 27 May 2026 Fireside chat 50 min # Sandler Methodology: Stop Following the Buyer's Process, Lead It. 50 min Free preview 0:30 Watch the session × ## Keep watching That was the free preview. Tell us who you are and the rest of this session opens straight away. Sellers who follow the buyer's process end up reacting to it. The timeline is theirs, the next step is theirs, and the deal moves at whatever speed they feel like. ## What we covered 2 Sandler leaders on taking control of the process without taking control away from the buyer. Where the handover happens, what to say when the buyer sets a timeline you cannot work with, and how to lead a process that still feels like theirs. The full recording Watch the whole session. Add your details and it opens straight away. Get the recording ## Who should watch Sellers trained on Sandler, and any AE who keeps ending up reacting to the buyer's timeline. ## About the guest Scott Bliss is President of Maximum Performance Management, Sandler NJ. David Trapani is CEO of AGT and Associates, Sandler Princeton. Both coach enterprise teams on the Sandler methodology. ## Speakers ![Scott Bliss, President, Maximum Performance Management](https://humantic.ai/v2/shared/portraits/scott-bliss-frame.webp) Scott Bliss President, Maximum Performance Management, Sandler NJ ![David Trapani, CEO, AGT and Associates](https://humantic.ai/v2/shared/portraits/david-trapani-frame.webp) David Trapani CEO, AGT and Associates, Sandler Princeton [Register for the next session](https://luma.com/wes3mtuv) [Book a demo](https://humantic.ai/start/demo) Registration for live sessions is handled on Luma, and replays stay here. ## More On Buyer-First Selling [All webinars](https://humantic.ai/webinars) [AI-Powered Selling](https://humantic.ai/webinars/mcp-missing-connection) ### MCP: The Missing Connection in Your Sales Stack ![Matt Wilkinson, Founder and CEO](https://humantic.ai/v2/shared/faces/matt-wilkinson-clean.webp) ![Amarpreet Kalkat, Founder and CEO](https://media.humantic.ai/img/amarpreet-new.png) **Matt Wilkinson**, Strivenn · **Amarpreet Kalkat**, Humantic AI 30 Sep 2026 Watch [Buying Committees](https://humantic.ai/webinars/13-stakeholders-one-deal) ### 13+ Stakeholders, One Deal: How to Read the Room Before the Room Reads You ![Mark Hunter, Author, speaker, Global Top 30 Sales Guru](https://humantic.ai/v2/sec/mark-hunter-320.webp) ![Amarpreet Kalkat, Founder and CEO](https://media.humantic.ai/img/amarpreet-new.png) **Mark Hunter**, The Sales Hunter · **Amarpreet Kalkat**, Humantic AI 19 Aug 2026 Watch [People Intelligence](https://humantic.ai/webinars/10000-personalities) ### What 10,000 Personalities Tell Us About Business Decisions ![Scott Gillum, Founder and CEO](https://humantic.ai/v2/sec/scott-gillum-320.webp) ![Amarpreet Kalkat, Founder and CEO](https://media.humantic.ai/img/amarpreet-new.png) **Scott Gillum**, Carbon Design · **Amarpreet Kalkat**, Humantic AI 17 Jun 2026 Watch ## “We Already Have Enough Sales Tools.” So did most of the people in these recordings. The argument is still that knowing the buyer beats adding another tool. Test it on one account. [Start free trial](https://app.humantic.ai/?utm_source=website&utm_content=webinars-sandler-lead-the-process#/account-intelligence) [Back to all webinars](https://humantic.ai/webinars) ## Related pages - [All webinars](https://humantic.ai/webinars) - [AI-Powered Selling](https://humantic.ai/webinars/mcp-missing-connection) - [Buying Committees](https://humantic.ai/webinars/13-stakeholders-one-deal) - [People Intelligence](https://humantic.ai/webinars/10000-personalities)