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Recent News & Media Coverage

Sandler Training by PEAK Sales Performance

The Sandler Research Center New Global Initiative Addresses The Dynamics Of Selling Today

OWINGS MILLS, Md., March 19, 2019 /PRNewswire/ -- To provide critical insight and direction to organizations worldwide, Sandler Training, the largest sales, management and leadership training company in the world, has created the new Sandler Research Center in partnership with Top Sales World, the most significant global sales community. The unique synergy of this partnership will create tangible value and make a powerful difference in the fast-paced world of sales.

Exploring the dynamics of selling today, tomorrow, and into the future, this international initiative delivers impactful research to the global sales community via the most relevant data available.

Jonathan Farrington, CEO of JF Initiatives, the parent company of Top Sales World, has been named Director of Research. "Jonathan's breadth of knowledge is a wonderful asset to the Sandler Research Center," remarked David Mattson, President and CEO of Sandler Training. "Sandler Training is dedicated to providing time-strapped heads of business and organizational stakeholders with the best practices and peer guidance. Research is a natural extension of the services Sandler already delivers."

Farrington said, "I am delighted that we have yet another opportunity to expand our partnership with Sandler. I am very much looking forward to collaborating closely with David Mattson and the Sandler team. A primary objective of the Sandler Research Center is to provide solid research which will be used to increase the effectiveness of organizations and businesses worldwide."

Sandler ( serves clients globally through a network of more than 250 training centers with experts offering programs in sales, management and leadership topics.

Top Sales World ( is a unique community dedicated exclusively to the profession of sales, bringing together the world's leading sales experts.

SOURCE Sandler Training

Related Links:  CISION PR Newswire

Contact us HERE for more information about this partnership.

Open House for Quarry Walk medical office building set for Oct 1st

For Immediate Release

September 18, 2018

Oxford, CT - An open house showcasing Quarry Walk’s medical-office building will be held Monday, October 1st from 2 pm – 7 pm., officials from Haynes Development Company and Haynes Real Estate Services announced.

The three-story, nearly 50,000 square-foot medical office campus is located at 300 Oxford Road (Route 67) and offers easy access from I-84 (Southbury) and Route 8 (Seymour) within the tree-lined collar of Oxford, one of Connecticut’s fastest growing towns and recently designated as one of the nation’s top 500 best places to start a business.

The state-of-the-art medical facility is part of a 32+/- acre grocer anchored, walkable retail development which overlooks Center Rock Green; designed to host community activities and creates a quintessential downtown experience. With a full service, on-site pharmacy and grocer, bank, ACE Hardware, USPS (Post Office), and a wide variety of retail storefronts and professional business offices, Quarry Walk has a far-reaching draw as a destination center and provides an unparalleled concentration of foot traffic beneficial to the increasingly competitive healthcare community.

Upon completion, the $75mm +/- dollar development project will be one of the area’s single largest job creators, with nearly 300,000sf of retail space, including the 50,000sf Medical Office Campus, 15,000sf (200 +/- child) daycare facility, a 25,000sf proposed full-service YMCA including an indoor pool and 150 open market residential Units known as The Residence at Quarry Walk.

“Just wait until the healthcare professionals see for themselves what we have created,” said Kathryn Ekstrom, Development Manager. “The views are absolutely amazing and with more than a third of the medical office building pre-leased, pre-construction this beautiful facility will be ready for occupancy later this year.”

The event is open to healthcare professionals, commercial real estate Brokers and prospective retail and/or professional office space tenants and refreshments will be provided Monday, October 1st from 2 pm to 7 pm.

Donna Bak, Author of “Patient Care the Sandler Way” will be in attendance to discuss how medical practices deliver care so positive that their patients can’t stop talking about their experiences.

At Quarry Walk, It’s all about Community! To register for this event or general information regarding Quarry Walk, contact Kathryn Ekstrom, Development Manager at or 203-376-7182

New Sandler Book by PEAK Partner, Donna Bak

SOUTHBURY, CT, April 2017


Running A Great Medical Practice That Has Patients Cheering And Staff Engaged  By Donna Bak

Foreword by David H. Mattson

Publisher: Sandler Training 

Publication date: May 2017

Price: $19.95 / trade paperback

ISBN: 978-0-692-83856-3


Running a modern medical practice is difficult enough – with its ever-present problems of government regulations, changing reimbursement policies, and having to keep up with the latest medical techniques – without having to worry about keeping patients happy. Yet too many practices ignore the fundamental truth that unless patients feel they are appreciated, they will take their business elsewhere.

When healthcare professionals feel pressured, stressed, and burned out, day after day, these feelings will have a ripple effect on everyone with whom they come in contact. “If nothing changes in the patient experience from how it is today, both staff and patients will be in a perpetual loop of feeling anxious, frustrated, and angry about their perceived experiences, which will affect the bottom line of the practice,” says Sandler trainer Donna Bak, in her new book PATIENT CARE THE SANDLER WAY: Running A Great Medical Practice That Has Patients Cheering And Staff Engaged.

In PATIENT CARE THE SANDLER WAY, Bak teaches health care professionals how to develop skills to deliver an exceptional experience that leaves patients and peers smiling, and how to approach their job with positive attitudes and productive behaviors that transform the way they think about themselves, their coworkers, and everyone connected to the practice.

Medical groups have traditionally focused solely on patient care, where the primary goal was meeting patients’ medical needs. This model has worked well for generations, but medical reform, rising expenses, reduced reimbursements, pay for performance, and extreme competition have changed the playing field. Patient care is vitally important, but keeping best in class staff and insuring the patient experience is top notch are often equally important.

“A good medical practice focuses solely on production levels to make a profit. A great medical practice focuses on both profits and creating a patient experience that’s so positive people can’t stop talking about it to friends, relatives, and acquaintances. They can’t help posting nice things about you on social media. They can’t imagine recommending anyone else,” says Bak.

PATIENT CARE THE SANDLER WAY provides a detailed overview of the Sandler approach to patient-care training, an approach that has been implemented successfully by medical practices in a variety of disciplines. Each of these practices has taken team performance to the next level by providing healthcare professionals the opportunity to master the inner game that creates and sustains a respectful, productive, low-stress environment for both patients and staff. Leaders in the healthcare profession face situations such

Leaders in the healthcare profession face situations such as: They are unsure how to keep a productive flow of patients coming through the practice without hurting the patient experience. They feel pressured by patient demands for better service. Patients know they have choices.

They are unsure how to keep a productive flow of patients coming through the practice without hurting the patient experience. They feel pressured by patient demands for better service. Patients know they have choices.

They feel pressured by patient demands for better service. Patients know they have choices. Staff is losing motivation. A-players are leaving.

They struggle with sounding different from their competition, leaving them with no point of difference – and vulnerable to mergers and acquisitions.

There are other concerns as well: stagnant or shrinking market share, flat growth, changes in reimbursement models, increases in malpractice insurance, and a dwindling flow of new patients. Issues like these have always been threats to the success of a medical practice. But the inability to compete against larger medical practices or hospitals is new for many practices.

Bak provides techniques for elevating the patient experience from merely satisfactory to one that will have them raving about the practice to friends and family, and on social media. Readers will learn how to apply the human relations techniques that have been developed for the Sandler Selling System to their medical practices:

Identity/Role Theory

The Validation Principle

The Five-Second Challenge

The OK/Not OK Principle

Dealing with Difficult Patients

Active Listening

Establishing an Up-Front Contract

The Parent/Child Paradigm

By studying and applying the techniques in PATIENT CARE THE SANDLER WAY, medical practice leaders will succeed in transforming a good practice into a great one, one that focuses on profitability, medical expertise, and creating a positive experience, and which will have patients talking to friends, relatives, and on social media about the outstanding care they received.

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About the Author

Donna Bak is an experienced Sandler trainer who plays an important role in Sandler’s worldwide organization. Bak began her career at United Technologies Corporation working in IT, first at the Research Center and then at corporate headquarters. She is an associate at the Sandler training center in Farmington, Connecticut. About David H. Mattson David H. Mattson, CEO, and President of Sandler

About David H. Mattson 

David H. Mattson, CEO and President of Sandler Training, oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances, and support. His key areas of focus are sales leadership, strategy, and client satisfaction. Under Mattson's leadership, the Sandler organization expanded domestically and internationally to over 250 offices in 27 countries around the world.

About Sandler Training

Sandler Training dominates the global training market through an unparalleled network of more than 250 offices worldwide, with professional trainers providing more than 450,000 hours per year of instruction in 23 languages. For more information about Sandler Training, please visit

"Patients know they have choices, and they are demanding a better 'people experience' from healthcare providers. How do we meet that challenge? Donna Bak and the Sandler team have the answer: We must elevate the 'people experience' for both patients and internal staff. By following her plan for doing so, we can better position ourselves to withstand the many pressures that arise in today's medical field."

-- Glenn Elia, CEO of Connecticut Orthopaedic Specialists


Patient Care the Sandler Way

Great medical practices look and sound different than their competition. Sure, profitability contributes to greatness, as does superior medical expertise—but these are not enough. Great medical practices put a high priority on delivering an extraordinary experience—for both their patients and their internal staff.

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