Sandler Training - Detailed Review
Sales Tools
Sandler Training - Product Overview
Sandler Training Overview
Sandler Training is a comprehensive sales process training and development program that has been helping individuals and organizations improve their sales skills for over 60 years. Here’s a brief overview of its primary function, target audience, and key features:Primary Function
The primary function of Sandler Training is to equip sales professionals with the skills, mindset, and tactics necessary to succeed in sales. It focuses on transforming traditional sales methods by emphasizing mutual trust and respect between sales reps and prospects. The Sandler Selling System is built around a seven-step process that guides sales reps through engaging, qualifying, and closing sales effectively.Target Audience
Sandler Training is targeted at sales professionals, sales teams, and organizations across various industries. It is suitable for both large multinational corporations and small to medium-sized businesses (SMBs). The training is designed to help sales reps, sales leaders, and managers improve their sales performance and address common sales challenges such as identifying quality prospects, holding effective sales conversations, and closing deals efficiently.Key Features
Seven-Step Sales Process
The Sandler Selling System includes seven steps: Bonding and building rapport, upfront contracts, pain (identifying the prospect’s pain points), budget, decision (understanding the decision-making process), fulfillment (demonstrating how the product solves the prospect’s problems), and post-sell (ensuring customer satisfaction after the sale).Training Programs
Sandler offers a range of training programs, including negotiation mastery, sales certification, and sales mastery. These programs are available in various formats such as online courses, podcasts, online quizzes, articles, and in-person training sessions.Personalized Learning Paths
The Sandler Sales Development Series provides dynamic, personalized learning paths that address specific skill gaps and organizational goals. This includes modules on building better client relationships, lead generation and conversion, deeper discovery, and conquering complex sales.AI Integration
Sandler incorporates AI tools to enhance sales processes, such as forecasting sales more accurately and personalizing the buyer’s journey using tools like Deal IQ, Humantic AI, and HubSpot.Ongoing Reinforcement
The training includes ongoing reinforcement to help sales professionals consistently enhance their skills and achieve lasting success. This is delivered by experienced sales professionals and coaches who provide practical guidance. By focusing on building strong relationships, identifying and addressing prospect pain points, and ensuring mutual benefit, Sandler Training helps sales professionals close more deals and improve overall sales performance. Sandler Training - User Interface and Experience
User Interface and Ease of Use
Sandler Training’s integration with tools like HubSpot provides significant insight into their approach to user interface and ease of use. According to the case study with HubSpot, Sandler Training experienced a 40% increase in user adoption after implementing HubSpot CRM. This suggests that the interface is user-friendly and reduces friction for sales and marketing teams. Colum Lundt, CRO at Sandler Training, noted that “HubSpot removes a lot of the friction and resistance to logging” and that “the reps find it very easy to input data—and they see the value in doing it.”
Integration and Accessibility
The Sandler Training program, when combined with platforms like HubSpot, ensures that all necessary tools are consolidated into a single, accessible system. This consolidation eliminates the need for users to log into multiple different technologies, which was a significant issue with their previous tech stack. The integrated system allows for easier logging of activities and better reporting capabilities, which are crucial for tracking KPIs and making informed decisions.
AI-Driven Sales Tools
Sandler Training has been incorporating AI sales enablement tools to enhance their sales process. These tools enable sales teams to personalize sales presentations, automate laborious tasks, and update the CRM with critical data. For instance, AI tools like Humantic AI and HubSpot help in customizing sales efforts to align with each buyer’s specific pain points and position in the buyer’s journey. This personalization is facilitated through an intuitive interface that supports the sales team in building stronger relationships with prospects.
Overall User Experience
The overall user experience is enhanced by the ease of use and the integration of various tools into a single platform. Sandler Training emphasizes the importance of incremental training over time with reinforcement, which suggests that their approach is to make the learning process gradual and practical. This method helps in ensuring that sales teams can implement new skills and strategies into their daily routines effectively.
Conclusion
In summary, while the Sandler Training website itself may not provide detailed descriptions of the user interface, the integration with platforms like HubSpot and the use of AI-driven sales tools indicate a focus on ease of use, accessibility, and a user-friendly experience. This approach helps in increasing user adoption, improving data quality, and supporting the sales team in their daily activities.
Sandler Training - Key Features and Functionality
The Sandler Sales Methodology and AI Integration
The Sandler Sales Methodology, when integrated with AI-driven sales tools, offers several key features and functionalities that enhance the sales process. Here are the main aspects and how they work:Building Rapport and Trust
The Sandler method emphasizes building rapport and trust with potential clients as the first step. This involves establishing credibility and setting clear roles and expectations early in the process. AI tools, such as those from Avoma or Yoodli, can support this by analyzing conversations and providing feedback on how well reps are engaging with clients. For example, AI can score each call based on the Sandler framework, ensuring that reps are following the process correctly and building the necessary rapport.Mutual Qualification
The Sandler method is known for its mutual qualification process, where both the seller and the buyer determine the fit early in the process. AI tools can help by automating the scoring of calls to ensure that all necessary qualification steps are taken. This includes identifying pain points, discussing budget, and understanding the decision-making process. AI-powered scorecards flag any missed steps in real-time, ensuring consistency and thoroughness.Automated Notes and Follow-Ups
AI can automate tasks such as taking notes during meetings and crafting follow-up emails. This allows sales reps to focus more on the conversation and engage personally with the buyer, making them feel heard and valued. Tools like Avoma’s AI auto-detect topics discussed during meetings and sync this information into CRM systems, ensuring accurate and updated data.Performance Dashboards and Coaching
AI-driven performance dashboards track how sales reps are improving over time. These dashboards highlight areas where reps might be missing key questions or not diving deep enough into certain topics. This data can be used to create focused coaching programs that address specific areas for growth. For instance, Yoodli’s virtual sales coach provides personalized feedback after simulated sales roleplays, helping reps refine their approach.Automated CRM Entry
AI tools can automatically log key details into CRM systems, capturing each client’s specific needs and preferences. This automation saves time and ensures that data is accurately tracked and synced, allowing reps to focus on the sales process rather than administrative tasks.AI-Powered Insights and Forecasting
Advanced sales tools integrated with the Sandler method use AI to analyze vast amounts of data from various sources, including CRM systems and marketing automation platforms. This analysis helps in identifying patterns and predicting buyer behavior. For example, AI-driven sentiment analysis can gauge a prospect’s level of interest, and forecasting tools can help prioritize high-value opportunities and address potential concerns or objections.Simulated Sales Roleplays
Tools like Yoodli offer simulated sales roleplays where reps can practice their skills in a risk-free environment. After each simulation, AI provides real, personalized coaching feedback to help reps improve their performance. This hands-on training ensures that reps are well-prepared for actual sales calls without the pressure of losing a deal.Post-Sale Follow-Up
The Sandler method emphasizes the importance of post-sale follow-up to ensure customer satisfaction and fend off buyer’s remorse. AI can help in tracking these follow-ups and ensuring that reps are engaging with clients post-sale to maintain a strong relationship and gather feedback for future improvements. These features and functionalities, enhanced by AI, help sales teams stay consistent with the Sandler Sales Methodology, improve their performance, and close deals more efficiently. Sandler Training - Performance and Accuracy
Performance Enhancements
The Sandler method, introduced by David Sandler in 1967, focuses on consultative selling, building relationships, and mutual qualification. When combined with AI tools, it can substantially enhance sales performance. For instance, AI can automate routine tasks such as taking notes and sending follow-up emails, allowing sales reps to focus more on building rapport and trust with the buyer.
AI-powered scorecards, based on the Sandler framework, can score each call in real-time, ensuring that no critical steps are missed. This helps in maintaining consistency and identifying areas for improvement immediately.
Performance dashboards and real-time analytics provided by AI tools enable managers to track the progress of each deal and identify potential roadblocks. This data-driven approach helps in creating focused coaching programs to address specific areas of improvement.
Accuracy and Consistency
The integration of AI ensures a high level of accuracy in the sales process. Automated CRM entry, for example, eliminates the need for manual data entry, reducing errors and ensuring that client data is accurately tracked and synced.
AI-driven sentiment analysis during live conversations helps salespeople gauge a prospect’s level of interest and engagement, allowing them to adjust their approach accordingly. This real-time feedback enhances the accuracy of the sales strategy and improves the chances of closing deals.
Limitations and Areas for Improvement
While the Sandler method enhanced by AI offers numerous benefits, there are some challenges to consider:
Consistency in Adoption
One of the main challenges is ensuring that the sales team consistently follows the Sandler process. AI tools can help, but there is still a need for ongoing training and coaching to maintain adherence to the methodology.
Feedback and Coaching
While AI provides valuable insights, human feedback and coaching are still essential. Assigning experienced Sandler-trained sales leaders to coach and mentor team members can help in overcoming this limitation.
Technology Integration
The effectiveness of the Sandler method with AI depends on the seamless integration of technology into the sales process. Ensuring that the CRM system and other tools align with the Sandler methodology is crucial for optimal performance.
Conclusion
The Sandler Sales Methodology, when enhanced with AI-driven tools, significantly improves sales performance and accuracy. It helps in maintaining consistency, reducing administrative tasks, and providing real-time insights. However, it is important to address the challenges of consistent adoption, ongoing coaching, and seamless technology integration to fully leverage the benefits of this approach.
Sandler Training - Pricing and Plans
General Pricing
- The cost for Sandler Training is not publicly disclosed, which is a common practice for many service providers. However, according to interviews with trainers, the average price for a single student can be around $10,000 per year.
Discounts and Plans
- Companies that send several employees for training can receive discounts. This makes the program more affordable for organizations with multiple participants.
Initial Engagement
- There is an option for a test drive or a boot camp, which includes a couple of months of training, available for a few thousand dollars. This allows potential clients to experience the training before committing fully.
Payment Flexibility
- Sandler trainers often offer payment plans based on the student’s business revenue. This flexibility helps make the training more accessible by stretching out the payments over time.
Free Options
- While there isn’t a completely free training program, you can “Crash A Class” for free. This involves attending a Sandler business development workshop, which includes a personalized consultation with a Sandler Selling Consultant and access to one of their live trainings.
Features and Structure
- The training typically starts with a two-day boot camp followed by weekly classes that include role-playing and written/audio modules. Students also receive individual monthly consultations and are held accountable for meeting their monthly goals.
Given the lack of detailed pricing tiers on the official website or other sources, it is best to contact Sandler Training directly for the most accurate and up-to-date pricing information.
Sandler Training - Integration and Compatibility
Integration with AI Tools
Sandler Training can be enhanced significantly by integrating it with AI tools. For instance, tools like Avoma and Otter.ai provide automated support that aligns with the Sandler Selling System. Avoma’s AI can automate notes and email follow-ups, ensuring sales reps can focus on building relationships and trust with buyers. It also uses AI-powered scorecards to evaluate each call based on the Sandler framework, flagging any missed steps in real-time.
CRM Compatibility
These AI tools seamlessly integrate with popular CRM systems such as Salesforce and Hubspot. For example, Avoma’s AI can automatically log key details into your CRM, capturing each client’s specific needs and preferences. This ensures that client data is accurately tracked and synced across both Avoma and the CRM system.
Automated Call Analysis
Tools like Otter.ai and Avoma perform sentiment analysis on live conversations and can sync insights directly into CRM software. This helps in keeping client data up-to-date and provides managers with real-time feedback on sales calls.
Multi-Platform Support
Sandler Training’s online resources and tools are accessible through various platforms. The Sandler Learning Management System (LMS) offers a wide range of on-demand resources that can be accessed online, making it convenient for sales professionals to learn and develop their skills across different devices.
Customized Learning Paths
The online training provided by Sandler includes personalized learning paths that can be customized to align with an organization’s specific goals and challenges. This flexibility ensures that the training is effective and relevant, regardless of the device or platform used.
Real-Time Feedback and Coaching
The integration of AI tools with Sandler Training enables real-time feedback and coaching. For example, Avoma’s AI can analyze each interaction to determine how well each step of the Sandler process was executed, providing clear justifications and areas for improvement. This helps sales teams stay consistent and improve their performance over time.
Conclusion
In summary, the Sandler Training system integrates well with various AI-driven sales tools, ensuring compatibility across different CRM systems, devices, and platforms. This integration enhances the effectiveness of the training by providing automated support, real-time feedback, and seamless data synchronization.
Sandler Training - Customer Support and Resources
Ongoing Support
Sandler provides ongoing support to help teams continue to develop and improve their skills. This includes continuous coaching and resources even after the initial training program is completed. Their experienced coaches, who have years of experience in sales and customer service, are passionate about helping teams succeed in their roles.
AI-Enhanced Tools
Sandler has partnered with various AI companies, such as Humantic AI, to integrate AI into their sales training. This partnership allows sales teams to use tools like Personality AI, which predicts a buyer’s DISC personality and provides insights on how to effectively communicate with them. This technology helps sales reps to scientifically understand each buyer’s personality and adjust their sales approach accordingly.
Automated AI Assistance
To support sales teams, Sandler Training incorporates AI tools that automate several tasks. For example, AI can handle automated notes and email follow-ups, allowing reps to focus more on engaging with clients during meetings. AI-powered scorecards also ensure that every call is evaluated against the Sandler framework, flagging any missed steps in real-time. This helps reps stay consistent and on track.
Performance Dashboards
Sandler Training includes performance dashboards that track how reps are improving over time. These dashboards highlight areas where reps might be missing key questions or not delving deep enough into certain topics, enabling focused coaching programs to address these gaps.
CRM Integration
AI tools also automate the entry of key details into the CRM system, capturing each client’s specific needs and preferences accurately. This ensures that data is synced and up-to-date, allowing reps to focus on the conversation rather than administrative tasks.
Personalized Learning Paths
Sandler offers personalized learning paths that can be customized to fit the unique needs and learning styles of the team. This can be done through online, in-person, or a combination of both training methods, ensuring that the training is as effective as possible.
Additional Resources
Sandler provides various resources, including whitepapers and guides, such as the “20 Tested Sandler Chat GPT Prompts for Salespeople.” These resources help sales teams effectively interact with AI models and leverage them to enhance their sales strategies.
By combining these support options and resources, Sandler Training ensures that sales teams have the tools and guidance they need to implement the Sandler Sales Methodology effectively and achieve better sales outcomes.
Sandler Training - Pros and Cons
Advantages of Sandler Sales Training
The Sandler Sales Training methodology offers several significant advantages that can enhance the sales process and improve outcomes.
Building Relationships and Trust
- The Sandler method emphasizes building strong, long-lasting relationships with clients, which can lead to higher lifetime value (LTV) for the business and increased client satisfaction.
- This approach focuses on mutual qualification and collaborative dialogue, ensuring both the sales rep and the buyer are committed to the process.
Efficient Objection Handling
- Sandler training is known for its effective strategies in handling objections, which can be challenging for sales reps of all experience levels. It teaches reps better ways to manage objections from prospects.
Higher Conversion Rates and Deal Value
- The qualification process in Sandler Selling helps sales professionals focus on the most promising leads, resulting in higher conversion rates. Studies show that 50% more reps hit their quotas using this method.
- It also helps salespeople understand customers’ needs and suggest value-added services or features, justifying higher prices and increasing deal value.
Structured and Consistent Approach
- The Sandler Sales Methodology follows a structured, seven-step process that keeps sales reps in control and ensures mutual commitment. This consistency is enhanced by AI tools that help reps stay on track and provide real-time feedback.
AI-Driven Support
- The integration of AI technology, such as automated notes, email follow-ups, and performance dashboards, helps sales reps focus on building rapport and trust with buyers. AI also ensures that no steps in the Sandler process are skipped and provides insights into reps’ performance over time.
Disadvantages of Sandler Sales Training
While the Sandler Sales Training has many benefits, there are also some potential drawbacks to consider.
Assertive Approach
- The Sandler methodology can be quite assertive, which may be seen as too confrontational by some clients. This approach might dissuade some potential buyers who prefer a less aggressive sales style.
Steep Learning Curve
- Mastering the Sandler techniques requires significant time and effort, which can be challenging for sales professionals accustomed to more traditional methods.
Overemphasis on Disqualifying Leads
- The method’s focus on qualification can sometimes lead to prematurely dismissing potential clients, resulting in missed opportunities. This overemphasis on disqualification might cause reps to overlook viable leads.
Potential for Frustrated Buyers
- The Sandler method’s emphasis on qualification and probing questions can be seen as intrusive or redundant by modern buyers, especially given that a significant portion of the buying journey is now digital.
Prolonged Sales Cycles
- The consultative nature of the Sandler Selling System involves multiple touchpoints and discussions, which can naturally extend the sales cycle. This prolonged process might not be ideal for all sales environments.
By considering these advantages and disadvantages, sales teams can make informed decisions about whether the Sandler Sales Training aligns with their needs and sales strategies.
Sandler Training - Comparison with Competitors
Sandler Sales Methodology
The Sandler Sales Methodology is a consultative selling approach that emphasizes building strong relationships and mutual qualification. Here are some key aspects:- Relationship Building: Sandler focuses on establishing trust and a collaborative dialogue between the salesperson and the prospect. This approach is centered on mutual qualification, ensuring both parties determine the fit early in the process.
- AI Enhancements: Tools like Avoma and BoostUp integrate AI to automate tasks such as note-taking, email follow-ups, and CRM entry. AI also scores calls based on the Sandler framework, provides real-time feedback, and tracks performance over time. This helps sales reps stay consistent and focused on building rapport and trust with buyers.
Unique Features
- Mutual Qualification: Unlike other methodologies like BANT or MEDDIC, Sandler places a strong emphasis on building relationships and mutual qualification, which sets it apart in terms of fostering trust and collaboration.
- AI-Powered Consistency: The integration of AI ensures that sales reps follow the Sandler process consistently, which can be challenging without such tools. AI scorecards and performance dashboards help in identifying strengths and areas for improvement.
Potential Alternatives
Exceed.ai
Exceed.ai, by Genesys, is an AI conversational marketing tool that automates various sales tasks:- Automated Lead Qualification: Exceed.ai asks qualifying questions and hands over quality leads based on their answers.
- Meeting Scheduling: It helps schedule meetings with qualified leads.
- Lead Re-engagement: This tool scales and finds more qualified leads through automated processes.
Salesforce Einstein
Salesforce Einstein is an AI-powered CRM tool that offers several features:- AI-Powered Insights: Provides insights into sales and customer data.
- Content Generation: Generates sales content based on customer data to foster personal relationships.
- Automation: Summarizes sales calls and automates various CRM tasks.
Gong.io
Gong.io is another AI-driven sales tool that focuses on call analysis and performance improvement:- Call Analysis: Analyzes sales calls to provide insights into what works and what doesn’t.
- Performance Improvement: Offers feedback on sales calls to help reps improve their techniques.
Conclusion
The Sandler Sales Methodology, enhanced with AI tools like Avoma and BoostUp, offers a unique approach to sales by emphasizing relationship building and mutual qualification. For teams looking for alternative tools that automate various sales tasks, Exceed.ai and Salesforce Einstein are viable options, although they may not follow the Sandler framework specifically. Each tool has its strengths and can be chosen based on the specific needs and goals of the sales team. Sandler Training - Frequently Asked Questions
What is the Sandler Sales Methodology?
The Sandler Sales Methodology is a sales training framework introduced by David Sandler in 1967. It focuses on consultative selling, emphasizing the importance of building long-lasting client relationships and understanding the buyer’s needs. This approach is known for increasing win rates and helping sales reps create loyal clients, leading to higher lifetime value for the business.
How does Sandler Training incorporate AI?
Sandler has partnered with Humantic AI to integrate AI into their sales training. Humantic AI’s buyer intelligence platform uses Personality AI to predict a buyer’s DISC personality, providing sales reps with insights on how to effectively communicate and appeal to them. This integration helps sellers scientifically determine each buyer’s personality and adjust their sales approach accordingly.
What are the key steps in the Sandler Sales Process?
The Sandler Sales Methodology involves a structured, seven-step process that guides sales teams through a no-pressure approach. These steps ensure mutual commitment and keep the sales rep in control throughout the process. The steps include mutual qualification, where both parties determine the fit early in the process, and a focus on building relationships with prospects.
How does AI enhance the Sandler Sales Process?
AI tools, such as those from Avoma and Yoodli, enhance the Sandler Sales Process by automating tasks, providing real-time feedback, and ensuring consistency. For example, AI can automate note-taking and email follow-ups, score calls based on the Sandler framework, and track rep performance over time. This helps sales reps focus more on building rapport and trust with buyers.
What are some benefits of using the Sandler Sales Training with AI?
Using the Sandler Sales Training with AI can significantly improve sales performance. It helps sales reps stay consistent with the Sandler process, reduces the time spent on administrative tasks, and provides real-time feedback on their interactions. This can lead to increased response rates and closed revenue, as seen with Humantic AI where companies experienced a 233% increase in response rates and a 6.2% increase in closed revenue.
How does Sandler Training emphasize relationship-building?
The Sandler Sales Methodology places a strong emphasis on building relationships with buyers. It treats sales as a collaborative dialogue where both sides determine fit early in the process. Sales reps are encouraged to ask the right questions to understand the buyer’s needs and build trust, which is crucial for creating loyal clients and higher lifetime value.
What role do Sandler Questions play in the sales process?
Sandler Questions are a crucial part of the Sandler Sales Methodology. These questions help sales reps fully understand the buyer’s needs and close the gap between where the buyer is and where they want to be. There are 100 classic Sandler Questions categorized into 20 groups, which sales reps can use to guide the conversation and build rapport with the buyer.
How can AI tools like Yoodli support Sandler Sales Training?
Yoodli, a virtual sales coach, supports Sandler Sales Training by allowing sales reps to practice their skills in simulated sales roleplays. This provides a risk-free environment for reps to test their abilities and receive personalized feedback for improvement. Yoodli also helps in at-scale training implementation, making it easier for large organizations to train their sales teams consistently.
What kind of feedback and coaching does AI provide in Sandler Training?
AI tools provide detailed feedback and coaching based on the Sandler framework. For instance, Avoma’s AI scores each call using the Sandler Scorecard, identifying strengths and areas for improvement in real-time. This helps sales leaders track if the process is being followed and where coaching is needed, ensuring that reps stay on track and improve their performance over time.
How does Sandler Training handle objections and closing deals?
Sandler Sales Training places a significant emphasis on handling objections and closing deals efficiently. The methodology includes strategies for overcoming objections and guiding the buyer towards a sale. Sales reps are trained to take control of the situation assertively while maintaining a consultative approach, which helps in closing more deals effectively.
Can Sandler Training be adapted to different industries and sales environments?
Yes, the Sandler Sales Training framework is highly adaptable to various industries and sales environments. Its clear and structured approach makes it easier for reps to understand the skills needed to convert prospects into customers, regardless of the industry or sales context.
Sandler Training - Conclusion and Recommendation
Final Assessment of Sandler Training in the Sales Tools AI-driven Product Category
Sandler Training is a well-established and respected methodology in the sales industry, and when integrated with AI-driven tools, it can significantly enhance the effectiveness of sales teams.Key Benefits and Methodology
- Relationship Building: The Sandler Sales Methodology places a strong emphasis on building trust and establishing long-term relationships with clients. This approach fosters genuine relationships and encourages meaningful conversations rather than pushing for quick sales.
- Mutual Qualification: The process involves a mutual qualification phase where both the seller and the buyer determine the fit early in the process. This includes identifying pain points, discussing budget, and understanding the client’s preferred purchasing process.
- Assertive yet Client-Centered: Sandler training encourages an assertive approach while keeping the interaction client-centered. This involves using techniques like the “pain funnel” to uncover real challenges and reverse selling to let the client do most of the talking.
- Continuous Improvement: The methodology emphasizes continuous development and reinforcement of skills, ensuring sales teams are effective not just in initial interactions but also in long-term client relationships.
Integration with AI
The integration of AI with the Sandler Sales Methodology can significantly enhance its effectiveness:- Automated Notes and Follow-ups: AI can automate tasks such as taking notes and sending follow-up emails, allowing reps to focus more on building rapport and trust with the buyer.
- AI-Powered Scorecards: AI can score each call using the Sandler framework, ensuring reps stay on track and consistent. This real-time feedback helps in identifying areas for improvement.
- Performance Dashboards: AI-driven performance dashboards can track how reps are improving over time, providing insights for focused coaching programs.
- Automated CRM Entry: AI tools can automatically log key details into the CRM, ensuring accurate and updated information.
Who Would Benefit Most
- Sales Teams in Relationship-Driven Industries: Industries such as healthcare, manufacturing, and commercial lighting, where trust and education are crucial, would greatly benefit from the Sandler approach.
- Teams Struggling with Consistency: Sales teams that find it challenging to consistently follow a sales process will benefit from the AI-enhanced Sandler system, which ensures no steps are skipped and provides real-time feedback.
- Organizations Focused on Long-Term Success: Companies that prioritize long-term client relationships and continuous skill development will find the Sandler methodology, enhanced by AI, highly beneficial.