Montgomery Ostrander, CEO of Discovery Science, a San Diego based Sandler Franchise awarded Best Tech Trainer in California for 2025, highlighting his leadership in sales training for the tech industry.
-- Celebrating Sales Training Excellence in the Tech Sector
Montgomery Ostrander, Sales Performance Director at Sandler, has been recognized as the Best Tech Trainer in California of 2025. The award honors Ostrander’s continued impact on tech and software sales enablement, showcasing his mastery of sales strategy and psychology within the fast-evolving landscape of technology sales. Ostrander’s training philosophy, rooted in the Sandler Sales Methodology, has consistently driven remarkable sales improvements for teams across California’s tech sector.
Presented on April 12, 2025, this latest accolade places Ostrander among the top-tier trainers in the United States, further cementing his role as a leader in tech sales education. This award follows previous industry recognition, including consecutive Sales Enablement Excellence Awards from Value Selling Magazine in 2024 and 2023.
Merging Psychology and Sales for Better Results
Ostrander’s background as both an MBA and licensed psychotherapist uniquely informs his sales training techniques. His approach is grounded in the psychology of human behavior, allowing sales professionals to conduct discovery conversations with deeper empathy and precision. “The key is authenticity, prospects can sense when it’s missing,” he says. By fostering trust and uncovering core customer challenges, his method consistently produces measurable improvements in key sales metrics.
“I believe that examining the prospect’s pain point isn’t just about asking questions—it’s about truly understanding what drives their decisions,” Ostrander noted in a recent podcast appearance. “This is where psychological principles play a significant role.”
Through his lens as both a clinician and sales strategist, Ostrander teaches professionals how to move beyond surface-level engagement to build lasting, value-driven relationships—an approach that resonates particularly well in the tech space where complexity and long sales cycles are common.
Tech Sales Transformation Through the Sandler Method
At the heart of Ostrander’s training is the Sandler Sales Methodology, a framework originally developed by David Sandler and adapted by Ostrander for the software and tech industries. His clients report:
- 40% increase in sales within the first year of training
- 35% reduction in sales cycle length
- 50% improvement in conversion rates
- Higher margins due to less reliance on discounting and greater emphasis on value
These results are not just theoretical. At a previous organization, Ostrander led a transformation that increased conversion rates from 8% to 24% in just one quarter—demonstrating the practical efficacy of Sandler’s methodology in real-world settings.
A Leader in Discovery-Based Sales Conversations
Ostrander is widely regarded for his expertise in guiding sales professionals through the critical discovery phase—a process where sellers uncover the prospect’s true business challenges. Drawing from psychotherapeutic techniques, he encourages teams to build conversations around emotional intelligence and active listening. He aims to provide his trainees with the courage to experience discomfort; the examination of pain and its impact on client’s business is often challenging.
This focus on discovery has positioned Ostrander as a frequent guest on sales-focused podcasts and panels, where he discusses the psychology behind decision-making and its role in successful sales outcomes.
Ongoing Recognition from Industry Peers
In addition to his most recent award, Ostrander previously received the Sales Enablement Excellence Award for both 2024 and 2023 from Value Selling Magazine. That recognition, presented during the annual Sales Enablement Society conference, lauded his pioneering integration of psychology into sales training and his consistent ability to generate real business results for clients.
Combined, these accolades reflect his sustained influence on the industry and ongoing contributions to the professional development of tech-focused sales teams.
Elevating the Sales Profession with Psychological Precision
Ostrander’s work continues to shift how organizations view sales training—not just as a process, but as a craft that requires insight into human motivation and behavior. His sessions emphasize authenticity, trust-building, and collaborative engagement, empowering tech professionals to convert leads with empathy and strategic foresight.
This award-winning model appeals particularly to fast-paced tech environments, where traditional tactics often fall short. By championing a more human-centered and psychologically-informed approach, Ostrander equips teams to navigate complexity and accelerate growth.
About Sandler
Sandler is a global leader in sales training and development. With a mission to help organizations build effective, repeatable sales systems, Sandler's innovative methodology empowers professionals to engage prospects authentically and drive sustainable revenue growth. The organization specializes in delivering measurable improvements in sales performance through customized training programs that reduce cycle times, increase margins, and improve conversion rates.
Media Contact
Montgomery Ostrander, Sales Performance Director
Sandler
Phone: 619-913-2026
Email: montgomery.ostrander@sandler.com
Website: Go.sandler.com/discoveryscience
LinkedIn: Sandler on LinkedIn
Contact Info:
Name: Montgomery Ostrander
Email: Send Email
Organization: Sandler
Website: https://go.sandler.com/discoveryscience
Release ID: 89158200
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