How to Succeed Podcast – Details, episodes & analysis

In this episode of How To Succeed Podcast, we explore the concept of organizational excellence with Jim Dunn, a seasoned Sandler trainer from Charlotte, North Carolina. Jim shares valuable insights on how leaders can build exceptional organizations by fostering a culture of continuous improvement and creating systems that make their roles less central to day-to-day operations. The discussion highlights key elements such as empowering teams, keeping up with new technologies, and ensuring everyone is aligned with the company’s vision. Jim emphasizes that true leadership involves making yourself irrelevant by delegating tasks and allowing others to thrive in their roles.

As the conversation unfolds, Jim outlines how leaders can balance being passionate about the business and maintaining objectivity. He offers practical advice on creating clear priorities, hiring the right people, and continuously refining processes to ensure organizational growth. Whether you're a seasoned leader or an aspiring entrepreneur, this episode provides actionable strategies to take your leadership and organization to the next level.

Timestamps:

00:00:00 Introduction and overview of organizational excellence

00:01:54 Misconceptions about leaders and the importance of delegation

00:04:03 Balancing passion and emotions in leadership

00:07:03 The six P's of organizational excellence

00:10:21 Defining roles and positions in an organization

00:13:14 Hiring and developing people

00:17:19 Processes, performance metrics, and the importance of flexibility

00:19:35 The role of tools and techniques in organizational excellence

00:22:18 Specific tools for prioritization, onboarding, and individual training needs

00:24:46 Customizing tools and identifying blind spots through assessments

00:26:14 The importance of continuous learning and growth

Key Takeaways:

• Organizational excellence is about continuous improvement and ensuring teams are aligned with the company’s vision.

• Effective leaders delegate tasks, allowing their teams to manage day-to-day operations while they focus on higher-level strategy.

• Passion and objectivity must be balanced; great leaders avoid getting bogged down in emotions and instead maintain a long-term vision.

• Creating clear priorities and defining roles within the organization is crucial for success.

• People development and training are ongoing processes that must be reinforced to keep the team growing.

• Processes need to be regularly reviewed and improved with the help of new technologies.

• Performance metrics should be tracked to ensure that organizational processes are working effectively and supporting growth.

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In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance. 

As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.

Timestamps:

00:00:00 - Introduction to Sales Capacity Assessment

00:05:30 - Importance of Assessments in Sales

00:08:28 - Attitude Towards Excuse Making

00:11:42 - Benchmarking Competencies

00:14:53 - Key Sales Competencies

00:16:20 - Difference Between Behaviors and Competencies

00:19:21 - Team Training and Individual Development

00:22:50 - Defining Success in Career

00:27:56 - Overcoming Challenges in Career

Key Takeaways:

• Assessments like the Sales Capacity Assessment aid in hiring, training, and development.

• It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions.

• The assessment evaluates behavioral styles and competency levels in various sales areas.

• The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement.

• Benchmarking compares team performance against industry standards, crucial for the assessment process.

• It identifies both strengths and weaknesses, enabling targeted development plans.

• Individual learning paths can be tailored based on assessment results to address specific improvement areas.

• The assessment can be retaken every six months to monitor progress and adjust development plans.

• Success in sales involves balancing strengths with development areas.

• Consistent focus on critical sales activities is essential for achieving success.

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In a fascinating episode, Kallie delved into the powerful world of behavioral science, revealing its surprising influence on our purchasing decisions. We often think we make rational choices, but as Kallie explained, unconscious biases and emotional triggers often hold the reins. This insightful discussion highlighted the key to successful marketing and sales: striking a perfect balance between logic and emotion.

By leveraging psychological factors like loss aversion and availability bias, businesses can craft messages that resonate deeply with potential customers. Kallie emphasized the importance of creating an emotional connection, understanding that we buy not just products, but the feelings associated with them.

The episode also offered practical techniques for building trust and persuading potential clients. Addressing concerns, setting clear expectations, and employing qualifying questions that empower prospects – all these elements were identified as crucial for successful sales conversations.

Timestamps:

00:13 Improving sales performance in large enterprises, debunking misconceptions about training and attitude.

04:43 Sales training, attitude, and behavior change in an enterprise organization.

09:36 Changing behaviors in sales training, emphasizing specificity and safety.

14:23 Sales techniques for enterprise organizations, including upfront contracts and creating a common language.

19:39 Sales techniques, including reframing attitudes towards pricing and negotiation.

23:42 Sales strategies, failures, and success with an enterprise facilitator.

Key Takeaways: 

• Focus on behavior, attitude, and technique training to improve enterprise sales performance.

• Cultivate personal responsibility and desire for improvement in sales teams.

• Identify and change specific uncomfortable behaviors through targeted exercises.

• Create a safe learning environment that encourages risk-taking and gradual improvement.

• Establish a common language and unified selling methodology across the organization.

• Reframe pricing conversations as impact discussions to overcome negotiation challenges.

• Internalize the success triangle of attitudes, behaviors, and techniques for personal growth.

• Practice authentic, direct communication to connect meaningfully with clients and colleagues.

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Steve Montague, Sandler coach from Kansas City, returns to talk about recession-proofing your team and culture. The biggest thing that great leaders do during tough times maintains a positive attitude and focus on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight. In this video, we will discuss how businesses can cut costs without harming their growth

Timestamp

0:02:06 Leadership in Difficult Times

0:03:37 The Impact of a Leader's Mindset on Business Success

0:08:16 The Benefits of Marketing and Sales Investments 

0:09:47 The Importance of Focusing on Profitable Deals in a Downtime

0:11:27 Recession-Proofing Your Business and Company Culture

0:16:54 The Success Principles 

Memorable Quotes

“Sometimes dropping a bad client can be the best thing for you to free up time and resources or to move on to more profitable deals, especially in prospecting”

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An Essay from our founder, David H. Sandler:

Thank You, Prospects

FOR every turndown, which made me stronger even though at the time I thought it was the end of my career.

FOR every backout which left me disappointed and discouraged…and a special apology for all the 4-letter words that went through my mind at the time.

FOR not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend…you taught me how to relax and enjoy my family…seven days a week.

FOR every “I want to think it over”… until I became angry enough to learn how to deal with a stall which had no substance except in my own mind.

FOR every other stall and objection I have never been able to find in any sales training manual…which made me a better salesperson by forcing me to use my creativity in order to find a response.

FOR teaching me that money is a conceptual thing and not a technical thing, and that you only had as much money as I was strong enough to ask for…even though it had no relationship to what you really would have spent for what I was selling.

FOR every ignored voicemail, text, DM, and email…which taught me how to bring value and earn your attention.

FOR every conversation I had with my family where I had to defend the business of selling which eventually even convinced me that selling was a worthwhile, legitimate profession…in spite of what you were telling me and anyone who would listen.

…AND a final thank you, for putting up with my ineptness, my fears, my worries, my self-doubt, my introversion, and all the other self-limitations I placed upon myself, which only by practicing on you, could I have learned to overcome to become the professional I am today.

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Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson.

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Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations  

Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.

You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the stage for a mutually-beneficial sales process. Or, it can kill your sale before it ever has a chance to develop.

In fact, 60% of people find generic sales pitches irritating. Most salespeople are overly enthusiastic and use resume-style hyperbole when trying to get a buyer’s attention. However, Sandler has discovered what savvy salespeople already know. To be successful, you must make the conversation about the buyer’s needs, not your credentials, and differentiate yourself from competitors.

In this lesson, you’ll learn how to properly introduce yourself and your company in a way that drives engaging sales conversations. Learn Sandler’s four steps to a powerful, buyer-focused, 30-second value proposition and craft yours alongside our experts. This lesson is designed for salespeople and their leaders who are struggling to fill the top of the funnel and close enough business from their inbound leads.

Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations  

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies!

Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle.

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Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans!

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Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler!

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