Explore every episode of the podcast How to Succeed Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| How to Succeed at Organizational Excellence for Leaders with Jim Dunn | 16 Sep 2024 | 00:26:59 | |
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:
========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Remember to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================
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| How to Succeed at Understanding Your Sales Capacity | 10 Sep 2024 | 00:30:08 | |
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:
========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================
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| How to Succeed at Improving Your Team's Batting Average with Kallie Klein | 08 Jul 2024 | 00:29:52 | |
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:
========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr ========================================= | |||
| How to Succeed at Recession-Proofing Your Culture | 28 Nov 2022 | 00:21:29 | |
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” ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023 ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr | |||
| Thank You Prospects | 23 Nov 2022 | 00:02:18 | |
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. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 | |||
| How to Succeed at Sandler-izing Your Sales Tech Stack | 21 Nov 2022 | 00:30:05 | |
Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 | |||
| How to Succeed at Starting Interesting Sales Conversations | 15 Nov 2022 | 00:31:30 | |
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. 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 Succeed at Understanding the Buyers Journey | 14 Nov 2022 | 00:31:07 | |
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. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 | |||
| How to Succeed at Creating a Sales Compensation Plan | 07 Nov 2022 | 00:29:17 | |
Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 | |||
| How to Succeed at Improving Your Communications with DISC | 31 Oct 2022 | 00:25:36 | |
Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 | |||
| How to Succeed at Selling Through Internal Champions | 24 Oct 2022 | 00:21:24 | |
How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler. Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product. Timestamps & Key Topics0:00:02 How to Succeed at Selling Through Internal Champions 0:01:56 Working with Internal Champions: The Ideal Attitudes 0:03:29 The Importance of Internal Champions and How to Handle Them 0:04:56 The Importance of Internal Champions in the Sales Process 0:09:38 The Power of Internal Champions in Enterprise Sales 0:12:55 The Benefits and Importance of Having a Champion in Sales 0:14:16 The Power of Conviction in Business and Sales Key Takeaway
SUBSCRIBE: https://podfollow.com/howtosucceed Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 #sales #sandler #internalchampions #product #selling #sell | |||
| How to Succeed at Reducing Risk for the Buyer | 17 Oct 2022 | 00:24:25 | |
Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers. Timestamps & Key Topics0:00:03 Reducing risk for the buyer 0:02:16 The ideal attitude for salespeople in a sales call 0:03:55 Key things to do and when 0:08:58 The benefits of an upfront contract 0:10:26 The benefits of a predictable selling process 0:16:39 Reducing risk in the sales process 0:18:21The power of questions in sales 0:20:00 The perfect day 0:21:38 The power of predictability: how to succeed at reducing risk for the buyer Key Takeaways
Don't forget to subscribe and leave us a comment! SUBSCRIBE: https://podfollow.com/howtosucceed Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 #sales #reducingrisks #risk #salesrisk #buyer #salesprocess | |||
| How to Succeed at Gaining Access to Power | 10 Oct 2022 | 00:27:39 | |
Are you looking to close big deals? In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee. Key Topic: 0:00:03 How to Succeed at Gaining Access to Power 0:02:18 The Power of Self-Awareness in Sales 0:07:01 The Power of Pre-Call Planning in Business Development 0:08:49 Pre-Call Planning for a Successful Meeting 0:10:37 Pre-Call Planning Formula for Successful Sales Calls 0:12:08 The Power of Preparation in Business Development 0:16:21 The Power of an Entrepreneurial Mindset in Sales 0:18:21 The Power of Pre-Planning: How to Make the Right Connections and Achieve Success
Memorable Quotes: "The first sale really is to the appointment." "People buy for their reasons, not our reasons." "We are paid to be professional communicators, and we are not our own audience." "When our mindset changes in our attitude of mind, body, spirit, and those things are staying healthy, then it's going to drive those proper behaviors that we need to be doing." SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 #sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales | |||
| How to Succeed at Persuading People with Nancy Harhut | 01 Jul 2024 | 00:37:46 | |
In this episode, we embark on a deep dive into strategies that can significantly enhance sales performance within enterprise teams. Nancy Harhut dispel some common misconceptions that can hold salespeople back, and instead, focus on fostering a positive attitude, effective behaviors, and a strong sales technique toolbox. We'll explore the importance of ongoing support and reminders to keep your team sharp and motivated. Understanding your client's specific challenges is paramount, and we'll discuss how to effectively navigate their pain points, budget realities, and decision-making timelines. This insightful conversation will delve into the art of negotiation and pricing within the enterprise sales landscape. We'll challenge traditional thinking and encourage sellers to reframe their approach, prioritizing the customer's needs above all else. Finally, we'll acknowledge the ever-present need to navigate change, both in the market and in people's lives, equipping you with the tools to thrive in a dynamic environment. Timestamps: 00:12 Persuading people, focusing on emotional triggers and decision-making factors beyond rational considerations. 07:59 Using emotional appeals in sales and marketing. 12:25 Psychological tactics to persuade customers. 16:53 Importance of customer experience and emotional connection in sales. 21:05 Sales techniques, including building emotional connections and using open-ended questions to encourage consideration. 25:16 Persuasion techniques in sales calls, including social proof, upfront contracts, and addressing objections. 29:55 Marketing strategies and techniques with a focus on setting expectations and providing value. 32:58 Using behavioral science in marketing with a failed campaign example.
Key Takeaways:
========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================
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| How to Succeed at Avoiding Common Prospecting Mistakes | 04 Oct 2022 | 00:32:34 | |
In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities.
Resources: Don’t miss a chance to register for Sandler Summit 2023! Every year gets bigger and better. Will you be a part of it this year? Get your tickets now: https://events.sandler.com/summit2023
Key Topics in this Episode:
Memorable Quotes:
#sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling! | |||
| How to Succeed at Reading Other People | 27 Sep 2022 | 00:28:07 | |
Reading Other People in Sales: How to Influence, Persuade, and Close Deals Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people. When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close the deal and get the sale. Greg Orth is a long-time Sandler trainer from Lancaster, Pennsylvania and he will help us understand why reading other people can help you close more deals! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling! | |||
| How to Sell to the Modern Buyer | 26 Sep 2022 | 00:27:03 | |
Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle.
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| How to Succeed at Recognizing Your Own Behaviors and Triggers | 19 Sep 2022 | 00:31:39 | |
Tim Goering, Sandler trainer and expert in drama and trigger conversations, talks about how to recognize your own DISC behavioral styles and your personality triggers. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: If you would like more information on DISC, reach out to a local Sandler Trainer or our Enterprise team for multi-location organizations. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit | |||
| How to Succeed at Adjusting Your Communication | 12 Sep 2022 | 00:26:00 | |
Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession. If you would like to learn more about DISC, please contact a local Sandler trainer or our Enterprise team for multi-location organizations. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit | |||
| How to Succeed at Applying DISC in Sales | 05 Sep 2022 | 00:28:21 | |
Learn how to use DISC behavioral styles in your sales strategy to maximize your results. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: Contact a local Sandler trainer to get your own DISC profile today! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit | |||
| How to Succeed at Knowing When to Use An Upfront Contract | 29 Aug 2022 | 00:24:00 | |
Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer's journey. How and when to use Upfront Contracts is crucial. Let’s find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video. 00:00-00:34 Intro 00:39-03:33 What is an Upfront Contact and when to use it? 04:22-08:35 Common misconceptions about Upfront Contract 08:37-12:11 Behavior for setting an Upfront Contract 12:13-18:20 Techniques for setting an Upfront Contract SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit | |||
| How to Succeed at Raising Your Sales | 22 Aug 2022 | 00:24:19 | |
Are you looking for tips on how to raise your sales? Look no further! This video will provide you with actionable advice that you can use to increase your sales and grow your business. “How does life adversity help you build strength and how do resets help you come back stronger than you ever were before.” -Clint Unrau, Sandler Trainer from Winnipeg, Canada He joined us today to talk about raising your sales and Why having the right attitude boosts your sales pipeline? Tune in as we go over these topics: 00:00-00:42 Intro 00:44-03:09 How to raise your sales? 03:18-04:14 Ideal attitude and common misconceptions 04:15-07:00 Languishing burnout 07:01-13:58 Behavior, attitude, and techniques 14:21-17:28 Skills needed to learn in raising your sales 21:18- 23:36 Q&A with Clin Unrau Join our virtual summit: www.sandler.com/summit | |||
| How to Succeed at Aligning with the Buyer's Journey | 15 Aug 2022 | 00:29:30 | |
By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. Jeremy Thomson will help us understand the buyer’s journey through these topics: 00:00-00:40 Intro 00:50-02:47 What is the buyer’s journey all about? 02:55-07:00 Common misconceptions about sales and marketing 07:07-09:50 Marketing to buyer’s journey 09:52-11:57 Learning how to treat buyers differently throughout sales and marketing funnels 11:58-17:22 Marketing qualified leads vs. Sales qualified leads 17:28-22:16 Tips and tricks for understanding the buyer’s journey 22:18-23:35 Best advice from Jeremy about the buyer’s journey 23:43-28:54 Q&A with Jeremy Thomson Find him at: https://www.linkedin.com/in/jeremywthomson/ SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit | |||
| Virtual Summit 2022 Invitation | 10 Aug 2022 | 00:04:28 | |
Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html SANDLER VIRTUAL SUMMIT 2022 Grow your business, grow your people, grow yourself. We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration! Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summit will provide a variety of content from top-rated presenters in the industry. This is an excellent opportunity to ramp up new hires or those new to the Sandler methodology in a one-day session filled with complimentary learning opportunities. Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html Subscribe to our YouTube Channel for updates, recordings, podcasts, and more from the Virtual Summit: https://www.youtube.com/sandlerworldwide?sub_confirmation=1 | |||
| How to Succeed at Making Sales Training Stick with Hamish Knox | 25 Jun 2024 | 00:26:35 | |
In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.
We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.
Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training event.
Timestamps: 00:03 Sales training paradox, implementing vs. not implementing skills. 02:50: Sales training effectiveness and permission to try new techniques. 08:44: Behavioral changes for sales success, with a focus on trial and error, debriefing, and coaching. 12:38: Accountability, thin slicing, and techniques for sales success. 19:14: Implementing one thing at a time in sales, with a focus on creating clarity as a leader.
Key Takeaways:
========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr ========================================= | |||
| How to Succeed at Controlling a Sales Conversation | 08 Aug 2022 | 00:20:42 | |
The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go. Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions. We talked about these topics in this episode: 00:00-00:53 Intro 01:00-01:48 Controlling sales conversation means 01:55-02:49 Attitude for controlling sales conversation 03:07-07:34 Attitude for Upfront contract 07:38-12:27 Behavior for Upfront contact and controlling sales conversation 12:34-15:42 What happens if somebody breaks the upfront contracts? 15:44-17:45 The power of attitude, behavior, and techniques 17:45-20:03 Q&A with Cal Thomas Find him at: https://www.linkedin.com/in/calthomas3/ SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit | |||
| How to Succeed at KARE Account Planning | 01 Aug 2022 | 00:26:26 | |
Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget to subscribe and leave us a comment! SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1 | |||
| Sales Meeting Minute: How do you choose which deals to pursue? | 27 Jul 2022 | 00:01:18 | |
Mike Montague, Director of Community Engagement at Sandler, poses a question for you and your team to discuss in your sales meeting this week: How do you choose which deals you pursue and which ones you don't?
Subscribe to the Sandler YouTube Channel to comment on the community page with your answer! | |||
| How to Succeed at Making a Business Case | 25 Jul 2022 | 00:23:23 | |
Mike Montague, Director of Community Engagement at Sandler, interviews Clint Babcock, Sandler trainer and author of Negotiating From The Inside Out, about how to make a business case for your product or service. Find Clint's book on Amazon or the Sandler Shop here: https://shop.sandler.com/books/negotiating-inside-out In this episode, we talk about how to create equal business stature with top-level decision-makers, how to build a viable business case for them to justify their investment, and the best strategies and tactics for discussing that investment. | |||
| How to Succeed at Answer Intelligence | 18 Jul 2022 | 00:21:42 | |
Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence.
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| How to Succeed at Magic Sales Leadership | 11 Jul 2022 | 00:23:22 | |
Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership.
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| How to Succeed at Podcasting for Business | 04 Jul 2022 | 00:27:37 | |
Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business. Find Gill Athletics at: https://www.gillporter.com/gill_store/ Find Mike's podcast at: https://anchor.fm/gillathletics
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| How to Succeed at Events | 27 Jun 2022 | 00:26:47 | |
Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events.
Find Alon at https://www.bizzabo.com/ Get the book Event Success here: https://www.amazon.com/Event-Success-Maximizing-person-Experiences/dp/1119817153 The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! | |||
| How to Succeed at Becoming an Inbound Organization | 20 Jun 2022 | 00:29:39 | |
Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization. Find Todd and the book at: https://www.inboundorganization.com/
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| How to Succeed at Advanced Questioning Strategies | 13 Jun 2022 | 00:22:20 | |
Erik Meier, Sandler trainer from Troy Michigan talks about advanced questions for your next sales call. Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies.
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| How to Succeed at Using the Sandler Rules with Berkeley Harris | 18 Jun 2024 | 00:30:06 | |
In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing client success and using Sandler Rules to achieve this goal, with real-world examples shared by the experts to illustrate these principles. Join us as Mike & Berkeley discuss Sandler Rules & client-focused selling. Learn to identify perfect clients, understand their buying journeys, build trust, stand out from the crowd, and solve their problems like a pro. Master the art of the sale and skyrocket your success!
Timestamps: 3:32 Sandler sales rules and techniques for modern buyers. 11:00 Sales techniques and attitudes for success. 15:28 Sales techniques, including active listening and asking open-ended questions. 19:35 Qualifying clients and selling to people with problems. 25:01 Sandler rule implementation for sales success.
Key Takeaways
========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr ========================================= | |||
| How to Succeed with a Healthy and Holistic Lifestyle | 06 Jun 2022 | 00:27:22 | |
Mike Montague interviews Maria Ellis, author of Redefining Entrepreneurial Success, on How to Succeed with a Healthy and Holistic Lifestyle. Find her new book at: https://www.amazon.com/Redefining-Entrepreneurial-Success-Holistic-Lifestyle/dp/B09RB2N6K5
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| Special Announcement: The Next Evolution of Sales | 01 Jun 2022 | 00:06:42 | |
The Next Evolution of Sales Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers - Sandler is excited to announce our commitment to further champion the next evolution of sales. Throughout our 50-year history, Sandler pioneered the concepts of discovery-based, consultative selling, reinforcement training, and a holistic view of personal and professional success in sales and leadership. It has always been a part of our journey to empower professionals to master the craft of selling, with the ultimate goal of changing the entire sales profession for the better. It is with that vision that we are rebranding our company to better align with the expectations of modern buyer and seller, serve our clients with cutting-edge learning technologies and methodologies, and continue our evolution as an organization offering more than “training.” Along with our new look and name, we seek to re-establish the core elements that we believe elevate the Sandler experience above our competition and drive results for our clients, our partners, and our learners. Core elements include:
Our mission is to provide ongoing guidance and resources to enable anyone in a revenue-generating or leadership role to reach new levels of success. As a coaching organization to sales professionals around the globe, we know that our journey is never done. We respect our history and continue to learn from it. We hope that you will join us in taking the next steps forward in the evolution of the sales profession, in the elevation of your career, and ultimately, excel in your professional and personal life. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. | |||
| How to Succeed at Finding Your Niche | 30 May 2022 | 00:27:13 | |
Mike Montague interviews Kevin Roth on How to Succeed at Finding Your Niche. Find Kevin at: https://kevinroth.org/ Kevin Roth began to play the dulcimer in 1972 at the old age of thirteen, and at sixteen recorded his first album for Folkways / Smithsonian Folkways Records, which immediately launched him into international fame. Between 1974 and 1984 Roth recorded ten albums with this label, establishing himself as a prominent folk singer and dulcimer player. In 1984, Roth performed the theme to the PBS-TV children’s show Shining Time Station, which brought him to another new and much larger market. His friendship and collaboration in 2006 with Noel Paul Stookey, of the legendary folk trio Peter, Paul & Mary, further cemented Roth in American folk history. His career took him to concert and symphony stages around the world, to festivals, radio, television shows, and two appearances at the White House. As his career grew, Roth became professionally and financially successful, winning numerous awards and partnering with prominent companies such as Sony, National Geographic, PBS, Random House, and Time Warner. Then came a sudden diagnosis of Melanoma, and it changed his life. He had a choice to accept a death sentence or to live. He chose life. Through adapting and combining techniques from his music and performance practice with others that he researched, he found a simple and powerful method to change how he lived. Roth discovered how to not just survive but to become truly happy and thrive. Roth now guides individuals and groups in the discovery of what really matters to them, how to accomplish their goals, and how handling stress is an essential factor in a healthy life.
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| How to Succeed at Looking for Trouble | 23 May 2022 | 00:25:34 | |
Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble.
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| How to Succeed With Purpose | 16 May 2022 | 00:22:18 | |
Mike Montague interviews Jade Simmons on How to Succeed with Purpose. Whether it’s a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best. The inimitable world-class concert pianist and powerhouse activational speaker is CEO of Jade Media Global, a former runner-up in the Miss America pageant, and a former Presidential candidate in 2020! Find her at https://jadesimmons.com/
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| How to Succeed Using Sandler to Sell Services | 15 May 2022 | 00:29:12 | |
Matt Rappaport is a Sandler client and founder of Detroit Event Company. In this episode this episode, we do a casual case study interview to see how he has used Sandler to sell his intangible services and find success with his event business. Find him at: https://www.detroiteventcompany.com/ Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services.
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| How to Succeed at Personal Branding | 02 May 2022 | 00:33:36 | |
As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, and systematizing personal brand growth and relationship building at scale so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry. Find her at: https://abetterjones.com/ Mike Montague interviews Kasey Jones on How to Succeed at Personal Branding. The best attitude, behavior, and technique on how to succeed at personal branding:
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| How to Succeed at Improving Your Batting Average | 25 Apr 2022 | 00:26:36 | |
Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there! The best attitude, behavior, and technique on how to succeed at improving your batting average:
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed | |||
| How to Succeed at Non-Verbal Communication | 18 Apr 2022 | 00:21:57 | |
Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement. Find her at: https://authenticinfluencegroup.com/ The best attitude, behavior, and technique on how to succeed at non-personal communication:
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| How to Succeed at Suspending Your Disbelief | 11 Apr 2022 | 00:26:29 | |
Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too. The book acts as a framework, a tool to help you think about your own life and the lessons you’re gaining from it in real-time. Aaron shares his stories not just to teach you, but to help you draw out the inspiration for your own stories and lessons. He also shared his story at the 2022 Sandler Summit. Click here to join us next year in 2023: https://events.bizzabo.com/392186
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| How to Succeed at a Startup with Jason Kelleghan | 11 Jun 2024 | 00:26:42 | |
In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup. We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward. But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success. Join us to crack the code on building a high-performing sales team! Learn how to leverage sales enablement programs to create a team that operates with laser focus and delivers measurable results. Say goodbye to the chaos of inconsistent sales performance! This episode equips you with the tools and strategies to scale your startup's sales like a champion. Join us and unlock the secrets to building a sales machine that drives real results!
Timestamps: 0:03 Startup success factors, including hiring, sales processes, and training. 6:40 Sales process and framework for startups. 13:20 Sales training, coaching, and assessments for scaling sales teams. 19:00 Sales strategies for startups with a Sandler trainer.
Key Takeaways:
========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr ========================================= | |||
| How to Succeed at Making Real Progress | 04 Apr 2022 | 00:26:06 | |
Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. Kristen is a co-author of Stop Decorating the Fish. Find the book and podcast at: https://www.stopdecoratingthefish.com/
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| How to Succeed at Overcoming Anxiety | 28 Mar 2022 | 00:22:55 | |
Mike Montague interviews Michelle Molitor, coach and hypnotist, on How to Succeed at Overcoming Anxiety. Michelle helps people build confidence and overcome fear, doubt, and worry. Find Michell Molitor at: https://michelemolitor.com/
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| How to Succeed at The Visual Sale | 21 Mar 2022 | 00:30:27 | |
Mike Montague interviews Tyler Lessard, VP Marketing and Chief Video Strategist at Vidyard and author of The Visual Sale, on How to Succeed at The Visual Sale. Get the book on Amazon: https://www.amazon.com/gp/product/B08LZN8G41/
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