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How to Succeed Podcast

The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our reinforcement training, we provide advanced communication techniques needed to excel, provide accountability in implementing behavior, and help nurture the attitudes necessary to reach the highest levels of success. Visit www.sandler.com/sell for more information.
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The How to Succeed Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. Find more information about Sandler Training at www.sandler.com/sell.

You can also subscribe to the podcast in iTunes, Google Play, Spotify, and your favorite podcast app!

Nov 11, 2019
Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash.
 
In this episode:
  • The prospect is NOT always right
  • What if the opposite were true? Technique
  • How to address the fact that the prospect may be their own worst problem
  • Are you screaming to your prospects that your time isn’t valuable?
  • How to qualify without letting the prospect know that’s what you’re doing
  • What to say for a last-second check to see if  you should walk away
  • A great line to check with the prospect if you are wasting your time
  • How to make sure you know what the prospect means
  • A great question for the budget issue
  • Favorite Sandler rule for redirecting prospects’ head trash
  • Best attitude, behavior, and technique for redirecting prospects’ head trash

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Nov 8, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Nov 5, 2019
Mike Montague interviews Cody Isabel on how to succeed at dating the Sandler way.
 
In this episode:
  • Attitudes to have and avoid for dating the Sandler way
  • Go for the No
  • I/R is crucial (Identity/Role)
  • Behaviors to increase your success rate
  • Prospect for dates with multiple strategies
  • Define your ideal partner you’re looking for
  • Favorite Sandler techniques for dating
  • Does negative reversing work in dating?
  • Questioning strategies and Upfront Contracts are huge for dating the Sandler way
  • Cody’s definition of success
  • Best attitude, behavior, and technique for dating the Sandler way

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Nov 4, 2019
Mike Montague interviews Scott Perry on How to Succeed at Being Creative on Purpose.
 
 
In this episode:
  • What does being creative on purpose mean?
  • Are YOU creative?
  • 4 principles to be creative on purpose
  • Choose and do…now
  • Go small
  • How to choose to act
  • Where you might give up on this
  • Scott’s definition of success
  • Biggest obstacle to overcome
  • Key attitude, behavior, and technique on how to succeed at being creative on purpose

Find Scott Perry and his books at https://www.becreativeonpurpose.com/ 

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Nov 1, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Oct 28, 2019
Mike Montague interviews Karl Schaphorst on how to succeed at being a purpose-driven salesperson
 
In this episode:
  • What it means to be a purpose-driven salesperson
  • Attitudes to adopt and avoid
  • Embrace pain and suffering
  • Purpose and passion drives performance and strength
  • Can you have more than one purpose?
  • You can learn emotional intelligence
  • The importance of celebrating
  • Success is on the other side of fear
  • Favorite Sandler rule for being a purpose-driven salesperson
  • Best attitude, behavior, and technique for being a purpose-driven salesperson

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Oct 25, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Oct 22, 2019

Click here to download the Buzzword Bingo sheet!

Email mike.montague@sandler.com with the color of the sheet that wins the Buzzword Bingo blackout challenge. 

Mike Montague interviews Sofia Rodriguez on how to succeed at using product knowledge effectively.
 
In this episode:
  • How to play buzzword bingo and win a ticket to the Sandler Summit in Orlando
  • How this episode will help you in your career
  • The dummy phase is great at using product knowledge?
  • The best attitudes for using product knowledge on a sales call
  • How to balance your product knowledge with the prospect feeling OK
  • Best behaviors
  • Too much knowledge can make a prospect NOT buy
  • How to craft a good question with product knowledge
  • Inbound leads can be a temptation and a trick
  • What success is to Sofia
  • Why doing something different can make a big difference
  • One attitude, behavior, and technique to use from this podcast

Click here to download the Buzzword Bingo sheet!

Email mike.montague@sandler.com with the color of the sheet that wins the Buzzword Bingo blackout challenge. 

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Oct 21, 2019
Mike Montague interviews Nema Semnani on how to succeed at storytelling.
 
In this episode:
  • The right attitude for effective storytelling
  • Imagined realities are powerful motivators
  • How to tell a compelling story
  • You need a beginning, a conflict, and a resolution
  • Study standup comics and how they tell stories
  • Nema’s favorite Sandler rule for storytelling
  • Best attitude, behavior, and technique for storytelling

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Oct 18, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Oct 15, 2019

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization.

This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Oct 14, 2019
Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals
 
In this episode:
  • Why do we struggle to ask for referrals?
  • Attitudes to help you get business from referrals
  • Give referrals to get referrals
  • Ask: what can I do today to help someone else accomplish their goals?
  • The best time to ask for a referral – every time
  • Examples of how to ask for a referral
  • When you feel like you deserve the referral, it changes the game
  • What do you do when you get a referral?
  • Create an email template someone can use to email introduce you
  • Best attitude, behavior, and technique for succeeding at asking for referrals

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Oct 11, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Oct 7, 2019
Mike Montague and Tim Goering talk about how to succeed at conflict resolution. Tim is a long-time Sandler trainer and author of the new Sandler book, Conflict Resolution the Sandler Way.
 
Get Tim Goerings's new book here: https://shop.sandler.com/category/books 
 
In this episode:
  • What is the Karpman Drama Triangle and why you should understand it
  • The attitude you should have in conflict or drama
  • How to start separating yourself from the drama
  • What happens when you get caught in the drama triangle?
  • Use A.C.E. when in a conflict
  • You always have a choice
  • You don’ have to attend every argument you’re invited to
  • Tim’s favorite Sandler rule for conflict resolution
  • Only fight when you can win
  • Tim’s best attitude, technique, and behavior to succeed at conflict resolution
  • Where to get Tim’s book

Get Tim Goerings's new book here: https://shop.sandler.com/category/books 

 

Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Oct 4, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Sep 30, 2019
Mike Montague interviews Mark McGraw on How to Succeed in Your First 90 Days on the Job
 
In this episode:
  • Attitudes to help you in your first 90 days
  • Before you accept the job know the expectations that equal success
  • The three sequences – evaluate, build a blueprint, relentless execution
  • What sacred cows need to go, or barnacles need to be scraped off?
  • Work on your horizontal and vertical relationships in the workplace
  • Behaviors that will help you make the biggest impact in the first 90 days
  • The 4S strategy for how to spend your time and set up processes
  • A great example of creating a strategy
  • How to set up your structure
  • How to balance all the different things you’re working on
  • Know what you will say no to
  • Set yourself up to play to win, instead of not to lose
  • Best attitude, behavior, and technique to succeed in your first 90 days

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Sep 27, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Sep 23, 2019
Mike Montague interviews James Abraham on How to Succeed at Dealing with Uncertainty.
 
In this episode:
  • What is VUCA and how do you deal with it?
  • Attitudes to have and avoid in the face of uncertainty
  • What leads to “freaking out” during times of volatility or uncertainty?
  • How to create goals, plans, and actions to deal with uncertainty
  • Keep it simple for you and the client
  • Techniques for dealing with volatility and uncertainty
  • Common mistakes and blind spots
  • Don’t fear the VUCA
  • How James defines success and his greatest lesson learned
  • One attitude, behavior, and technique to take away from the podcast

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Sep 20, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Sep 17, 2019
Mike Montague interviews Clint Babcock on How to Succeed at Creating A Negotiating System
 
Enroll yourself in Sandler's Negotiation Mastery course: https://shop.sandler.com/online-courses/negotiating-mastery 
 
In this episode:
  • What it means to have a negotiating system
  • What’s your attitude towards systems?
  • Why it’s important to be comfortable with conflict
  • But, just as important not to be too comfortable with conflict
  • Are you emotionally composed?
  • What kind of negotiator are you as a buyer?
  • Two words you must know: Stroke and Assure
  • Step II: Struggle and Slight Pull Back
  • Take it back to their pain and how you solve it
  • You have to believe price isn’t the real issue
  • Plans for concessions?
  • Clint’s favorite rule for negotiating
  • Best attitude, behavior, and technique for succeeding at creating a negotiating system

Enroll yourself in Sandler's Negotiation Mastery course: https://shop.sandler.com/online-courses/negotiating-mastery 

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The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

 

Sep 16, 2019
Mike Montague interviews Kevin Kemerer on How to Succeed at Sales Management Without Selling.
 
In this episode:
  • Attitudes to have and avoid as a sales manager
  • Why coaching your salespeople is so important
  • How often should you meet with your team and what should you discuss?
  • A need to be liked can hurt you
  • You don’t have to have all the answers – it’s better if you don’t
  • How to do a ride-a-long with salespeople
  • Get to know Kevin a bit better
  • Kevin’s favorite Sandler rule
  • One key attitude, behavior, and technique to succeed in sales management without selling

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

Sep 13, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Sep 9, 2019

David English, VP at Ad Trend, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more effective with geofencing. Get the best practices for selling, collected from around the world for target advertising based on geographic boundaries by tagging mobile prospects.

Find Ad Trend at: https://www.ad-trend.com/ 

David also hosts the Kansas City Advertising Podcast. It is a platform for other locally-owned marketing and advertising companies in Kansas City to speak about all they offer their customers and how working with a locally-owned company can provide to you a different touch and feel when working on your campaign.

Listen to Mike Montague, VP of Online Learning at Sandler, on the Kansas City Advertising Podcast hosted by David English: https://anchor.fm/david-english/episodes/Episode-21---Mike-Montague-e41cji 

You can subscribe and review both podcasts at iTunes and Google Play.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

 

Sep 6, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Sep 3, 2019
Mike Montague and Rob Fishman talk about how to succeed at retail sales. Rob Fishman is a long-time Sandler trainer and author of the new Sandler book, Retail Success in an Online World.
 
Get Rob's book here: https://shop.sandler.com/books/retail-success-online-world 
 
In this episode:
  • Who is Fishman’s new book for?
  • Attitudes to have and avoid in the retail space
  • Where you might get stuck
  • How a salesperson can make all the difference in the retail space
  • Be wary of becoming an unpaid consultant
  • How to kill a sale in 8 seconds
  • Know your customer’s style
  • Interrupting vs Inviting
  • The Questioning Palette: What questions should we have ready for selling in a retail setting?
  • What advice would Rob give his 20-year-old self?
  • Rob’s favorite Sandler rule
  • Rob’s best attitude, technique, and behavior to succeed in an online world
  • Information on Rob’s book

Get Rob's book here: https://shop.sandler.com/books/retail-success-online-world 

 

Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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