How to Succeed Podcast

How to Succeed at Asking for Referrals 0

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

Download this Episode

How to Succeed at Debriefing Your Sales Team 0

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/

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How to Succeed at Conflict Resolution 0

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

Download this Episode

How to Succeed at Defending Against the Competition 0

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/

Download this Episode

How to Succeed in Your First 90 Days 0

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

Download this Episode

How to Succeed at Celebrating What Your Team Does Well 0

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/

Download this Episode

How to Succeed at Dealing With Uncertainty 0

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

Download this Episode

How to Succeed at Creating A Personalized Goals List 0

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/

Download this Episode

How to Succeed at Creating a Negotiating System 0

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

Download this Episode

How to Succeed at Sales Management Without Selling 0

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

Download this Episode

How to Succeed at Teaching Solid Techniques 0

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/

Download this Episode

How to Succeed at Geofencing 0

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

Download this Episode

How to Succeed Between Your Ears 0

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/

Download this Episode

How to Succeed at Retail Sales in an Online World 0

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

Download this Episode

How to Succeed in Starting Out in Sales 0

Sep 2, 2019

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales. In this episode:

What’s the challenge of starting out in sales?
The mindset you need starting out
You don’t always have to get that “yes”
Some goals, plans, and actions to find success in sales
How to start a cold call
The “no pressure” cold call
Putting in the repetitions and practice leads to results
What is success?
One attitude, behavior, and technique you should have to succeed at starting out in sales

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

Download this Episode

How to Succeed at Harnessing the Power of Behavior 0

Aug 30, 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/

Download this Episode

How to Succeed at Succession Planning 0

Aug 26, 2019

Sandler V.P. of Online Learning, Mike Montague, interviews Matt Pletzer on How to Succeed in Succession Planning. In this episode:

Who will take care of my business when I retire?
Most business owners don’t have a succession plan – do you?
How to change the attitude of “my business isn’t worth anything if I’m not running it”
Have you bought yourself a job, or did you build a business?
Why you need to embrace failure
Do your children want to take over? Are they capable?
How to determine if your business is ready to run without you
Why you should evaluate your business on MORE than the financials
It’s never too late to create a plan of succession – here’s how
One attitude, behavior, and technique you should have to succeed at succession

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

Download this Episode

How to Succeed at Living the Success Triangle 0

Aug 23, 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/

Download this Episode

How to Succeed at Identifying Blind Spots 0

Aug 20, 2019

Bonus Episode: Don’t miss the new online course: Building a Bulletproof Business available at Sandler.com/bulletproof

In this episode CEO and President of Sandler, Dave Mattson, explains how blind spots hold us back, how to find them, and how to fix them to get your business where you want it to be.

Everyone has blind spots and it can be hard to admit the ones we have
You can have an organizational, departmental and individual blind spot
How to fix learned helplessness and create self-sufficiency
Some details on the Building a Bulletproof Business online course
The reason we all need a coach
The 13 blind spots we may have
How to create a playbook for your team and why you need one even if you people have years of experience
The mantra Dave Mattson lives by in seeking out his blind spots

Get the book: https://shop.sandler.com/books/road-excellence

Enroll in the online course: https://shop.sandler.com/online-courses/building-bulletproof-business-online-course

Download this Episode

How to Succeed at Mental Preparation 0

Aug 19, 2019

Mike Montague interviews Olympic Gold Medalist Garret Weber-Gale on How to Succeed at Mental Preparation. In this episode:

What is mental preparation and why is it important in our work?
How we should prepare for our most challenging moments and actually crave them
Figure out the WHY behind what you're doing to sustain you through those tough moments
How to mentally prepare by working on your technique - even right before you perform
Where most people have trouble on this
Why a system/process is so important
Is all the hard work worth it to win a gold medal?
What do you do after you've reached your highest goal?

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

Download this Episode

How to Succeed at Group Brainstorming 0

Aug 16, 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/

Download this Episode

How to Succeed at Onboarding New Hires 0

Aug 12, 2019

In this episode, Chicago Sandler Trainer Karen Meracle joins us to discuss How to Succeed at Onboarding New Hires:

Often we spend plenty of time on hiring and then not so much on the onboarding
Why sales managers need to be the trail guides for the sales hires
Onboarding starts in the interview
The most important mindset for the sales manager
How to use talk tracks with onboarding
How to use DISC assessments with your new salespeople
If you have a long sales cycle how do you evaluate a new hire quickly?
The best behavior, attitude, technique, and Sandler rule to succeed at onboarding new hires

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

Download this Episode

How to Succeed at Prospecting Your Own Clients 0

Aug 9, 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/

Download this Episode

How to Succeed at Online Sales Training 0

Aug 6, 2019

Summer Solomonsen is Head of Cornerstone Studios at Cornerstone OnDemand, Sandler's Microlearning partner. Cornerstone and Sandler have partnered to deliver the world-famous Sandler Selling System in a proven Microlearning format.

In this episode, Summer joins Mike Montague, VP of Online Learning at Sandler to talk about the best practices for online sales training, online learning for soft skills, and continuous reinforcement that drives results.

The sales Microlearning that’s totally different than old online training
You CAN teach sales via microlearning
How people develop soft skills… or just “professional skills”
A repeatable sales system is what is taught here
The four things every microlearning session must have
You can learn a single skill at a time, in a short time
How it’s better to learn a little at a time than to cram
The proof the microlearning results in more sales for you
Links to learn more via Sandler and Cornerstone
What Cornerstone does in the learning space
A General Patton quote for you and your sales team

The co-created Sandler and Cornerstone sales enablement content is available to enroll yourself or your team today through Sandler or Cornerstone exclusively.

Enroll yourself in the Sandler Selling System Microlearning Collection and get a FREE Sandler book: https://reports.sandler.com/sellingsystem-sp/

Contact us to enroll your team:

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.

Download this Episode

How to Succeed at Preventing Objections 0

Aug 5, 2019

Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.

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

Download this Episode

How to Succeed Podcast

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