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How to Succeed Podcast

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May 13, 2021

Mike Montague interviews Pete Oliver on How to Succeed at Making the Climb to Sales Leadership. Pete is an award-winning Sandler training from Boston, now in Hawaii and also Texas! He is author of the new Sandler book, Making the Climb: From Salesperson to Sales Manager and Beyond!

Making the Climb by Peter Oliver is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization.  

Get the new book in the Sandler Shop or on Amazon here: In this episode:

  • The best attitude, behavior, and technique on how to succeed at making the climb to sales leadership
  • Why make the climb?
  • The different skillsets from sales to sales manager
  • Everyone won’t sell like you do
  • Four leadership roles
  • Managing up
  • What’s in your toolkit?
  • Use the Sandler pain funnel to manage your people’s problems
  • Keep your questions open-ended
  • Pete’s favorite Sandler rule


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.
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