How to Succeed Podcast (Sandler)

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

• What should ride-alongs and strategic coaching look like?
• You can ride along on many more things than just sales calls
• Use questioning techniques for guided discovery
• The “Hot Wash” technique
• Hot Wash and Cold Wash questions
• The upfront contract you should have with yourself
• How often should you tell your spouse you love them?
• Antonio’s favorite Sandler rule

Wendy Gates Corbet, President of Refresher Training, speaker, and former global board member of ATD (Association for Talent Development), shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at creating and delivering training programs in your organization. Get the best practices for training collected from around the world.

Find Wendy at: http://refresher-training.com/ or on LinkedIn here: https://www.linkedin.com/in/wendygatescorbett/ 

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

Welcome to the How to Succeed podcast, the show that helps you get to the top and stay there... This is How to Succeed at avoiding the dangers of success.

This bonus episode is brought to you by the Sandler Annual Sales and Leadership Summit in Orlando, FL March 20th-22nd. To join our trainers from around the world and about a thousand of your high-performing colleagues, go to www.sandler.com/summit for more information. Tickets are limited.

And don’t forget to subscribe to this podcast on iTunes or Google play if you haven’t already. It is brought to you by Sandler, the worldwide leader in sales, management, and customer service, with over 250 locations. For more information, visit sandler.com.

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.

Radical generosity is the against-the-grain secret weapon of real influencers, and it will allow you to boost referrals, retention rates, and ROI like few other strategies. But be warned, gifts with strings attached backfire.

John Ruhlin has gifted on behalf of everyone from Forbes Magazine to the Fortune 500 and his tactics lead to appreciative responses and wide-open checkbooks.

• Mastering reciprocity, the hidden bottom-line booster
• Laser-targeting whom to give a gift and when to use thrift
• Uncovering your client’s inner circle and becoming part of it

Find John Ruhlin at: https://johnruhlin.com/

Find Giftology at: https://giftologygroup.com/ 

• The best attitude, behavior, and technique on how to succeed at giftology
• Giftology is about relationships
• Make the gift about them
• Don’t send the gift after the deal is closed
• Give gifts because you want to, not because you have to
• Focus on the who, not the what
• It’s the thoughtful thought that counts
• Finding the right gift takes focus and listening
• Go deep into the details
• Give useful artifacts
• Look at your ROR, not your ROI
• How John defines success

• The best attitude, behavior, and technique on how to succeed at performance planning
• Some people think if they ignore a new initiative, it might just go away
• As the sales leader, you are the trail guide
• The 5 Ps: Prioritize, Process, Playbook, Practice, Progress
• Writing an email telling your people to do it is not enough
• How to use a playbook in performance planning
• Use video to build your playbook
• Work on the new thing live and together
• Debrief after you try the new thing
• Karen’s favorite Sandler rule

Antonio Garrido, Sandler trainer and new author of Asking Questions the Sandler Way joins us to talk about the best sales questions. You will learn his favorite questions, the right attitude for asking questions, and why you should be asking more and better questions in the first place.

Learn how to succeed at asking questions!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

Jim Marshall, a Sandler trainer, shares his thoughts about how to succeed at hiring winners. 

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• How Jim defines success and his favorite Sandler rules

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers

Join us at the 2017 Sandler Annual Sales and Leadership Summit at the beautiful Rosen Centre in Orlando, Florida on March 9 & 10.  We hope you and your colleagues will enjoy two days of intensive world-class training and high-energy networking with like-minded business professionals from around the world.

Register online now: http://sandler.cvent.com/2017Summit

Ken Seawell, Sandler trainer from Detroit, joins us to talk about the attitude, behaviors, and techniques and what binds them together. Learn the best practices of successful salespeople and entrepreneurs 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

David Mattson, President and CEO of Sandler, shares his thoughts about using the Thermometer Close. Learn the attitudes, behaviors, and techniques of top performers, who can gauge the pace and progress of their presentation with this simple Sandler technique.

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

• The best attitude, behavior, and technique on how to succeed at neuro selling
• Do your negative thoughts overpower your positive ones?
• Are you selling logically to people buying emotionally?
• Align with your buyer
• Exercise in the morning to get in the right hormonal state
• Journal daily
• Reset with silence and meditation
• How to calm the limbic system in your client and you
• Simplify your message
• Use metaphors, analogies, and third party stories

Joel Burstein, a Sandler trainer from Pittsburg, talks about his best practices for leading by example. Whether you are a first time manager or an experienced executive you are leading by example, whether you are intending to or not. Joel shares his attitudes, behaviors, and techniques for leading a team by setting a good example.

Learn how to succeed at leading by example!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

Dan Stalp, Sandler trainer from Kansas City, joins us to talk about the attitude, behaviors, and techniques to help get out of your own way and stop beating yourself up. This is a tough subject, but sometimes, the biggest obstacle to success is ourselves. Learn how to succeed by not bullying yourself.

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

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/  

Summer Solomonsen is CLO at Grovo, Sandler's new Microlearning partner. Grovo and Sandler have partnered to deliver the world-famous Sandler Selling System in Grovo's proven Microlearning format. Sandler will also be offering Grovo's massive Microlearning collections for leadership, management, modern compliance, and professional skills as part of our online offerings.

In this episode, Summer joins Mike Montague, VP of Online Learning at Sandler to talk about the best practices for Microlearning, online learning, and continuous reinforcement that drives training results. Learn the attitudes, behaviors, and techniques of today's top workforce development organizations. 

The initial co-created Sandler and Grovo Microlearning sales enablement content will be available to customers as a premium content offering beginning this fall. The Sandler-Grovo Microlearning lessons will be exclusively available via select Sandler Training and Grovo distribution channels.

Enroll yourself in the Grovo Microlearning Collections or other Sandler courses: https://shop.sandler.com/category/online-courses 

View sample Microlearning courses in our free Sandler E-Learning Library: https://www.sandler.com/sell

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.

Mike Montague interviews special guest, Karl Scheible, co-author of Succeed the Sandler Way. Karl shares his thoughts about how to succeed at breaking through our comfort zones. 

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• Karl Scheible's greatest success, biggest failure, and 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.

Learn more about Sandler Training at www.sandler.com.

Get Karl's book here: https://shop.sandler.com/books/succeed-sandler-way 

• The best attitude, behavior, and technique on how to succeed at working on your game
• What “work on your game” is
• Who this is for
• Create a system to do the discipline for you
• Be, do, have
• What a professional is
• One day at a time works
• How Dre defines success
• Dre’s biggest failure
• It’s about perseverance

Learn how to practice your sales skills in your personal life to break through learning barriers, but also improve your communication with your friends and family. Karl Scheible, the author of Succeed the Sandler Way, talks about how Sandler clients are finding success in their personal lives.

Get Karls's new book at Amazon or the Sandler Shop. 

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

Don't forget to subscribe and leave us a 5-star review in iTunes!

Dr. Ruth Gotian is the Chief Learning Officer and Assistant Professor of Education in Anesthesiology and former Assistant Dean of Mentoring and Executive Director of the Mentoring Academy at Weill Cornell Medicine. She has been hailed by the journal Nature and Columbia University as an expert in mentoring and leadership development and is currently a contributor to Forbes and Psychology Today where she writes about ‘optimizing success’. She also has a weekly show and podcast by the same name where she gathers high achievers to talk about their journey to success. In 2021, she was one of 30 people worldwide to be named to the Thinkers50 Radar List, dubbed the Oscars of management thinking and is a semi-finalist for the Forbes 50 Over 50 list.

Do a passion audit at www.ruthgotian.com/passionaudit

• The best attitude, behavior, and technique on how to succeed at high achievement
• What success is
• Do something important, not just interesting
• The four pillars of success
• Focus on what you’re good at AND have a passion for
• Develop a team of mentors
• Don’t ask anyone to be your mentor
• Find your North Star
• Ruth’s biggest lesson
• Remember PIE - Performance, Image, and Exposure
• Ruth’s favorite quote

Podcast: https://howtosucceed.libsyn.com/

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It's a good problem to have, but it can prevent you from selling more and growing. Get the best practices 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

David Fischer, Sandler trainer, talks about understanding the buying process to sell more effectively. The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.  In this video, you will learn more about the buying process to understand your clients better and sell more effectively.

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

Timestamps:

• 0:00:02 How to Succeed in Matching Your Sales Process with the Modern Buyer Journey
• 0:02:48 The Ideal Attitudes for Salespeople in the Modern Era
• 0:04:14 The Role of the Salesperson in the Modern Buyer Journey
• 0:07:08 The Importance of Sales Templating
• 0:10:00 The Benefits of a Sales Process
• 0:12:18 The Importance of Aligning Your Sales Process with Your Customer's Buying Process
• 0:14:29 The Importance of a Good Sales Process
• 0:16:26 The Benefits of a Macro Upfront Contract
• 0:17:44 The Benefits of a Sales Process
• 0:24:54 The Benefits of Training in the Sales Process

Key Takeaway

The ideal sales process is when we have a good understanding of the objectives that our clients are trying to hit. 

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

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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  

Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. Get ready to learn how to silence your inner critic and lead and sell with confidence. 

Find Kris at https://www.kriskelso.com/

Find the book at https://www.overcomingtheimpostor.com/

• The best attitude, behavior and technique on how to succeed at overcoming the imposter
• The imposter syndrome defined
• We all figure it out as we go
• Use the feelings of insecurity and fear as a sign you are working on something big
• How to take away the fear of being exposed
• How to reframe negative feelings to positive ones
• The definition of success for Kris

Podcast: https://howtosucceed.libsyn.com/

Find Steve and his podcast at https://www.realestatedisruptors.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

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

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

Timestamps:

00:00:00 - Introduction to Sales Capacity Assessment

00:05:30 - Importance of Assessments in Sales

00:08:28 - Attitude Towards Excuse Making

00:11:42 - Benchmarking Competencies

00:14:53 - Key Sales Competencies

00:16:20 - Difference Between Behaviors and Competencies

00:19:21 - Team Training and Individual Development

00:22:50 - Defining Success in Career

00:27:56 - Overcoming Challenges in Career

Key Takeaways:

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

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

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

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

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

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

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

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

• Success in sales involves balancing strengths with development areas.

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

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SUBSCRIBE: https://podfollow.com/howtosucceed

Don't forget to subscribe and leave us a comment!

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Twitter: https://twitter.com/SandlerTraining

Linkedin: https://www.linkedin.com/school/sandler-training/

Instagram: https://www.instagram.com/sandlertraining/

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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/ 

• Personal branding is about being known in your industry, for what you do
• How to build your reputation
• Why it’s important to familiarize yourself and your name with your target audience
• Strategy first, then tactics
• Write out the things that differentiate you personally and professionally
• How to get more specific about your audience
• How to reach your audience
• Network on social
• Get started and keep getting better before people start following you

Chris McDonell, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at leading an organization through a change initiative. Get the best practices collected from around the world.

For more on Change the Sandler Way, get the book on Amazon or Sandler.com here: https://shop.sandler.com/books/change-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

Paul Lanigan from Sandler in Dublin, Ireland share the dangers of social selling and how to find success. Learn the difference between social marketing, social networking, social prospecting, and social selling. Find social selling success with these tips and tricks for maximizing your social media.

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.

If you would like to learn more about social selling or speak to a local Sandler trainer visit: https://www.sandler.com/socialsellingsuccess 

See Sandler Trainers live on stage at the 2018 Sandler Summit: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

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/  

Mike Montague shares and inside look at LinkedIn the Sandler Way and shares his thoughts about how to succeed at social selling. Guest Host, Jim Wilcox, interviews Mike in this special bonus episode to preview the upcoming Sandler webinar on the same subject. 

Join us for the free 1-hour webcast on May 17th at 2 PM EDT for more LinkedIn the Sandler Way: http://reports.sandler.com/webinar-05172016-linkedin/

In this podcast, you will learn:

• How to change your attitude about social selling
• The key behaviors and actions of top performing salespeople
• 10 Techniques for social selling success
• Mike Montague's greatest success, biggest failure, and 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.

• Learn more about Sandler Training at www.sandler.com.
• Get the Linkedin the Sandler Way book!
• Reserve your seat for the free LinkedIn the Sandler Way Webcast!

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

In today’s episode, it is our greatest privilege to have a very special guest, Holly Hunt, who has spent over 17 years in the telecom and tech industries. Holly has not only garnered numerous accolades but has also broken barriers as a woman in business and sales. With her wealth of experience, she's here to share her insights on how she has thrived as a woman in a male-dominated industry.

Join us as we realize the importance of resilience, empowerment, and fostering a sense of belonging in the professional sphere to drive success.

Timestamps:

0:00:16 Introduction to this episode.

0:01:53 What she loves about her career. 

0:06:38 Advice for young women in business.

0:12:11 What successful business women do that men don't.

0:18:06 How to know when to let the balls drop. 

0:22:28 Recognize and stay in tune with yourself.

0:26:53 How do you define success for yourself?

Key highlights:

• Embrace authenticity and gain confidence to excel in any role, regardless of stereotypes or expectations.

• Seek out role models and mentors to guide your journey. 

• Create safe spaces and support networks, fostering a community where women can share experiences and learn from one another.

• Focus on leaving a positive impact on others and making a lasting difference, both personally and professionally.

• Face obstacles with resilience and determination, using setbacks as stepping stones toward success.

• Success has different seasons, and it's essential to manage your energy and time effectively.

• Engage with support groups, mentors, and colleagues to combat isolation and build a strong sense of community.

• Foster a culture of open communication, where individuals can express their needs and challenges without fear. 

• Trust in your abilities and don't hesitate to contribute your ideas and insights.

• Sharing experiences and knowledge accelerates personal and professional growth while creating a culture of mutual support.

• Measure success by the positive impact you make on others and the legacy you leave behind.

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Don't forget to subscribe and leave us a comment!

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Follow Us: 

Twitter: https://twitter.com/SandlerTraining

Linkedin: https://www.linkedin.com/school/sandler-training/

Instagram: https://www.instagram.com/sandlertraining/

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In this episode, we discuss buying a franchise with Josh Dubois. Most people consider business ownership to replace income or build generational wealth. Franchising fast-tracks starting a business by providing systems and resources. Josh recommends exploring options over 1-2 months without pressure to decide. He outlines the process of researching franchises, speaking with owners, reviewing financials, and managing expectations. We emphasize having a strong "why" and taking extreme ownership as a franchisee. Success requires being known in the community, following the playbook, and having a positive attitude.

Josh's father transitioned from long hours in the restaurant industry to owning a dry cleaning franchise, which allowed him to attend Josh's games and eventually become a CEO. This lifestyle change inspired Josh to pursue business ownership before becoming a franchise broker to help others without promoting any specific franchise. He lives by "conquer the mind" – being conscious and positive to manifest goals.

Timestamps:

02:05 Why pick franchising over starting your own business?

04:58 Lifestyle and legacy in franchising

10:14 Lifestyle freedom in franchising

12:09 The buying process and common mistakes

17:08 Getting started and being successful

19:41 Managing expectations between franchisor and franchisee

21:22 Taking extreme ownership

23:23 Tips, tricks, and hacks for buying a franchise

25:00 You don't need to decide today

Key Takeaways:

• Spend 1-2 months exploring franchise options to make an informed choice.

• Research thoroughly: talk to owners and review financials.

• A strong "why" drives motivation and focus.

• Extreme ownership means fully committing to the franchise’s success.

• Being known in your community benefits your business.

• Follow the franchise's systems and guidelines.

• Maintain a positive attitude to overcome challenges.

• Personal experiences can inspire and guide business decisions.

• Hands-on ownership experience helps in advising others.

• A positive mindset, or "conquer the mind," is crucial for achieving goals.

SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared 

Don't forget to subscribe and leave us a comment!

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Follow Us: 

Twitter: https://twitter.com/SandlerTraining 

Linkedin: https://www.linkedin.com/school/sandler-training/ 

Instagram: https://www.instagram.com/sandlertraining/ 

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John Glennon, a Sandler Trainer from Canada, shares his best practices for getting fast-tracked success and propel your career to new levels. This is a preview of his hour-long speech at the upcoming Sandler Summit. Listen to this quick session and learn how to succeed fast.

John Glennon will also be speaking at the 2017 Sandler Annual Sales and Leadership Summit! Don't miss your chance to join us in Orlando, March 9-10. Register now!

Learn how to succeed fast!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers

Join us at the 2017 Sandler Annual Sales and Leadership Summit at the beautiful Rosen Centre in Orlando, Florida on March 9 & 10.  We hope you and your colleagues will enjoy two days of intensive world-class training and high-energy networking with like-minded business professionals from around the world.

Register online now: https://www.sandler.com/summit

The Solutionary Mindset with Michael Mathews, VP for Innovation and Technology, Oral Roberts University

Join us as Michael Mathews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues. By understanding that there are no one-size-fits-all solutions for everything but rather tailor-made answers for each problem at hand, Mike outlines how this concept is key in assisting clients and employees to reach better outcomes. Whether you're working in sales or leading an organization, it is worth tuning into our episode!

Michael Mathews is a solutionary, or a problem solver, who drives innovation, sales, and results. He believes that a common mistake people make is trying to boil the ocean or doing too much too quickly. Anything is possible, but it's important to understand the timing and the season of the problem. Michael advises to use third-grade logic, pay attention to people's emotions, have compassion, and find a solution to the problem.

Timestamp:

• 0:02:24 Understanding the Ideal Attitude of a Solutionary
• 0:03:59 Understanding How to Solve Problems and Meet Quotas
• 0:05:28 Solutionary Strategies for Driving Innovation and Results
• 0:08:30 Finding Solutions to Difficult Problems
• 0:09:45 The Impact of Virtual Reality in Reducing Opioid Addiction
• 0:11:28 Behavior and Doing the Right Thing at the Right Time as a Solutionary
• 0:13:59 Benefits of Relaxed Selling and Celebrating Later
• 0:16:51 Building Professional Relationships and Finding Innovative Solutions
• 0:18:08 The Benefits of Skinware for Immersive Learning
• 0:20:19 Exploring the Benefits of Fluid Education
• 0:24:21 Reflection on Career Success
• 0:25:37 Attitude and Actions for Being a Solutionary

Key Takeaways:

You can bring a lot more value with intelligence by synthesizing that data, telling them what it means, or using it to solve a problem than you can with anything else.

A solutionary is someone who is willing to invest time, intellect, emotion, and passion to find solutions for today’s problems. There is no silver bullet for every issue, but there is a solution for every problem.

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Clint Babcock, Sandler trainer from Tampa, joins us to talk about the attitude, behaviors, and techniques of negotiations. Learn how to find, understand and use sources of leverage in your sales negotiations. Learn the advantages and disadvantages of salespeople in final negotiations.

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

Cal Thomas, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at sticking with your goals and achieving them. Get the best practices for goal setting 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

Mike Crandall, a Sandler trainer and author from Oklahoma, talks about his best practices for fundraising, including asking for money, creating a plan, and getting introductions to the right people. Mike shares his attitudes, behaviors, and techniques for raising more money and doing it with a sales mindset.

Learn how to succeed at fundraising for non-profits and not-for-profits!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

Bill Morrison, a Sandler trainer and author, shares his thoughts about how to succeed at bootstrap selling. Bill is the author of the Sandler book, Bootstrap Selling the Sandler Way.

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• Bill's greatest success, biggest failure, and 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.

Learn more about Sandler Training at www.sandler.com.

Get Bill Morrison's book: Bootstrap Selling the Sandler Way.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

• The best attitude, behavior, and technique on how to succeed at starting a journal.
• What a journal is and why should start one
• Build it into your routine and commit to it
• Try it different ways and find out which ways work best for you
• Have an accountability partner
• Track your progress
• What journaling can do for you
• Look for examples of journaling that resonate with you
• Jordan’s definition of success
• Favorite Sandler rule

Podcast: https://howtosucceed.libsyn.com/

In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points.

Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.

Timestamp 

0:13 Selling technology and ROI conversations with Sandler trainer.

3:51 ROI conversations in sales, myths, and misconceptions.

7:53 Sales techniques, including identifying pain points and demonstrating value.

12:40 Sales techniques, ROI, and budgeting for software and sales training.

17:23 ROI calculations and cost savings strategies for businesses.

20:56 Sales training, personal pain, and success definition.

Key Takeaways 

• The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.

• ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.

• It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.

• Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.

• Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.

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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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

• The best attitude, behavior, and technique on how to succeed at personal integrity
• The definition of personal integrity
• Make a promise to yourself with a consequence/reward and someone to hold you accountable
• Whatever you believe, you prove
• 80% of your inner dialogue is negative and repetitive
• You have a chicken voice, a brat voice, and a weatherman's voice
• How to tell those voices to shut up
• Find what works for you, not anyone else
• How Beth defines success
• Stop keeping your dreams private

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. 

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/  

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/  

This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition.

Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for forging enduring relationships. Their exchange also delves into the pivotal role of content creation in fostering connections and explores the significance of networking groups and referrals in amplifying outreach.

Join us this week as host Mike Montague engages in a compelling conversation with Steve Spiro, the Master Connector, unlocking the secrets to genuine virtual connections. Delve into the essence of authenticity, value addition, and the pivotal role of content creation.

Timestamps

00:00:09 - Introduction to the topic of breaking through the digital barrier

00:04:48 - Importance of connecting through conversations and adding value

00:10:10 - Importance of showing genuine interest in others' stories

00:12:06 - Starting a conversation with honesty and vulnerability breaks barriers

00:17:02 - Making connections everywhere, even in everyday situations

00:21:09 - The concept of sowing and reaping in building connections

00:22:14 - Having a clear path for prospects and finding value in non-prospects

00:25:03 - Sharing links to content, and books, and inviting non-prospects to be on the show

00:29:08 - Overcoming adversity and having the grit to keep going

00:33:30 - Recommendation to read "The Tao of a Master Connector

Key takeaways

• Breaking through the digital barrier requires authenticity, being others-focused, and adding value to the conversation.

• Genuine connections are built by being vulnerable and sharing personal stories and experiences.

• Connecting with others online involves reaching out for phone calls rather than just accepting connection requests.

• Regularly putting out valuable content helps establish credibility and attracts meaningful connections.

• Offering to make introductions, inviting people to networking groups, and sharing resources are effective ways to add value and deepen connections.

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Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training. Lisa is a powerhouse of knowledge, sharing her insights on learner autonomy and how to create a learning environment that values and utilizes what each individual brings to the table. She brings to light the importance of different contexts for learning and how giving people choices shapes their learning journey. We also dive into how Sandler's Sales Development Series has been reimagined to incorporate these concepts for the best possible learning outcomes for our clients.

Moving from the theoretical to the practical, we talk about how these principles apply to sales training. We break down the benefits of engaging content and the power of role-play in enhancing information retention. With Lisa's expert guidance, we explore engagement ideas for virtual instructor-led sessions and discover the innovative 'trap exercises,' pattern interrupts, and other education best practices she and her team have built into the new Sales Development Series.

We explore the role of collaboration within the sales team, with the managers and leaders, and with your Sandler coach to get the best results and return on investment, so tune in and join us in relaunching the classic Sandler sales training through the lens of collaborative learning.

John Jantsch is the creator of the Duct Tape Marketing System and Duct Tape Marketing Consulting Network, he has been called the World’s Most Practical Small Business Expert. He is a marketing consultant, speaker, and author of five books, including his latest book, SEO for Growth.

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• How John's defines success and his favorite lessons learned

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.

If you would like to learn more SEO, get John's book here: SEO for Growth

Join us at the 2017 Sandler Annual Sales and Leadership Summit at the beautiful Rosen Centre in Orlando, Florida on March 9 & 10.  We hope you and your colleagues will enjoy two days of intensive world-class training and high-energy networking with like-minded business professionals from around the world.

Register online now: https://www.sandler.com/summit

Learn how to bring up the subject of money and break through the baggage around it. Whether there is tension in you or the prospect, bringing up the budget can raise some uncomfortable feelings. Lauren Valentine will help you learn how to think and talk about money in an adult manner to help you succeed 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

Don't forget to subscribe and leave us a 5-star review in iTunes!

How to Generate More Leads and Drive Sales with Demand Creation

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

Christopher offers advice on how companies can create demand in their markets, such as by utilizing webinars, ebooks, and white papers to engage their target audiences. Additionally, he emphasizes the value of establishing rapport with clients and offering them content appropriate to their needs. By implementing these techniques, companies can increase demand in their markets and produce more qualified leads.

Timestamps:

• 0:00:03 Creating Demand: A Conversation with Christopher Roche
• 0:02:04 Exploring solution-aware prospects and the Sandler Rule for Sales Teams
• 0:04:00 The Role of Education in Sales and Marketing: A Discussion on Attracting New Audiences
• 0:06:51 Strategies for Capturing Demand Through Paid Cold Traffic Social Ads
• 0:08:24 Exploring Paid Social Strategies for Demand Generation
• 0:09:50 Attribution Tracking and Self-Reported Attribution for Marketers and Sales Professionals
• 0:12:26 Exploring Different Channels for B2B Marketing
• 0:15:19 Exploring the Balance of Paid Promotions
• 0:17:18 The Benefits of Social Organic Marketing for Sales Leaders
• 0:18:23 Tips and Tricks for Effective Digital Marketing Strategies
• 0:20:36 Leveraging Social Media for Small Business Growth
• 0:22:34 Social Selling Strategies for Sales Reps
• 0:23:49 Non-Sales Tips for Following Up With Prospects
• 0:26:16 Interview with Christopher Roche: Defining Success in His Career
• 0:31:31 Creating Demand Through Long-Term Investment
• 0:32:37 Creating Demand Through LinkedIn

Key Highlights:

• Have a long-term objective and begin with easy victories, to attract potential audiences with demand. Setting up demand-capture websites like Google Ads and Bing Ads, retargeting, and running paid social ads to hold traffic can help with this.
• Use social media as a tool to grow your business.

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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  

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Follow Us: 

Twitter: https://twitter.com/SandlerTraining

Linkedin: https://www.linkedin.com/school/sandler-training/

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Find Christopher Roche at: https://www.linkedin.com/in/chrisjroche/ 

Bryan Kreuzberger, Founder of BreakthroughEmail, share his thoughts on how to succeed at getting a meeting with a cold email. 

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• How Jim defines success and his favorite Sandler rules

Learn more about cold email in Bryan's new course at www.1leadaday.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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers

Join us at the 2017 Sandler Annual Sales and Leadership Summit at the beautiful Rosen Centre in Orlando, Florida on March 9 & 10.  We hope you and your colleagues will enjoy two days of intensive world-class training and high-energy networking with like-minded business professionals from around the world.

Register online now: http://sandler.cvent.com/2017Summit

Erin Pheil, Founder of the Mindfix Group out of Denver, talks about how to succeed at overcoming common head trash issues in sales with the attitudes, behaviors, and techniques needed to be more successful. Get the best practices collected from around the world for overcoming these mental roadblocks.

Find more information about Erin and the Mindfix Group at: https://www.mindfixgroup.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

Hamish Knox, a Sandler trainer and author shares his thoughts about how to succeed at accountability. Hamish is author of the Sandler book, Accountability the Sandler Way: Creating a Leadership Mentality in 20 Minutes A Week.

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• Hamish Knox's greatest success, biggest failure, and 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.

Learn more about Sandler Training at www.sandler.com.

Get Hamish Knox's book: Accountability the Sandler Way.

Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage.

In this podcast, we'll talk about how sometimes small goals can be more motivating than big goals, and how having a clear plan with specific and measurable goals is important for success.

Timestamp:

• 0:00:02 How to Succeed at Measuring and Managing Productivity
• 0:02:31 The Different Types of Goals and Measurements
• 0:03:50 The Importance of Tracking Sales Behaviors
• 0:11:45 The Importance of Goal Setting in Sales
• 0:13:35 The Impact of Consistency on Sales
• 0:17:30 The Benefits of Blocking Time and Moving Calendar Blocks
• 0:19:09 The Importance of Tracking Sales Behaviors and Metrics
• 0:20:50 The Importance of a CRM in Sales
• 0:22:36 The Different Ways That Salespeople Can Find Prospects
• 0:24:04 The Importance of Managing Your Team's Individual Productivity Plans
• 0:25:29 The Sandler Summit: A Conversation with Sandler Trainer Paul McCord

Key Takeaways:

The quantity metrics keep us honest on our behaviors, but the quality metrics help with leadership and your sandler coach knowing what might we need to lean into and increase our effectiveness in terms of our techniques.

Two people with two completely different plans can land at the same number of conversations, the same number of prospects, the same number of proposals, and the same number of closed deals.

Productivity is one that many people struggle with. In this podcast, we will teach you the different types of goals and measurements, and how having the wrong goals can throw you off.

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Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023  

Greg Nanigian, Sandler trainer from Boston and new author of Why People Buy, joins us to talk about the best practices for uncovering Pain. You will learn how to discover why people buy and what to do about it. Greg shares how to start sales conversations that close deals and how to uncover the emotional reasons people buy from you.

Learn how to succeed at finding pain!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

#sandler #sandlerworldwide

Email marketing is a powerful tool for businesses and individuals to create genuine connections, drive engagement, and achieve their marketing goals. Today, we are diving into the world of email marketing with a true expert,Jay Schwedelson, creator of subjectline.com and has been a pioneer in the field of email marketing for over two decades. We'll be uncovering some of the latest insights, strategies, and techniques that can help you succeed in the dynamic landscape of email marketing.

Dive in and understand your audience's behaviors, preferences, and needs, and tailoring your emails to address those aspects.

Timestamps:

0:00:16 How to succeed in email marketing

0:03:02 The importance of a good subject line. 

0:09:27 How much of a boost should you expect from email marketing?

0:15:21 Where do you land on timing in your pitch?

0:17:35 Email tips for sales emails.

0:22:26 The importance of reposting your content.

0:27:10 Hurdles to overcome.

0:29:20 How to plan out the agenda ahead of time.

Key highlights:

• Prioritizing subject lines as an integral part of their strategy.

• Addressing recipients by their role or interests instantly grabs their attention. 

• Sending emails at unconventional times can help emails stand out in a recipient's inbox.

• Tailoring approach based on the actions recipients have taken. 

• Importance of  compelling PS line and Logo placement  for enhanced engagement.

• Effectiveness of Benefit-focused phrases for your email buttons.

• Consistently collect email addresses as an email list and leverage the power of email marketing remains a core lesson.

• Failures are opportunities for growth and learning.

• Value in building connections and engaging with industry experts.

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In this episode, Jordan Ledwein will join us to share the most effective way in revolutionizing the sales industry by harnessing the power of Artificial Intelligence and cutting-edge sales technology. From personalized customer interactions to automating tedious tasks, Jordan knows how to unlock the true potential of AI in the world of sales.

Join us as we explore the exciting world of AI in sales and discover how you can take your business to new heights.

Timestamps:

• 0:00:24 AI in Sales with Jordan Ledwin
• 0:02:27 Leveraging Technology for Sales
• 0:04:24 Exploring the Benefits of AI for Sales Managers
• 0:05:52 Leveraging Technology to Engage and Not Hide
• 0:10:57 Leveraging AI in Sales and Marketing
• 0:12:14 Exploring the Benefits of Chat GPT for AI-Powered Sales
• 0:14:02 Benefits of Chat GPT for Sales Professionals"
• 0:20:15  Unlocking Your Sales Potential with AI Tools 
• 0:24:35 The Benefits of Lifelong Learning

Key Highlights:

AI can help you to close the largest deals as it allows you to understand your buyer, understand how they communicate, and develop a solution and proposal for them.

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SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/ 

Don't forget to subscribe and leave us a comment!

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David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

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 success triangle
• Simplify
• Mindset
• Get comfortable with being uncomfortable
• Techniques need attitude and behaviors to be successful
• It’s harder to qualify someone than close a deal

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed 

John Fazio, Sandler trainer, and Mike Montage, VP of Online Learning, play a game of Role-Play Roulette. In this unusual episode and training exercise, John and Mike practice sales role-play situations in a fun and low-pressure environment.

Learn how to laugh at yourself, learn your scripts, and practice high-pressure sales situations in low-pressure and hilarious ways.

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

Matt Detjen, author of "The Art of Powerful Sales Communication," joins us for an insightful conversation about revolutionizing sales strategies with effective communication. Matt shares his transformative experience from attending a pivotal sales course in 2007, which inspired him to write his book during the pandemic. In our discussion, he expands on techniques like reflective listening, which goes beyond traditional listening by actively engaging with clients and providing feedback to establish mutual understanding. This approach not only clarifies communication but also fosters deeper, more collaborative relationships with clients.

We further explore how building trust and empathy can make a significant difference in sales interactions. Through illustrative exercises and real-life examples, Matt explains how acknowledging and addressing issues openly can transform defensive responses into opportunities for building trust. We emphasize the importance of meaningful interactions, moving past superficial connections to establish real rapport. Techniques like Sandler’s "upfront contract" aid in setting clear agendas, ensuring expectations are met, and managing meeting times effectively.

Finally, Matt delves into the art of persuasive communication, where mindset and behavior play crucial roles alongside traditional persuasion skills. He introduces the success triangle concept: prioritizing trust and communication skills over product knowledge. With actionable advice on persuasive outlines and reflective techniques, Matt equips listeners with tools to enhance clarity and direction in sales meetings. His insights align with Sandler's philosophy, offering enriched perspectives for those eager to elevate their sales communication prowess.

(00:03) The Art of Powerful Sales Communication
(10:42) Building Trust in Sales Communication
(15:18) Building Trust Through Empathy and Rapport
(29:37) Mastering Persuasive Sales Communication
(37:30) Persuasive Outline and Reflecting Techniques
(42:36) Elevating Sales Communication Skills

(00:03) The Art of Powerful Sales Communication

This chapter introduces Matt Detjen, an author and Sandler client, who discusses his book "The Art of Powerful Sales Communication." Matt shares his journey in sales, highlighting a pivotal course he took in 2007 that transformed his approach to sales communication. He explains how the book was born during the COVID-19 pandemic when he realized the need to make the powerful lessons from the course accessible to a wider audience. We explore the transition from focusing solely on product knowledge to emphasizing effective communication, especially in high-stakes roles like senior account management. One key concept Matt introduces is reflective listening, which goes beyond the traditional notion of listening by actively engaging with the speaker and providing feedback to ensure a mutual understanding. This approach not only clarifies communication but also encourages further dialogue, paving the way for a more collaborative relationship with clients.

(10:42) Building Trust in Sales Communication

This chapter explores the crucial role of reflection and trust in effective sales communication. I share an exercise used in classroom settings that highlights the tendency of individuals to default to defensive responses when faced with criticism, instead of reflecting and owning the issue. By acknowledging and addressing problems openly, we not only defuse potential negativity but also build trust with customers. We emphasize the importance of bringing issues to the table proactively, fostering a shared journey with customers where intentions and progress are transparently communicated. Trust becomes the cornerstone of this relationship, especially during the discovery phase of sales, which is pivotal in either nurturing or damaging the customer relationship. Through reflective practices and open dialogue, we lay the foundation for a trust-filled relationship, essential for successful sales outcomes.

(15:18) Building Trust Through Empathy and Rapport

This chapter explores the vital connection between empathy and trust in sales communication, drawing insights from Matt's book, "Reflect the Art of Powerful Sales Communication." We acknowledge the challenges sales professionals face in overcoming preconceived notions from past buyer-seller interactions. Empathy plays a crucial role, as recognizing that each client is an individual with unique experiences and concerns can strengthen trust. We address the pitfalls of superficial rapport-building, such as focusing excessively on trivial topics like a fish on the wall, and emphasize the importance of meaningful interaction. Real rapport is cultivated through clear communication, setting expectations, and establishing mutual understanding. We highlight techniques such as the "upfront contract" from Sandler to set agendas and manage meeting time effectively, fostering genuine connections and productive sales engagements.

(29:37) Mastering Persuasive Sales Communication

This chapter explores the critical components of successful sales communication by emphasizing the importance of mindset, behavior, and the art of persuasion. We discuss the concept of the success triangle, where building trust and communication skills take precedence over the product itself. We tackle the stigma associated with persuasion, arguing that effective persuasion is about ethically presenting facts to influence decision-making positively. Drawing parallels to a doctor's responsibility, we highlight the seller's role in addressing customer needs through learned communication skills. The chapter also introduces actionable behaviors, such as employing the high school speech model of telling, reinforcing, and recapping key points, which enhances clarity and direction in meetings, especially in corporate environments. This approach not only facilitates effective internal communication but also ensures alignment and purpose throughout any sales interaction.

(37:30) Persuasive Outline and Reflecting Techniques

This chapter focuses on enhancing persuasive communication by utilizing effective outlines and reflective listening techniques. We explore the importance of structuring conversations with strategic bookends, such as teasing the outcome and closing strong, to guide listeners through a persuasive journey. The conversation highlights the tactic of reflecting, emphasizing the need to sift through conversations to capture and reflect key insights back to the listener in our own words. We also discuss practicing reflective listening in low-risk environments like conversations with family and friends, particularly with children, to hone the skill. Additionally, there's an engaging comparison to personal relationships, where the urge to "fix" is contrasted with the need to simply listen. Finally, I share how to connect with me and access my resources for further exploration into these techniques.

(42:36) Elevating Sales Communication Skills

This chapter features a conversation with Matt Detjen, author of "Reflect," a book that emphasizes the art of powerful sales communication. We explore how building trust-based relationships is crucial for long-term success in sales, beyond just the product or company history. Matt's insights align with Sandler's philosophy, providing an enhanced perspective for those familiar with Sandler's training. For listeners eager to elevate their sales communication skills, "Reflect" offers valuable lessons that complement and extend the teachings from Sandler consultants and trainers. Don't miss the opportunity to enrich your sales approach by engaging with Matt's work.

Dean Lindsay, author of How to Achieve Big PHAT Goals, joins Mike Montague to talk about making big things happen this year. Dean is a keynote speaker and author of other books. He can be found at deanlindsay.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 whitepapers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

David H Sandler, our belated founder, shares his thoughts why to choose sales as a career and how people are motivated. Learn the attitudes, behaviors, and techniques of top performers, who have a reason to succeed.

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

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

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• The best attitude, behavior, and technique on how to succeed at improving your money concept
• What is your money concept?
• You’re making what you think you’re worth
• Changing your beliefs about money could double your income
• Can you articulate your attitudes and beliefs about money?
• Positive money concepts
• When you believe you’re worth more, you’ll start making more
• Buyer empathy can hurt you
• Help your client discover the cost of the problem
• Leave your child in the car
• You can’t lose something you never had

Podcast: https://howtosucceed.libsyn.com/

Mike Crandall, a Sandler trainer and author, shares his thoughts about how to succeed at motivation and motivating others. Mike is the author of the upcoming Sandler book, Motivation the Sandler Way. 

You will learn how to get to the top and stay there as we explore: 

• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• Mike's greatest success, biggest failure, and 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.

Learn more about Sandler Training at www.sandler.com.

Get Mike Crandall's book as soon as it is available: Motivation the Sandler Way.

Erik Host-Steen, Founder of SMP Alignment, shares his best practices for aligning your sales and marketing teams. From effective handoffs to qualified leads and using technology to smooth out the process. Erik talks about how to get your sales and marketing departments to work together.

Learn how to succeed at aligning sales and marketing!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

• Throw your current proposal out the window
• Don’t let the “sunk cost fallacy” get in your way
• Be emotionally unattached from the outcome
• You can’t lose anything you don’t have
• Empathize with your prospect
• Go back and reset
• You need a new upfront contract
• The rule of three-plus
• How to play hot potato
• It’s just data

Greg Skloot is President and COO at Crystal, an online app that can tell you anyone's DISC personality before you meet them. Greg and his team at Crystal are a new strategic partner of Sandler Training, and he will tell you how to succeed with the attitudes, behaviors, and techniques needed to tailor your sales pitch to your prospect's personality. Get the best practices collected from around the world.

Register for a free Crystal account at: https://sandler.com/crystal 

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

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

ACTivation Nation host Matt Benelli welcomes Markku Kauppinen, the President and CEO of Extended DISC, North America, and they agree that Socrates and his gang was on to something when "Know Thyself" became a thing back in Ancient Greece... a  mindset that, along with DISC, can help us all succeed in our roles, and find some peace of mind!

Matt & Markku talk about how important it is to identify your goals, the characteristics of the people you need to surround yourself with in order to achieve, and use the best assessments to make sure you find those people.  It's simple, It's deep... and we get Dolly Parton in there, too. Enjoy!

John Storm, Founder of the Brainstorm Network, joins us to talk about how to get the most out of a brainstorming session. Whether ideation or innovation is your goal, you need to know the attitudes, behaviors, and techniques of an effective brainstorming session.

Email john@brainstormnetwork.com to request the tools mentioned in this podcast and learn how to succeed at brainstorming!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

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/  

In this episode,  Madeline Miller focuses on engaging and coaching Gen Z employees as they move into leadership roles. Gen Z currently represents just under 20% of the workforce, but by 2030, millennials and Gen Z will make up two-thirds of the workforce. Madeline stresses the importance of early leadership development for Gen Z, to prevent the need to unlearn bad behaviors later. Gen Z faces unique challenges due to remote work and the digital landscape, which affect their communication skills. Madeline highlights the need for a balanced approach to resilience, not just focused on grit but also emotional processing, which is essential for strong leadership. She discusses how leaders can foster alignment between company goals and Gen Z’s mission-driven mindset by creating opportunities for professional development and engagement. 

Tune in to learn practical strategies for empowering the next generation of leaders.

Timestamps:

00:01:18 Importance of teaching leadership skills early

00:02:28 Gen Z's communication and leadership skills

00:04:29 Mindset shift needed for engaging Gen Z

00:05:34 Resilience and emotional processing

00:07:06 Leader's obligation to engage employees

00:09:58 Alignment with personal goals and values

00:13:22 Accommodating job turnover in younger workers

00:15:24 Influence through interpersonal communication

00:19:21 Setting communication standards in the company

00:21:34 How Madeline defines success

00:23:20 Overcoming the hurdle of career self-reflection

Key Takeaways:

• Early leadership development prevents the need to unlearn bad habits later.

• Gen Z’s communication challenges stem from remote work and digital interactions.

• Emotional resilience is crucial for leadership, beyond just grit.

• Leaders should align company goals with Gen Z’s purpose-driven values for greater engagement.

• Gen Z thrives in collaborative and feedback-rich environments, where they can see the impact of their work.

• Creating clear paths for career growth and continuous learning motivates and retains Gen Z talent.

• Flexibility in work environments is key to engaging Gen Z, as they highly value work-life balance.

• Gen Z is driven by authenticity and transparency in leadership, making it important for leaders to communicate openly.

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Gerry Weinberg, Sandler trainer from Detroit, and his business have survived multiple recessions. In order to be successful during an economic recession, it is important to choose HOW you participate in the recession and believe that it is the greatest opportunity that has ever happened. This means that prospecting never ends and that it is important to constantly be looking for new business

In this episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sailor trainer and explains how downturns can actually be opportunities for businesses. 

Timestamps:

• 0:00:03 How to Succeed at Surviving an Economic Recession
• 0:02:45 Sales in a Recession: How to Outsell Competition
• 0:04:55 The Power of a Positive Attitude in Sales
• 0:10:09 The Importance of Prospecting During a Recession
• 0:11:46 How to Thrive in a Downturn
• 0:17:04 The Recession-Proof Business Conversation: Trusted Advisor Edition
• 0:19:44 Defining Success and Overcoming Failure
• 0:21:50 The Importance of a Positive Attitude in Times of Economic Uncertainty
• 0:23:41 How to Succeed in Sales During an Economic Downturn

Key Takeaways:

The key to growth is proactive networking and asking for referrals, something that salespeople traditionally avoid for personal reasons.

In an economic recession, it is important to focus on selling to people who can buy. Time and money become more precious during a recession, so it is important to use them wisely.

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Don't forget to subscribe and leave us a comment!

Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023  

Special guest, President & CEO of Sandler Training, David Mattson shares his thoughts on the Sandler® Success Triangles and How to Succeed at Anything. 

The How to Succeed Podcast is hosted by Mike Montague, Director of Content Marketing at Sandler Training, and it is all about how to get to the top and stay there.

You will learn about: 

• The Sandler® Success Triangles
• Why Attitude is important to long-term success
• How Behavior affects your chances of success
• How to improve your Technique for greater success
• David Mattson's greatest success, biggest failure and favorite Sandler rule

The How to Succeed Podcast is a new 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.

Learn more about Sandler Training at www.sandler.com.

Get the Sandler Success Principles book here: https://shop.sandler.com/books/sandler-success-principles 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

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 

Dave Mattson, President and CEO at Sandler, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices 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

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

Amy Woodall, Sandler trainer from Indianapolis and host of our online course for Dealing with Difficult People and Situations, shares her thoughts about how to handle challenging situations in business.

As a business professional, you undoubtedly have experienced several difficult situations similar to the following:

• “Where is my shipment?! I need it now!”
• “What’s wrong with you people? You never get it right!”
• “This is the last straw. I’m through doing business here.”
• “Can’t you break the rules for me this one time? I’m a good customer here!”

No matter what your position is in the organization, you will have to deal with angry, upset or difficult people at some point. It’s part of the job, but many people find it to be a stressful part of their day, which can lead to burnout unless there is an established, step-by-step process in place. Managers have difficult conversations with employees, salespeople have difficult negotiations, and other frontline positions deal with difficult customers and demands regularly.

This new online self-study course from Sandler will look at difficult people and situations.  What makes them difficult? Why do we often feel uncomfortable with these situations? How do we avoid getting into these situations? How can we use proven Sandler techniques to institute a step-by-step process to resolve conflict without escalating it?  And, how can we fix both the problem and the upset customer while still maintaining our own confidence and self-esteem?

This course includes dozens of resources and four main lessons:

1. Understanding Yourself and Keeping Your Composure
2. Understanding Others and What Makes Them Difficult
3. Preventing Difficult Situations
4. Dealing with Difficult People & Situations

These communication and success principles come from our Strategic Customer Care training program delivered by Sandler trainers in over 275 locations around the world.

Enroll yourself in the online course here: Dealing with Difficult People and Situations 

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Sandler Training is proud to support women in business and was named a Top Franchise for Women in 2018!

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.

The new book is on sale now at Amazon and the Sandler Shop: The Unapologetic Saleswoman

Get valuable insights on forward-thinking marketing concepts from Pam Didner, author of Global Content Marketing. Take a dive deep into effective engagement with your customers and connecting your marketing strategy with your sales team.

Technology has virtually erased national borders, forever transforming the way we reach and engage customers, as well as the way we search for and consume content. Global Content Marketing takes you step-by-step through the process of creating and refining your strategies to meet this new reality. Learn how to:

• Create content that engages people–regardless of their country and culture
• Identify key actions and strategies to apply to your projects
• Connect “dots” that others don’t see and connect them in ways you never thought of before
• Identify key actions and strategies to apply to your projects

Get Pam's book on sale now: https://www.pamdidner.com/books/ 

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Sandler Training is proud to support women in business and was named a Top Franchise for Women in 2018!

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.

Sandler's new book is on sale now at Amazon and the Sandler Shop: The Unapologetic Saleswoman

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning. 

Enroll yourself in our video self-study online course, New Advisor Launch Accelerator, at: https://shop.sandler.com/online-courses/new-advisor-launch-accelerator 

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

David Mattson, President and CEO of Sandler Training, and 4-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale now at https://shop.sandler.com/books/sandler-rules-sales-leaders

Dave talks about the attitude, behavior, and techniques of successful sales managers as he previews the new book and his talk at the upcoming Sandler Sales and Leadership Summit in Orlando, FL.

Learn how to succeed at sales management.

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 new Sandler Training book for sales managers at: https://shop.sandler.com/books/sandler-rules-sales-leaders

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers

Welcome to the How to Succeed podcast, the show that helps you get to the top and stay there... This is How to Succeed at setting yourself up for a breakthrough.

This bonus episode is brought to you by the Sandler Annual Sales and Leadership Summit in Orlando, FL March 20th-22nd. To join our trainers from around the world and about a thousand of your high-performing colleagues, go to www.sandler.com/summit for more information. Tickets are limited.

And don’t forget to subscribe to this podcast on iTunes or Google play if you haven’t already. It is brought to you by Sandler, the worldwide leader in sales, management, and customer service, with over 250 locations. For more information, visit sandler.com.

In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now! 

He'll explain why it's so important to have clarity on what you want and how to ACTUALLY achieve it. 

Timestamps:

0:00:03 Exploring the Science of Future Self

0:02:27 Shifting Identity and Visualizing Your Future Self

0:04:05 Powerful Attitudes for Learning, Growth, and Change

0:07:37 Long-Term Goals and Behavior: Reflections from Ben Hardy's Ten-Year Journey

0:11:55 Self-Evaluation and Future-Focused Decision-Making

0:13:35 Raising Standards and Building Resilience

0:21:03 The Benefits of Being in the Right Set and Setting for Bigger Commitments

0:26:27 Setting Milestones for the Future and Achieving Family Goals

Key Takeaways:

• We need decisions and choices that make our future self and future life better.

• One of the most useful tools or techniques when you're thinking about your past, present and future selves are regularly recognizing and framing even your current versus your past self.

Quote:

"The main takeaway is that people’s passions and purpose can change over time and that they should think about who they want to be, rather than what they want to be, in order to achieve success, happiness, and fulfillment."

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Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023  

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Dave Mattson shares his thoughts about how to handle new people entering the sales process and how to handle new decision-makers. Learn the attitudes, behaviors, and techniques of top salespeople and how they deal with new players. 

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

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Denser as she unveils the leadership and teamwork lessons drawn from this remarkable expedition. 

Embrace the mindset of transparency, trust, and continuous learning that fuels success both on the mountainside and in the corporate realm. Join Mike Montague and Claudia Denser in an engaging conversation where they explore the intricacies of overcoming challenges, fostering resilience, and uncovering beauty amidst adversity. Tune in to this enlightening episode for a deeper understanding of personal growth and leadership insights. 

Don't miss out on this empowering conversation—listen now! 

Timestamps:

0:00:14 Climbing Mount Kilimanjaro and leadership lessons.

0:03:56 Physical and mental challenges of climbing Mount Kilimanjaro and running ultra marathons.

0:09:12 Climbing Mount Kilimanjaro and its challenges.

0:13:54 Trust, communication, and relationships during a mountain climbing expedition.

0:18:35 Communication, teamwork, and success on Mount Kilimanjaro.

0:22:53 Leadership, growth, and success with a climber of Mount Kilimanjaro.

Key highlights:

• Success is linked to a mindset of continuous learning and openness to new experiences.

• In challenging situations, transparency and open communication are crucial.

• Trust is essential in any team or expedition. Trusting the leader's guidance is crucial for success.

• Avoid a closed mindset, as it can hinder progress and problem-solving.

• Success often depends on the strength of the team and the support system.

• Perseverance is key in both personal and professional challenges.

• A leader's role is not just to give orders but to facilitate the success of the entire team.

• Challenges and difficulties often lead to valuable lessons and personal growth.

• Lessons learned from personal challenges, such as mountain climbing, can be applied to professional settings.

• Success is often a collective effort.

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David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon. 

It is also available in Spanish here: Reglas Sandler

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 book and companion video courses for salespeople at: https://shop.sandler.com/  

Katie Francis, the national record holder for most Girl Scout cookies sold in one year and most lifetime cookies sold, joins us for a special conversation about sales and entrepreneurship. Katie talks about her attitude, behaviors, and techniques for selling over 100,000 boxes of Girl Scout cookies. Learn more about Katie at www.KatieFrancis.com.

Learn how to succeed from a very successful young woman!

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.

If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession

Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources

Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018

Don't forget to subscribe and leave us a 5-star review in iTunes!

Dive into this enlightening podcast discussion featuring Nick Gray, the mastermind behind successful event hosting. Uncover the secrets to creating meaningful connections through gatherings and learn why hosting your own events can be a game-changer for your career and relationships. 

Join us on this journey to event success and discover how structured approaches, two-hour time limits, and social proof can transform your networking game. Let's make every event a stepping stone to success!

Timestamps:

0:00:00 Hosting successful networking events.

0:04:19 Event planning and guest engagement strategies. 

0:07:28 Networking events and name tags. 

0:11:28 Party planning and social dynamics. 

0:15:27 Hosting networking events for business growth. 

Key highlights:

• Hosting events can be a powerful way to grow your career, make valuable connections, and even boost sales.

• Strategies like confirming attendees in advance and using a core group of trusted friends to ensure a successful turnout.

• Designing events that cater to various personality types can make them more enjoyable and productive.

• A structured approach to hosting events, including using name tags for everyone and implementing icebreakers to facilitate conversations.

• Setting a strict two-hour time limit for events, especially during the workweek, can make it more likely that people will attend and ensure that the event ends on a high note.

• The key is to make hosting a habit to continually expand your network.

• Sharing photos and updates from your events on social media can serve as social proof and attract more attendees to future gatherings.

• Success, according to Nick Gray, is having the freedom to work on what you want when you want and being in control of your time and schedule.

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Make sure to follow Nick Gray:

Nick Gray's Personal Website

Read these articles and become the life of the party:

Party Times: Start, End, & Best Times

Icebreaker Name Tags: Examples and How to Do It RIGHT

How to Host an Event: Parties & Networking

Where to Throw a Party? Ideas and Venues for 2023

Icebreaker Activities for Your Next Event

7 Small Trade Show Booth Ideas for 2023

How to Introduce Two People via Email: Sample Scripts

=========================================

SUBSCRIBE: https://podfollow.com/howtosucceed

Don't forget to subscribe and leave us a comment!

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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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