How to Succeed Podcast

Latest Episodes:

How to Succeed at Inspiring Others to Achieve Their Dreams Aug 14, 2023

Show notes

#sandler #sandlerworldwide

In this episode, Tom Albert, founder, and CEO of Measured Risk, discusses how understanding supply chain risk can be relevant in these fields. In addition, he also delves into the importance of inspiring others in leadership and sales. Tom emphasizes the importance of seeking other perspectives and ideas to increase the potential for success and generate more innovative solutions. To achieve this, he suggests creating a brain trust of thinkers who can facilitate a room where ideas can be shared and discussed. The video also touches upon the importance of mentoring and being around people with high-performing thinking and kindness at their heart!

Don't miss this episode with Tom Albert, founder and CEO of Measured Risk, as he shares insights on supply chain risk and how to inspire others to achieve their dreams and actions

Timestamps

00:00:40 Sales pipeline and supply chain.
00:03:51 The speed of trust.
00:07:47 Sales Archetypes.
00:11:12 AI tools and human leadership.
00:16:29 Technology as a facilitator.
00:19:00 Stepping out of corporate worlds.
00:23:39 Exponential growth through partnerships.
00:26:07 Overcoming personal and career challenges.

Key highlights

The importance of thinking nonlinearly and having a differentiated thinking style in business relationships.
Using technology and data to inspire and motivate teams without overwhelming them.
The relevance of supply chain risk management to sales pipeline management and leadership.
The mindset required to step out of the corporate world and become a business owner and entrepreneur.
The importance of mental agility, attitude, and curiosity in achieving success as a team.
Achieving goals through measured risk and taking little steps towards achieving one's goals.

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How to Succeed at Driving Faster Decisions Aug 07, 2023

Show notes

Are you looking to drive faster in decision-making in sales?

In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales. He emphasizes the importance of understanding the difference between false, self-serving deadlines and real deadlines that prospects have a personal and emotional investment in. Jackson suggests letting go of personal ego and asking clients when they need to make a decision and why that date is important to them. He also highlights the damaging effects of conditioning prospects to expect discounts and incentives at the end of the quarter.

Take action now to understand the importance of real deadlines and let go of personal ego in order to drive faster decisions in sales

Timestamps:

00:02:20 - The paradox of selling.
00:06:31 - Building Trust in Sales.
00:09:20 - Multiple decision-makers in sales.
00:10:47 - Individual decision-making.
00:15:28 - Creating Urgency in Sales.
00:17:23 - Trust-building sales strategies.
00:23:19 - Elite salespeople.
00:23:44 - Building Trust in Business.
00:27:27 - Financial impact on decision-making.

Key highlights:

The emphasis is on the use of technology to drive decisions faster and more efficiently.
It is highly important to be specific and clear in planning and scheduling.
Setting specific times and dates for follow-up meetings or appointments can help ensure progress.
Asking specific questions about deadlines and having contingency plans in place is significant.
Understanding the urgency and importance of deadlines is crucial in driving faster decisions.

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How to Succeed at Email Marketing with Jay Schwedelson Aug 03, 2023

Show notes

#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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How to Succeed at Creating More Playful Adult Learning Jul 31, 2023

Show notes

In this episode, David Thomas and Lisa Lattuca, who wrote a book called "Professors at Play: Playbook Real-World Techniques for More Playful Higher Education Classroom." share the importance of creating a more playful learning environment and the benefits of taking a playful approach. They also talk about how the current education system is under-optimized and how play can help fix it. In addition, they explore how play can stimulate creativity, innovation, motivation, and engagement, and how it can be incorporated into the classroom and the workplace.

If you're looking to gain valuable insights into creating an engaging learning environment and motivated, creative workplace culture, this conversation offers practical advice worth listening to in full.

Timestamps:

00:02:34 Why people don't play and how did we get this boring in the first place?
00:05:07 The mental health aspects and the breaks of play
00:10:11 How play stimulates creativity, innovation, motivation, and engagement
00:12:10 Different Frameworks for incorporating play into the Classroom and Workplace
00:14:44 Navigating taste and bringing people into a playful taste
00:16:34 Using Games to promote creative thinking in the Workplace
00:18:43 Using children's books as role plays or case studies
00:19:17 "The worst idea ever" technique for generating new ideas
00:19:48 Negative reverse selling and using children's stories for roleplays
00:20:36 The worst idea ever and Hidden Word game techniques
00:22:14 Creating ongoing games and using prizes for play
00:23:54 The importance of expanding feeling vocabulary for sales
00:25:05 The Importance of Empathy and Feelings in Sales
00:27:42 David's experience with failure

Key highlights

The way we do education today is, let's just say, under-optimized."
Without play, it's hard to mitigate some of that stress and burnout."
Play does create the flexibility of mind and energy, of heart, a connection to others that does allow you to become more creative, to innovate and deploy new concepts, to be motivated to do stuff, but also to engage in them.
Play is like this superpower that we have taught ourselves to be afraid of.
Success is finding what you're passionate about and directing your energy there.
Play is necessary for survival, but when you're trying to survive, play is the first thing you let go of.

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How to Succeed in the New Age of Customer Education Jul 27, 2023

Show notes

Customer education is increasingly important for attracting and retaining customers in the modern era. As consumers have more options and information readily available, businesses must focus on educating customers about their products and services in order to build loyalty and meet their needs. Personalization and tailoring content to individual customer requirements is crucial for effective customer education. Blanket, one-size-fits-all approaches will not resonate in today's marketplace. AI and automation can help streamline some aspects of customer education, freeing up time for businesses to provide more personalized interactions. The text provides insights into best practices for customer education - when and how to use it most effectively to create value. Tips are also shared for creating engaging and impactful educational content tailored specifically for target customer segments.

To gain further insights and expertise on how to develop and execute a successful customer education program that attracts, engages, and retains customers, be sure to watch this informative video. By dedicating time to learn from proven thought leaders in the field of customer education, you will be better equipped to create personalized educational content and select optimal formats and channels.

Timestamps:

0:01:46 The new age of customer education and its importance

0:03:01 Common misconceptions about customer education

0:06:40 The importance of educating sellers in an AI world

0:09:13 The value of AI in personalization and customer engagement

0:11:20 Strategies for implementing customer education

0:14:58 The importance of personalized learning paths

0:16:47 The different formats and techniques for customer education

0:20:30 The benefits and goals of customer education

0:25:28 Advice for attending Inbound conference

0:26:01 Courtney's definition of success and lessons learned

0:29:03 Courtney's favorite quote and mantra

0:30:26 What to expect from Courtney's Inbound talk

0:31:11 Tips for attending Inbound conference

Key highlights::

Customer education plays a crucial role in attracting, engaging, and delighting customers.
Personalization is key in customer education to meet the unique needs and preferences of learners.
AI can automate certain tasks in customer education, such as content creation and localization, freeing up time for more personalized interactions.
Different formats of customer education, such as videos, podcasts, and on-demand learning, should be used based on the desired learning outcomes and the preferences of the target audience.
Customer education should be integrated throughout the customer journey, from onboarding to retention, to ensure continuous learning and growth.

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How to Succeed at Owning a Franchise Jul 24, 2023

Show notes

In this episode, Tom Scarda, franchise coach and advisor at the Franchise Academy, shares his insights on how to succeed at owning a franchise. He debunks common misconceptions about franchises and emphasizes the importance of evaluating oneself before evaluating business models. Tom also discusses the ideal attitudes and mindsets of successful franchise business owners and shares tips for overcoming fear and taking action.

If you're serious about becoming a franchise business owner and want insights from an industry expert on how to evaluate opportunities and set yourself up for success, this episode offers valuable advice worth listening to in its entirety.

Timestamps:

0:01:12 Common misconceptions about franchises and the importance of evaluating oneself.
0:03:52 Ideal attitudes and mindsets of successful franchise business owners.
0:07:09 Different types of franchise business owners and their ideal mindsets. The importance of following the system and doing the work.
0:07:58 The importance of having a clear vision and knowing your "why." '
0:09:27 How to choose the right franchise for you. "You're not buying a business, you're buying a system."
0:10:00 The balance required for a franchise model. It's a business with training wheels, so you get the help you need.
0:12:47 The process of evaluating and buying a franchise. It's important to work with a franchise coach and go through the legal requirements, cooling-off periods, and disclosures.
0:14:03 The importance of evaluating oneself and finding the right fit in a franchise. Knowing one's strengths and weaknesses and considering the time commitment and type of employees required.
0:15:00 The benefits and challenges of multi-unit franchising.
0:16:50 Tools, tips, hacks, and techniques for succeeding in franchising. Don't become infatuated with a concept and seek advice from podcasts and franchise coaches.
0:23:11 Resources available at the Franchise Academy and Sandler for aspiring franchise business owners.
0:23:50 The Franchise Academy offers free educational videos and a list of 39 questions to ask franchise owners during due diligence.

Key Highlights:

Conduct an honest self-assessment of your strengths, weaknesses, values, vision, risk tolerance, and goals. Choose a franchise that leverages your strengths and aligns with your priorities.
Evaluate various franchises, franchisors, and requirements to find the best opportunity. Look beyond fads and hype to options with a proven business model and dedicated support system.
Partner with an expert franchise coach who can provide guidance based on years of experience. They help in assessing franchises, negotiating contracts, and avoiding costly mistakes.
While self-evaluation and research are critical, taking action is ultimately required to achieve your goal. Move forward with confidence based on the preparation you've done, accept some uncertainty, and commit to overcoming obstacles.

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How to Succeed at Recruiting Top Sales Performers Jul 17, 2023

Show notes

#sandler #sandlerworldwide

In this episode, we will be talking about how to find and hire the best talent. The successful hiring of top sales talent heavily depends on understanding the differences between a candidate's mindset and skillset. Recognizing the factors that contribute to a potential team member's success is essential in identifying those who have the right attributes to excel in their positions. Employers must be aware of a candidate's mindset, commitment levels, and optimism, as these inner qualities are crucial in making them thrive in the business environment.

Jamie Crosbie discussed the importance of concentrating on the will to succeed, especially when focusing on candidates in the middle level of the sales talent spectrum. She suggested that development should be emphasized from both a skillset and a mindset perspective. By doing so, sales managers can ensure that team members are motivated and dedicated, resulting in increased performance and a more successful sales team overall.

Timestamps:

00:01:41 - Salespeople in the Interview Process
00:04:21 - Mindset vs. Skillset
00:08:11 - The Importance of the Talent Pipeline
00:13:54 - Improving B Players
00:16:01 - Developing Salespeople's Skills
00:17:00 - Hiring Process Mistakes
00:19:02 - Ideal Hiring Process
00:22:34 - Importance of Simulations in Hiring
00:26:08 - Jamie's Career Success and Failure

Key Highlights:

Hire slowly, fire quickly. But in today's marketplace, it's critical to move quickly once you find top talent.
Think of your talent pipeline as your biggest revenue insurance, protecting your greatest asset - your people.
Spend energy developing your B players, those who need skill development, not those who lack motivation and initiative.

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How to Succeed at Selling SAAS Jul 10, 2023

Show notes

#sandler #sandlerworldwide

In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.

Selling software as a service (SaaS) is a unique challenge that requires a specific set of skills and strategies. Ryan Staley, the CEO of Whale Boss and host of the Scale Up show, has spent years helping SaaS companies scale their sales teams and revenue. In this episode, we'll explore some of the key themes including the ideal attitudes and beliefs for selling SaaS, common misconceptions, the importance of quantifying results, building emotional alignment with customers, and the importance of work-life balance.

Timestamps:

00:01:47 Ryan's background and how he got into sales
00:05:37 The importance of self-reflection
00:08:47 The Role of sales leadership
00:11:20 Building a sales team
00:14:17 The importance of culture in sales teams
00:17:30 The Role of Technology in Sales
00:19:12 The future of sales
00:23:59 The biggest failure and lesson learned

Key Highlights:

Understand misconceptions and embrace the challenge and grind to succeed at selling SaaS.
Patience, especially for big deals. Use neuro-linguistic programming for quick responses.
Keep prospecting. Every "no" builds success. Survivor bias - persist to win.
For big deals, validate ROI and cost assumptions. Identify key players and priorities. Know motivations.
Deciding what not to do is as important as deciding what to do.

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How to Succeed at Selling to the Person not the Persona Jul 03, 2023

Show notes

#sandler #sandlerworldwide

Are you looking to up your sales game?

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

In today's tech-driven world, it's easy to get lost in a sea of AI and tech tools. But Colin reminds us that the key to success is tailoring the sales process to the individual customer based on their personality and what they care about. He shares valuable insights on how to build a connection with customers, from prospecting to negotiating and closing.

So if you're ready to take your sales game to the next level, make sure to join this episode!

Timestamps:

0:00:18 - Selling to the Person and Not the Persona with Colin Mitchell
0:02:23 - The Power of Human Selling in the Age of AI
0:04:14 - Exploring the Benefits of AI for Sales Teams
0:08:02 - Exploring the Benefits of Technology in the Sales Process
0:13:57 - Leveraging AI and Human Instincts
0:20:56 - Selling to the Person, Not the Persona
0:22:44 - Applying Sales Methodology Differently to Every Call
0:24:46 - Succeeding at Selling to the Person, Not the Persona

Key Highlights:

Human salespeople are most valuable in tailoring the sales process to the individual customer, not just a general persona.
Technology should be leveraged at different stages of the sales process, depending on the specific use case. This can include early prospecting, marketing automation, conversational intelligence, and follow-up and closing tactics.
Use technology to enhance the sales process, not replace it entirely. AI can be used to read scripts, but human judgment is still valuable in sales.

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How to Succeed in Commercial Construction Jun 26, 2023

Show notes

#sandler #sandlerworldwide

Do you want to establish lasting connections with clients and boost your sales success? As a construction business owner, you need a solid sales strategy that enables you to cultivate enduring relationships with your customers. In this episode, I'll reveal the key solution to achieving sustained success in your sales efforts - fostering long-term client partnerships.

In today's rapidly shifting business environment, contractors face challenges such as embracing new technology and improving communication within their organizations. Being adaptable and open to change is essential for commercial construction businesses to thrive and remain competitive. Customized sales training tailored to an organization's specific requirements is critical, enabling businesses to develop a customized system that works best for their needs and circumstances.

Timestamps:

00:06:15 - Attitude for Success in Commercial Construction
00:11:03 - Good Behavior for Contractors,
00:13:44 - The Importance of Building Relationships in Commercial Construction,
00:14:02 - Story of a Successful Contract,
00:14:55 - The Importance of Discounts in Winning Business,
00:19:31 - Essential Techniques for Commercial Construction,
00:21:03 - Turning Interviews into Pain Meetings,
00:23:11 - Project-Centric Satisfaction Meetings,
00:28:52 - Bringing Passion Back to the Industry,
00:29:12 - Challenges, Solutions, and Closing Thoughts

Key Highlights:

The attitude that leads to success in commercial construction is one where the only way to win is to help your client win.
Change orders are the gift that keeps on taking. They take away from relationships, trust, and integrity.

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