How to Succeed Podcast

Latest Episodes:

How to Succeed at Thriving in Economic Uncertainty Dec 12, 2022

Show notes

Kaysi Curtain talks about thriving in uncertainty and growing when others are shrinking.

In order to be successful, it is important to have a positive outlook and to be realistic. In this video, we will have Kaysi Curtin discusses how to thrive in uncertainty. She talks about how her behavior and attitude have helped her thrive in her business, despite the challenges she has faced. She also provides some tips on how to build techniques that can help people thrive in uncertain times.

Timestamps:

0:02:34 The Ideal Attitude for Thriving in Uncertainty
0:03:55 The Power of Positivity: How to Stay Focused and Thrive in Any Situation
0:05:45 Sales Team Growth in Any Economy
0:07:26 Maintaining Sales Behaviors During Challenging Times
0:10:20 The Importance of Going Above and Beyond in Your Career
0:12:11 The Power of Personal Presence in Difficult Times
0:13:24 The Importance of Personal Presence in Sales
0:16:41 The Five Ways to Improve Your Personal Presence in Business
0:18:19 The Benefits of Being Generous and Authentic in Sales
0:19:37 The Power of Positive Thinking in Business
0:25:02 The Power of Possibility

Key Takeaways:

When you have a strong personal presence and conviction, you can close more deals than if you were just confident.

Great salespeople can find a way to position themselves regardless of the external situation. They can help people in pain or inspire and encourage those that are succeeding.

The key to success is to constantly challenge prospects, salespeople, and customers with interesting questions using a consultative approach.

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How to Succeed at Matching Your Sales Process to the Buying Process Dec 05, 2022

Show notes

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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How to Succeed at Recession-Proofing Your Culture Nov 28, 2022

Show notes

Steve Montague, Sandler coach from Kansas City, returns to talk about recession-proofing your team and culture. The biggest thing that great leaders do during tough times maintains a positive attitude and focus on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight. In this video, we will discuss how businesses can cut costs without harming their growth

Timestamp

0:02:06 Leadership in Difficult Times

0:03:37 The Impact of a Leader's Mindset on Business Success

0:08:16 The Benefits of Marketing and Sales Investments

0:09:47 The Importance of Focusing on Profitable Deals in a Downtime

0:11:27 Recession-Proofing Your Business and Company Culture

0:16:54 The Success Principles

Memorable Quotes

"Sometimes dropping a bad client can be the best thing for you to free up time and resources or to move on to more profitable deals, especially in prospecting"

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Thank You Prospects Nov 23, 2022

Show notes

An Essay from our founder, David H. Sandler:

Thank You, Prospects

FOR every turndown, which made me stronger even though at the time I thought it was the end of my career.

FOR every backout which left me disappointed and discouraged…and a special apology for all the 4-letter words that went through my mind at the time.

FOR not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend…you taught me how to relax and enjoy my family…seven days a week.

FOR every "I want to think it over"… until I became angry enough to learn how to deal with a stall which had no substance except in my own mind.

FOR every other stall and objection I have never been able to find in any sales training manual…which made me a better salesperson by forcing me to use my creativity in order to find a response.

FOR teaching me that money is a conceptual thing and not a technical thing, and that you only had as much money as I was strong enough to ask for…even though it had no relationship to what you really would have spent for what I was selling.

FOR every ignored voicemail, text, DM, and email…which taught me how to bring value and earn your attention.

FOR every conversation I had with my family where I had to defend the business of selling which eventually even convinced me that selling was a worthwhile, legitimate profession…in spite of what you were telling me and anyone who would listen.

…AND a final thank you, for putting up with my ineptness, my fears, my worries, my self-doubt, my introversion, and all the other self-limitations I placed upon myself, which only by practicing on you, could I have learned to overcome to become the professional I am today.

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How to Succeed at Sandler-izing Your Sales Tech Stack Nov 21, 2022

Show notes

Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson.

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How to Succeed at Starting Interesting Sales Conversations Nov 15, 2022

Show notes

Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations. You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the stage for a mutually-beneficial sales process. Or, it can kill your sale before it ever has a chance to develop.

In fact, 60% of people find generic sales pitches irritating. Most salespeople are overly enthusiastic and use resume-style hyperbole when trying to get a buyer's attention. However, Sandler has discovered what savvy salespeople already know. To be successful, you must make the conversation about the buyer's needs, not your credentials, and differentiate yourself from competitors.

In this lesson, you'll learn how to properly introduce yourself and your company in a way that drives engaging sales conversations. Learn Sandler's four steps to a powerful, buyer-focused, 30-second value proposition and craft yours alongside our experts. This lesson is designed for salespeople and their leaders who are struggling to fill the top of the funnel and close enough business from their inbound leads.

How to Succeed at Understanding the Buyers Journey Nov 14, 2022

Show notes

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies!

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

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How to Succeed at Creating a Sales Compensation Plan Nov 07, 2022

Show notes

Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans!

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How to Succeed at Improving Your Communications with DISC Oct 31, 2022

Show notes

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

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How to Succeed at Selling Through Internal Champions Oct 24, 2022

Show notes

How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler.

Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product.

Timestamps & Key Topics

0:00:02 How to Succeed at Selling Through Internal Champions

0:01:56 Working with Internal Champions: The Ideal Attitudes

0:03:29 The Importance of Internal Champions and How to Handle Them

0:04:56 The Importance of Internal Champions in the Sales Process

0:09:38 The Power of Internal Champions in Enterprise Sales

0:12:55 The Benefits and Importance of Having a Champion in Sales

0:14:16 The Power of Conviction in Business and Sales

Key Takeaway

It is important to believe that you can help the client and to develop their attitude and mindset so that they are willing to fight for your product or service.

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