How to Succeed Podcast

Latest Episodes:

How to Succeed at Aligning with the Buyer's Journey Aug 15, 2022

Show notes

By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales.

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

Jeremy Thomson will help us understand the buyer's journey through these topics:

00:00-00:40 Intro

00:50-02:47 What is the buyer's journey all about?

02:55-07:00 Common misconceptions about sales and marketing

07:07-09:50 Marketing to buyer's journey

09:52-11:57 Learning how to treat buyers differently throughout sales and marketing funnels

11:58-17:22 Marketing qualified leads vs. Sales qualified leads

17:28-22:16 Tips and tricks for understanding the buyer's journey

22:18-23:35 Best advice from Jeremy about the buyer's journey

23:43-28:54 Q&A with Jeremy Thomson

Find him at: https://www.linkedin.com/in/jeremywthomson/

SUBSCRIBE: https://podfollow.com/howtosucceed

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Join us in our virtual summit: www.sandler.com/summit

Virtual Summit 2022 Invitation Aug 10, 2022

Show notes

SANDLER VIRTUAL SUMMIT 2022

Grow your business, grow your people, grow yourself.

We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration!

Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summit will provide a variety of content from top-rated presenters in the industry. This is an excellent opportunity to ramp up new hires or those new to the Sandler methodology in a one-day session filled with complimentary learning opportunities.

Subscribe to our YouTube Channel for updates, recordings, podcasts, and more from the Virtual Summit:

https://www.youtube.com/sandlerworldwide?sub_confirmation=1

How to Succeed at Controlling a Sales Conversation Aug 08, 2022

Show notes

The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go.

Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.

We talked about these topics in this episode:

00:00-00:53 Intro

01:00-01:48 Controlling sales conversation means

01:55-02:49 Attitude for controlling sales conversation

03:07-07:34 Attitude for Upfront contract

07:38-12:27 Behavior for Upfront contact and controlling sales conversation

12:34-15:42 What happens if somebody breaks the upfront contracts?

15:44-17:45 The power of attitude, behavior, and techniques

17:45-20:03 Q&A with Cal Thomas

Find him at: https://www.linkedin.com/in/calthomas3/

SUBSCRIBE: https://podfollow.com/howtosucceed

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

Join us in our virtual summit: www.sandler.com/summit

How to Succeed at KARE Account Planning Aug 01, 2022

Show notes

Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning.

How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts?

Especially in volatile markets, it is important to be proactive in maintaining and growing your business!

Don't forget to subscribe and leave us a comment! SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1

Sales Meeting Minute: How do you choose which deals to pursue? Jul 27, 2022

Show notes

Mike Montague, Director of Community Engagement at Sandler, poses a question for you and your team to discuss in your sales meeting this week:

How do you choose which deals you pursue and which ones you don't?

You don't have unlimited time, money, or resources.
How do you know which deals are the most lucrative?
Who do you want to work with and who should you run away from?

Subscribe to the Sandler YouTube Channel to comment on the community page with your answer!

Subscribe to the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1

How to Succeed at Making a Business Case Jul 25, 2022

Show notes

Mike Montague, Director of Community Engagement at Sandler, interviews Clint Babcock, Sandler trainer and author of Negotiating From The Inside Out, about how to make a business case for your product or service.

Find Clint's book on Amazon or the Sandler Shop here: https://shop.sandler.com/books/negotiating-inside-out

In this episode, we talk about how to create equal business stature with top-level decision-makers, how to build a viable business case for them to justify their investment, and the best strategies and tactics for discussing that investment.

How to Succeed at Answer Intelligence Jul 18, 2022

Show notes

Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence.

The best attitude, behavior, and technique on how to succeed at answer intelligence
Focus on the question AND the answer
Create answers that stimulate questions in the buyer
The biggest way to gain credibility is not your questions, but your answers
Your job as a sales rep from an A.Q. standpoint
Great preparation allows you to go beyond scripts
When and how to answer twice
How Brian defines success
Go to www.raiseyouraq.com for a free A.Q. test and 10-page report

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!

How to Succeed at Magic Sales Leadership Jul 11, 2022

Show notes

Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership.

The best attitude, behavior, and technique on how to succeed at magic sales leadership
Quite often the "sales problem" isn't the real problem
M.A.G.I.C. explained
There's such a thing as too much new tech and new behaviors
Do you have a productivity problem?
Go back to the basics
If you're asking your people to do it, you should be doing it
Put an end to learned helplessness
Use your different hats to help your team
Success for a sales leader is...
Favorite Sandler rule

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!

How to Succeed at Podcasting for Business Jul 04, 2022

Show notes

Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business. Find Gill Athletics at: https://www.gillporter.com/gill_store/ Find Mike's podcast at: https://anchor.fm/gillathletics

The best attitude, behavior, and technique on how to succeed at podcasting for business
How podcasting can help your relationships with your clients
The right reasons to get into podcasting
Don't get caught up in the numbers
Be consistent, but define what consistent is for your podcast
Post sell when you finish the podcast
Ask for referrals
Help them get referrals from you as well
In interviews: 30% is your talking and 70% is them talking

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!

How to Succeed at Events Jun 27, 2022

Show notes

Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events.

The best attitude, behavior, and technique on how to succeed at events
Trends in the event industry
Don't just go back to how you did in-person events in 2019
Post pandemic – have a plan A, B, C, and D
Use "selective hearing" on feedback from your event
How to determine the ROI and the ROA of your event
Personalize the experience for your customers
Segment your customers

Find Alon at https://www.bizzabo.com/

Get the book Event Success here: https://www.amazon.com/Event-Success-Maximizing-person-Experiences/dp/1119817153

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!

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