How to Succeed Podcast

Latest Episodes:

How to Succeed at Customer Success Feb 14, 2022

Show notes

Mike Montague interviews John Glennon on How to Succeed at Customer Success. In this episode:

The best attitude, behavior, and technique on how to succeed at customer success
What are the attitudes towards sales throughout your organization?
Quantify the value of your relationship with your clients
Do you want to be right, or do you want to be rich?
Start with expansion calls, get some traction and move on to recapture calls
What happens after the sale and who is responsible for it?
Use the thermometer technique check in with ALL your clients

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ 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 comment!

How to Succeed at Retaining Top Performers Feb 07, 2022

Show notes

Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers. In this episode:

The best attitude, behavior, and technique on how to succeed at retaining top performers
Your best employees are your best resource to recruit new hires
Most people don't leave their job due to money - they want to feel valued
Tie corporate goals to the personal goals of your people
Train your managers to coach your people
Use a W.I.M. weekly individual meeting

How to Succeed at Labeling Emotions Jan 31, 2022

Show notes

Mike Montague interviews Matthew Dashper-Hughes on How to Succeed at Labeling Emotions. In this episode:

The best attitude, behavior, and technique on how to succeed at labeling emotions
Journal and focus on the processes more than the outcomes
Use active, empathetic listening
Watch your client's body language, face, and tone
Create a graph of arousal and valence for your clients
Your client may be unable to label their own emotions
Keep a GAGA journal - Gratitudes, Affirmations, Goals, and Achievements for the day
Review I/R theory
Fear and excitement are very similar physiologically
Matthew's definition of success and favorite Sandler rule

How to Succeed at Virtual Selling Jan 24, 2022

Show notes

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. In this episode:

The best attitude, behavior, and technique on how to succeed at virtual selling
Virtual selling is here to stay
Most clients prefer video conferencing to a phone call
Don't give the option of a phone call - send a Zoom link
Your clients don't expect you to be perfect
Be real and authentic
Use pre-call planners
Use screen share, but don't overuse it
How Kaysi defines success and her favorite Sandler rule

How to Succeed at Improving Your Personal Presence Jan 17, 2022

Show notes

Mike Montague interviews Paul Glynn on How to Succeed at Improving Your Personal Presence. In this episode:

The best attitude, behavior, and technique on how to succeed at improving your personal presence
Where personal presence fits in the Sandler System
You can improve your personal presence if you want to
The most important part of your communication is feedback
Be aware of your personal presence
Techniques to improve your personal presence
Ask questions
Take control of your health
Paul's definition of success

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

iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ 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 comment!

How to Succeed at Finding Unrecognized Pain Jan 10, 2022

Show notes

Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain. In this episode:

The best attitude, behavior, and technique on how to succeed at finding unrecognized pain
The difference between recognized and unrecognized pain
How to find the sweet spot between being pushy and being wimpy
Use, "let's pretend"
A slight change in your 30 second commercial
Third-party social proof allows your client to admit the pain
Jody's favorite Sandler rule

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

How to Succeed at Starting a Journal Jan 03, 2022

Show notes

Mike Montague interviews Jordan Mullet on How to Succeed at Starting a Journal. In this episode:

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/

How to Succeed at the 12-Week Year Dec 27, 2021

Show notes

Mike Montague, director of community engagement at Sandler, interviews Brian Moran, best-selling author, on How to Succeed at the 12 Week Year. The effectiveness of traditional goal setting using "annual goals" has long been debunked as an ineffective goal-achieving approach for eight out of ten people. The 12 Week Year book will walk you through the proven step-by-step system for achieving more in 12 weeks than others do in 12 months. Find Brian and his book at: https://12weekyear.com/ In this episode:

The best attitude, behavior, and technique on how to succeed at the 12 week year
This came out of periodization
Knowing that you don't control the outcome is freeing
Consistent action, not perfection, is key
If you plant enough, you will harvest
What do you want your life to look like?
How do your 12 weeks goals fit in to that?
Use the goals to develop your weekly plan
Schedule the most difficult things early in the week
The marketplace sets the bar for what is required to succeed at your goals
Don't try to catch up, just get back on track
Brian's definition of success

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

How to Succeed at End of the Year Goal Setting Dec 20, 2021

Show notes

Mike Montague interviews Dan Truehl, Sandler trainer from Wisconsin, on How to Succeed at End of the Year Goal Setting. In this episode:

The best attitude, behavior, and technique on how to succeed at end of the year goal setting
Start acting on your new goals before the new year begins
Make sure they are YOUR goals
Figure out your big picture and what happens when you make your goals
What's your why?
Find the sweet spot between pushing yourself and being realistic
Set S.M.A.R.T goals
Enjoy the process of achieving your goals to avoid burnout
Dream big about where you want to be in 10, 20, or 30 years and then work backward
Dan's definition of success

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

How to Succeed at Performance Planning Dec 13, 2021

Show notes

Mike Montague interviews Karen Meracle on How to Succeed at Performance Planning. In this episode:

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

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

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