How to Succeed Podcast

Latest Episodes:

How to Succeed at Organization-Wide Effectiveness Using Sandler Dec 14, 2020

Show notes

Mike Montague interviews Alea Homison on How to Succeed at Organization-Wide Effectiveness Using Sandler. In this episode:

The best attitude, behavior, and technique for succeeding at organization-wide effectiveness using Sandler
It takes buy-in from the top down
The difference between the sales process and sales methodology
How to avoid assumptions
How to use your Sandler training every day in your workplace
How to measure the success of Sandler training, organization-wide
Alea's favorite Sandler rule

Find Alea on LinkedIn or visit: https://www.alpha-sense.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 Don't forget to subscribe and leave us a 5-star review in iTunes!

How to Succeed at Sandler Rule #49 - Leave Your Child in the Car Dec 11, 2020

Show notes

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

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed at Sales Enablement in 2021 Dec 07, 2020

Show notes

Mike Montague, Global Head of Content at Sandler and host of the How to Succeed podcast, features some sales enablement insights from the 2021 Sales Enablement Report by Sandler, LinkedIn, Hubspot, and Gong.

Download the free report at https://www.sandler.com/sereport to get the full insights!

How to Succeed at Doing the Impossible Dec 07, 2020

Show notes

Mike Montague interviews Keith Kong on How to Succeed at Doing the Impossible. More than a mentalist, Keith's extraordinary expertise in Psychology and Criminal Profiling have amazed audiences the world over. Celebrities, universities, and corporations all call upon him to entertain them while probing the vastness of the human psyche. Find Keith at: https://www.kongmentalist.com/ In this episode:

Best attitude, behavior, and technique for how to succeed at doing the impossible
It starts with believing anything is possible
Find someone who has done it and talk with them
Laser focus on ONE thing a month
It's easier to do the impossible with a team
Spend more time where you excel and outsource your weaknesses
Let each person on your team use their expertise
Create a very specific road map and write it down
Use the A.C.E. formula

How to Succeed at Sandler Rule #48 - A Life Without Risk Is a Life Without Growth Dec 04, 2020

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How to Succeed at Ride-Along Coaching Nov 30, 2020

Show notes

Mike Montague interviews Antonio Garrido on How to Succeed at Ride-Along Coaching. Get Antonio's book: https://shop.sandler.com/books/21st-century-ride-along Or his first book: https://shop.sandler.com/books/asking-questions-sandler-way In this episode:

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

How to Succeed at Sandler Rule #47 - Selling Is a Broadway Play Performed By a Psychiatrist Nov 27, 2020

Show notes

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.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed at Digital Hiring Nov 23, 2020

Show notes

Mike Montague interviews Jason Ferrara, CMO at OutMatch, on How to Succeed at Digital Hiring. For more information on OutMatch's hiring assessments and video interviewing tools, contact your local Sandler trainer: https://www.sandler.com/training-centers/ In this episode:

Best attitude, behavior, and technique to succeed at digital hiring
How Outmatch can help you
How to keep it simple
Digital assessments need to be specific for each position
The assessments are more about processes than personality types
Digital hiring can help erase any biases
Questions in the interview should relate to the results of the digital assessment
How digital interviewing works – it's not just a Zoom call
Scheduling and allowing multiple people to evaluate candidates becomes simple
Here are the multiple advantages digital hiring and video interviewing give you
Simple, smart, human will help you hire right
Jason's favorite quote

How to Succeed at Sandler Rule #46 - There Is No Such Thing as a Good Try Nov 20, 2020

Show notes

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.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed at Sales Engagement Nov 16, 2020

Show notes

Mike Montague interviews Tom Castley on How to Succeed at Sales Engagement. Find Tom at: https://www.linkedin.com/in/tomcastley/ Find Outreach at: https://www.outreach.io/ In this episode:

Best attitude, behavior, and technique to succeed at sales engagement
How to keep "both sides" engaged
The importance of the 6th and 9th tries
Don't try to get married on the first date
You can only sell the value you create
Qualify, close, present
There are 4 versions of no
How "Outreach" can help you make deals
Focus on the process, not the outcome
How Tom defines success
Set your price based on the value of the problem you solve

Find Tom at: https://www.linkedin.com/in/tomcastley/ Find Outreach at: https://www.outreach.io/ 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!

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