How to Succeed Podcast

Latest Episodes:

How to Succeed at Sandler Rule #13 - No mind-reading Apr 03, 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

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.

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

How to Succeed at Selling During a Crisis Apr 01, 2020

Show notes

Mike Montague interviews James Abraham on How to Succeed At Selling During a Crisis. What you and your sales team can do to keep selling during the coronavirus crisis and physical distancing.

In this episode:

Best attitude, behavior, and technique to succeed at selling during a crisis
How uncertainty relates to sales
There are still people buying right now
What you can do right now to drive your business forward
Actions/behaviors we should take during this chaotic time
When to use personal communication and when to focus on business
Why you need to change your goals and outcomes during a crisis
Stock market investing during a crisis
James' favorite rule for dealing with crisis

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

How to Succeed at Taking Sandler Training Mar 30, 2020

Show notes

Mike Montague interviews Ron Emma on How to Succeed at Taking Sandler Training. In this episode:

How Sandler Training can impact every part of your life
How Sandler Training changes your sales process
It's fun to tell a prospect "I don't think we're a good fit"
Daily behaviors matter
Use the video feature in all your Zoom calls – it makes a difference
How to deal with pricing and procurement
Ways to continuous improvement
Ron's favorite one-liner
Best attitude, behavior, and technique for How to Succeed at Taking Sandler Training

Find Ron on LinkedIn at: https://www.linkedin.com/in/ron-emma-85400a1/

Learn more about EC Sourcing Group at: https://www.ecsourcinggroup.com/

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

How to Succeed at Sandler Rule #12 - Answer every question with a question Mar 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 Leading During Rapid Change Mar 23, 2020

Show notes

Mike Montague interviews, Sandler author and director of Leadership for Organizational Excellence, Dave Hiatt, about How to Succeed at Leading During Rapid Change Get Dave's book on communicating with skill or The Road to Excellence at Amazon or the Sandler Shop. In this episode:

Based on how to succeed at leading during rapid change, what is the best attitude, behavior, and technique to use?
What it means to lead during rapidly change in times like these
You need to re-evaluate goals and work positions more frequently to be prepared for times like these
What are some of the key attitudes leaders need during times of rapid change?
Proactively and intentionally increase your use of online meetings
What to do right now with your goals, plans, and actions
How to use your organizational tools to re-evaluate and set priorities with your employees
How to communicate with your employees during rapid change
Truly listen to your employees
Dave's favorite quote for change

Get Dave's book on communicating with skill or The Road to Excellence at Amazon or the Sandler Shop.

he 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 reviewiniTunes!

How to Succeed at Sandler Rule #11 - Money does grow on trees, referral trees Mar 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 Pricing Your Products and Services Mar 16, 2020

Show notes

Mike Montague interviews Andrew Gregson on How to Succeed at Pricing Your Products and Services. In this episode:

How and why Andrew got into pricing – and the multiple ways to do pricing
More people underprice than overprice
Negative and positive beliefs about pricing
Who makes the decisions on pricing?
The story of the Corvette and the Mustang
How to know if you have a pricing problem
The price waterfall
His favorite pricing model for services and intangibles
You need an exit strategy
Favorite business quote from Andrew
Best attitude, behavior, and technique for How to Succeed at Pricing

Find Andrew's book at: https://www.self-counsel.com/the-dark-art-of-pricing.html

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

How to Succeed at Sandler Rule #10 - Develop a prospecting awareness Mar 13, 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 Putting Profit First with Mike Michalowitz Mar 09, 2020

Show notes

Mike Montague interviews Mike Michalowitz on How to Succeed at Putting Profit First. In this episode:

What is Profit First?
What is the attitude of Profit First?
Apply personal financial ideas to your business to create Profit First
Goals plans and actions to take to run your business this way
Use a "bank based" system
The Savannah Banana story
A guarantee to drive profitability in your business – starting tomorrow – in two steps
Should you interview potential salespeople at 3am?
Best attitude, behavior, and technique for How to Succeed at Profit First

Find Mike and his best-selling book at: https://mikemichalowicz.com/profit-first/

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

How to Succeed at Sandler Rule #9 - Every prospecting call earns compound interest Mar 06, 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/

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