How to Succeed Podcast

Latest Episodes:

How to Succeed at Ride-Alongs Mar 02, 2020

Show notes

Mike Montague interviews Antonio Garrido on How to Succeed at Ride-Alongs. Check out Antonio's book, The 21st Century Ride-Along, at: https://shop.sandler.com/category/books In this episode:

The purpose of Antonio's book about doing ride-alongs the Sandler way
There are many different types of ride-alongs now
Some good and bad attitudes for ride-alongs
Good sales managers want their salespeople to succeed and have a great ride-along
Coaches watch their players perform, shouldn't good sales managers?
How to set up a great ride-along
What's the ideal role for the sales manager during a ride-along?
You need a safe word
An "aha" ride-along moment for Antonio that can help you
Antonio's favorite Sandler rule regarding ride-alongs

Check out Antonio's book, The 21st Century Ride-Along, at: https://shop.sandler.com/category/books

How to Succeed at Sandler Rule #8 - When prospecting, go for the appointment Feb 28, 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 Team Selling Feb 24, 2020

Show notes

Mike Montague interviews Nema Semnani on How to Succeed at Team Selling. In this episode:

What is Team Selling?
Attitude for selling as a team compared to selling as an individual
Identify what role each person will play before going on the sales call
Ask the prospect to explain to the team how we got to this point of the sales process
Techniques for allowing the right people to talk at the right time
Common problems/opportunities in team selling
Nema's favorite rule for team selling
Best attitude, behavior and technique for How to Succeed at Team Selling

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 #7 - You don't have to like prospecting; you just have to do it Feb 21, 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 Podcast Marketing Feb 17, 2020

Show notes

Mike Montague interviews Jaclyn Schiff on How to Succeed at Podcast Marketing In this episode:

What is podcast marketing
The biggest benefits of podcast marketing
How to repurpose your podcasts and use them for years
How to use the text of your podcast to increase your SEO and inbound traffic
How to consistently create podcasts and not have "podcast fade"
It's not about how many listeners, it's about reaching the right listeners
What behaviors to do pre and post podcast creation
Get linked in your industry newsletter
How to build your audience
How to inexpensively transcribe your podcasts for repurposing
Best attitude, behavior, and technique for How to Succeed at Podcast Marketing

Find Jaclyn and Podreacher at https://podreacher.com/

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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 #6 - Don't buy back tomorrow the product or service you sold today Feb 14, 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 Using Books as a Sales Tool Feb 10, 2020

Show notes

Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool. Get the Sandler/T&S ebook written by Mike and Tim at: https://tandsgo.com/education/ebooks/ In this episode: · Brief description of the topic · Why write a book and use it as a sales tool? · Two marketing techniques that no one says no to · How to use your book as a sales tool · How to mail your book to prospects to further the sales conversation · Next steps after mailing your book · Using books is just one part of the process · Various techniques for using books as a sales tool · How to get more sales with your book · Best Sandler rule for writing books · Best attitude, behavior, and technique for How to Succeed at Using Books as a Sales Tool

Get the Sandler/T&S ebook written by Mike and Tim at: https://tandsgo.com/education/ebooks/

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 #5 - Never answer an unasked question Feb 07, 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 Getting More Referrals Feb 03, 2020

Show notes

Mike Montague interviews John Rosso on How to Succeed at Getting More Referrals. In this episode:

Why are referrals so critical?
How to create a well rounded prospecting plan
Some of the head trash that stops you from asking for referrals
The best attitudes to getting more referrals
Set referral goals and track them
Use "observable characteristics" to seek referrals
The right time to ask for a referral
Look for the value transition
A great question to create a value transition
Make your referral request specific
Brainstorm and create a shortlist to get more referrals
Create an email template to make it easy on your referrer to introduce you
John's favorite Sandler rule for getting more referrals
Best attitude, behavior, and technique for How to Succeed at Getting More Referrals

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 #4 - A decision not to make a decision is a decision Jan 31, 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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