How to Succeed Podcast

Latest Episodes:

How to Succeed at Business Networking Dec 23, 2019

Show notes

Mike Montague interviews Tony Altham, Executive Director at BNI in the UK, on How to Succeed at Business Networking. In this episode:

Who this podcast is for
You don't have to work the room
Finding the balance in how to talk with people at networking events
Become the "connector"
How to use your team wisely at networking events and expos
How you introduce yourself and qualify the people you meet
What does S.O.S T.G.R mean?
How Tony defines success
Best attitude, behavior, and technique to succeed at business networking

Connect with Tony at: https://www.linkedin.com/in/tonyaltham/ or his company: http://www.adgiftsonline.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

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

How to Succeed at Finding and Hiring Salespeople Dec 20, 2019

Show notes

Mike Montague interviews Neal Benedict on How to Succeed at Finding and Hiring Salespeople. In his episode:

Attitudes to adopt and avoid
Hire for conceptual, not technical reasons
Goals, plans, and actions for hiring
Why your hiring process should not rely too heavily on the interview
Real examples of the numbers you need and a sample process to succeed at hiring
What is the Devine assessment?
How to beat your competition to get a good salesperson
How do you recruit a bunch of Rockstars, but only hire one?
Neal's definition of success
Neal's favorite Sandler rule
Best attitude, behavior, and technique for succeeding at finding and hiring salespeople

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 Winning Survivor and More Sales with Chris Underwood Dec 16, 2019

Show notes

Dave Mattson, President and CEO of Sandler Training, interviews Chris Underwood, the most recent winner of CBS's Survivor, on how he used Sandler sales techniques to win the show and win more deals. Chris attends Sandler Training in Chicago. To get started learning the Sandler techniques that Chris used to win the show, click here to download our free resources: https://www.sandler.com/sell In this episode:

How Survivor actually works – a behind the scenes view
How Chris is the only player to be voted out of Survivor and win in the same season
The Sandler I/R model and how that helped Chris win Survivor
Chris explains his sales background
You don't have to know everything about Sandler's sales methods before you start using them
A great sports analogy on how Sandler training works
The two main things from this podcast you can implement today for your success

Find Chris Underwood on LinkedIn at: https://www.linkedin.com/in/chris-underwood-0113bb67/

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 Continuing Your Growth as a Sales Leader Dec 13, 2019

Show notes

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/

How to Succeed at DIY Branding for Scrappy Entrepreneurs Dec 10, 2019

Show notes

Mike Montague interviews Cami Travis-Groves on How to Succeed at DIY Branding for Scrappy Entrepreneurs. In this episode:

What is DIY Branding?
The difference between a logo and a brand
Why are you in business?
Do what you do best and hire for what you don't do well
Where to start to succeed at DIY branding
Great techniques on this topic
How to tell if you have bad taste
The only thing on your webpage that should be about you
How Cami defines success
The importance of compassion
Best attitude, behavior, and technique to Succeed at DIY Branding for Scrappy Entrepreneurs

Find Cami at http://www.camiimac.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 Getting to Hello Dec 09, 2019

Show notes

Viveka von Rosen, Chief Visibility Officer of Vengreso, talks about social prospecting and getting to hello.

In this episode:

Who this is for
Attitudes for using LinkedIn to get to hello
Behaviors, steps, and actions to take
How to make this work in 30 minutes a day
Don't discount people who aren't active on LinkedIn
How to have one of your connections introduce you to a high-quality lead
Quote to live by
Best attitude, behavior, and technique to Succeed at Getting to Hello

Connect with Viveka on LinkedIn: https://linkedin.com/in/LinkedInExpert

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 Understanding How Your Salespeople Learn and Grow Dec 06, 2019

Show notes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/

How to Succeed at Being an Intentional Sales Manager Dec 02, 2019

Show notes

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager. Get Pat's new book at: https://shop.sandler.com/category/books In this episode:

The concept of Pat's new book for sales managers
Are we all "accidental" sales managers?
What attitudes you need to succeed as a sales manager
Are your salespeople selling you on their problems?
As a sales manager, you need to be able to roleplay as a salesperson
Best behaviors for an intentional sales manager
The importance of helping your salespeople find their why and create goals
Become a lifelong learner
Actions you can take this week to be a more intentional sales manager
How often should you hold sales meetings?
Best advice for a young sales manager
Favorite Sandler rule, attitude, behavior, and technique for an intentional sales manager

Get Pat's new book at: https://shop.sandler.com/category/books

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 Time Management as a Sales Leader Nov 29, 2019

Show notes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/

How to Succeed at the First 30 Seconds of a Prospecting Call Nov 25, 2019

Show notes

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. In this episode:

Why is the first 30 seconds so important?
Can you be too enthusiastic on a sales call?
Attitudes to have and avoid for succeeding in the first 30 seconds
Pattern interrupts
Make your toughest calls first
Regular sales phone calls make you better and less anxious
Celebrate that you're doing the behaviors and getting better
Tips and trick for executing the first 30 seconds
The 3 Ps: Pattern Interrupt, Permission, Pain filled 30 second commercial
What happens after the first 30 seconds?
How Doug defines success
The importance of listening
Favorite Sandler rule
Best attitude, behavior, and technique for Succeeding at The First 30 Seconds of a Prospecting Call

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

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