How to Succeed Podcast

Latest Episodes:

How to Succeed at Territory and Account Planning Oct 25, 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.

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

How to Succeed at Using Product Knowledge Effectively Oct 22, 2019

Show notes

Click here to download the Buzzword Bingo sheet!

Email mike.montague@sandler.com with the color of the sheet that wins the Buzzword Bingo blackout challenge.

Mike Montague interviews Sofia Rodriguez on how to succeed at using product knowledge effectively. In this episode:

How to play buzzword bingo and win a ticket to the Sandler Summit in Orlando
How this episode will help you in your career
The dummy phase is great at using product knowledge?
The best attitudes for using product knowledge on a sales call
How to balance your product knowledge with the prospect feeling OK
Best behaviors
Too much knowledge can make a prospect NOT buy
How to craft a good question with product knowledge
Inbound leads can be a temptation and a trick
What success is to Sofia
Why doing something different can make a big difference
One attitude, behavior, and technique to use from this podcast

Click here to download the Buzzword Bingo sheet!

Email mike.montague@sandler.com with the color of the sheet that wins the Buzzword Bingo blackout challenge.

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 Storytelling Oct 21, 2019

Show notes

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode:

The right attitude for effective storytelling
Imagined realities are powerful motivators
How to tell a compelling story
You need a beginning, a conflict, and a resolution
Study standup comics and how they tell stories
Nema's favorite Sandler rule for storytelling
Best attitude, behavior, and technique for storytelling

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 Team Selling Oct 18, 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 Following Up on Referrals Oct 15, 2019

Show notes

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization.

This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s.

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 Asking for Referrals Oct 14, 2019

Show notes

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:

Why do we struggle to ask for referrals?
Attitudes to help you get business from referrals
Give referrals to get referrals
Ask: what can I do today to help someone else accomplish their goals?
The best time to ask for a referral – every time
Examples of how to ask for a referral
When you feel like you deserve the referral, it changes the game
What do you do when you get a referral?
Create an email template someone can use to email introduce you
Best attitude, behavior, and technique for succeeding at asking for 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 Debriefing Your Sales Team Oct 11, 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 Defending Against the Competition Oct 04, 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 in Your First 90 Days Sep 30, 2019

Show notes

Mike Montague interviews Mark McGraw on How to Succeed in Your First 90 Days on the Job In this episode:

Attitudes to help you in your first 90 days
Before you accept the job know the expectations that equal success
The three sequences – evaluate, build a blueprint, relentless execution
What sacred cows need to go, or barnacles need to be scraped off?
Work on your horizontal and vertical relationships in the workplace
Behaviors that will help you make the biggest impact in the first 90 days
The 4S strategy for how to spend your time and set up processes
A great example of creating a strategy
How to set up your structure
How to balance all the different things you're working on
Know what you will say no to
Set yourself up to play to win, instead of not to lose
Best attitude, behavior, and technique to succeed in your first 90 days

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 Celebrating What Your Team Does Well Sep 27, 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/

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