How To Succeed Podcast

In this episode,  Madeline Miller focuses on engaging and coaching Gen Z employees as they move into leadership roles. Gen Z currently represents just under 20% of the workforce, but by 2030, millennials and Gen Z will make up two-thirds of the workforce. Madeline stresses the importance of early leadership development for Gen Z, to prevent the need to unlearn bad behaviors later. Gen Z faces unique challenges due to remote work and the digital landscape, which affect their communication skills. Madeline highlights the need for a balanced approach to resilience, not just focused on grit but also emotional processing, which is essential for strong leadership. She discusses how leaders can foster alignment between company goals and Gen Z’s mission-driven mindset by creating opportunities for professional development and engagement.  Tune in to learn practical strategies for empowering the next generation of leaders.   Timestamps: 00:01:18 Importance of teaching leadership skills early 00:02:28 Gen Z's communica

In this episode of How To Succeed Podcast, we explore the concept of organizational excellence with Jim Dunn, a seasoned Sandler trainer from Charlotte, North Carolina. Jim shares valuable insights on how leaders can build exceptional organizations by fostering a culture of continuous improvement and creating systems that make their roles less central to day-to-day operations. The discussion highlights key elements such as empowering teams, keeping up with new technologies, and ensuring everyone is aligned with the company’s vision. Jim emphasizes that true leadership involves making yourself irrelevant by delegating tasks and allowing others to thrive in their roles. As the conversation unfolds, Jim outlines how leaders can balance being passionate about the business and maintaining objectivity. He offers practical advice on creating clear priorities, hiring the right people, and continuously refining processes to ensure organizational growth. Whether you're a seasoned leader or an aspiring entrepreneur, thi

In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.  As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.   Timestamps:   00:00:00 - Introduction to Sales Capacity Assessment 00:05:30 - Importance of Assessments in Sales 00:08:28 - Attitude Towards Excuse Making 00:11:42 - Benchmarking Competencies 00:14:53 - Key Sales Competencies 00:16:20 - Difference Betwe

In this episode of the How to Succeed Podcast, social selling expert Richard Bliss from BlissPoint Consulting shares valuable insights on succeeding at social selling on LinkedIn. The discussion covers the evolution of LinkedIn as the go-to platform, emphasizing its ubiquity compared to other social media platforms. Listeners will gain practical tips on leveraging LinkedIn to generate leads, enhance their pipeline, and optimize social selling strategies.  Bliss explains that the algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms like Facebook or Instagram, which are more focused on entertainment. He points out that the algorithm on LinkedIn rewards meaningful interactions that lead to conversations rather than simply garnering likes or views. This shift in mindset is crucial for salespeople looking to succeed on the platform. Tune in to learn how to navigate the changing landscape of social selling and maximize your results on LinkedIn.   Timestamps

In this episode, we discuss buying a franchise with Josh Dubois. Most people consider business ownership to replace income or build generational wealth. Franchising fast-tracks starting a business by providing systems and resources. Josh recommends exploring options over 1-2 months without pressure to decide. He outlines the process of researching franchises, speaking with owners, reviewing financials, and managing expectations. We emphasize having a strong "why" and taking extreme ownership as a franchisee. Success requires being known in the community, following the playbook, and having a positive attitude.   Josh's father transitioned from long hours in the restaurant industry to owning a dry cleaning franchise, which allowed him to attend Josh's games and eventually become a CEO. This lifestyle change inspired Josh to pursue business ownership before becoming a franchise broker to help others without promoting any specific franchise. He lives by "conquer the mind" – being conscious and positive to manifes

In this episode, we discussed the crucial importance of assessing and developing sales capacity to drive business success. We prioritized the need for sales development and defined what constitutes success in this area. We explored how assessments can uncover valuable insights into natural sales behaviors and competencies. We shared examples of effective sales development strategies and introduced the Sandler Training's Sales Capacity Assessment as a powerful tool for self-improvement and performance measurement. Timestamps: 00:10: Using assessments to evaluate sales capacity, identify natural behaviors, and improve development.  05:06: Sales assessments, excuse making, and personal growth. 8:52 The Impact of Excuse Making on Sales Performance 12:13 Optimizing Sales Teams Through Benchmarking and Personalized Development 22:50 Balancing Strengths and Weaknesses in Personal Development 25:25 Defining Success and Overcoming Challenges in Business   Key Takeaways:  Assessments play a crucial role in avoiding c

In this episode, we delve deep into the pervasive and often debilitating experience of imposter syndrome with Gary Frey. Gary Frey challenges the notion that feeling like a fraud is unique to a select few, revealing its prevalence across various industries and career stages. Through open and honest conversation, we explore the root causes of imposter syndrome, including self-doubt, fear of failure, and the pressure to meet unrealistic expectations. Gary shares personal experiences, offering relatable insights and practical strategies for overcoming these challenges. By emphasizing self-compassion, building resilience, and cultivating a growth mindset, we empower listeners to challenge their inner critic and unlock their full potential. Moreover, we discuss the importance of work-life balance, the dangers of burnout, and the necessity of prioritizing personal well-being. By fostering a culture of open dialogue about mental health, we aim to create a supportive environment where individuals can thrive both prof

In this captivating episode, we delve into the often-overlooked potential within organizations: the 'hidden salesforce'. We explore strategies for unlocking this hidden talent pool, emphasizing the importance of cultivating curiosity and providing the necessary tools for sales success. The episode underscores the delicate balance between technical proficiency and sales acumen, highlighting the need for thoughtful, informative conversations over aggressive sales tactics. By redefining the role of technical teams and integrating them into the broader business strategy, organizations can harness their full potential and drive significant growth. Timestamps: 03:44 Discussion on hidden sales potential in professional services firms. 08:08: When to involve technical experts in sales meetings. 13:50: Unlocking hidden sales force by redefining technical teams' purpose. 19:03: Techniques for technical professionals to have meaningful conversations with clients. 22:51: Empowering teams to ask hard questions and grow bu

In this insightful episode featuring Tiffany and Brad Koettels, we emphasized the pivotal role of DISC behavioral styles in navigating the complexities of sales, business, and personal relationships. Beyond recognizing the importance of understanding diverse communication preferences, we delved into the practical applications of DISC in real-world scenarios. From refining sales strategies to building stronger teams and fostering deeper connections, the podcast explored how to leverage DISC insights to achieve greater success. By dispelling common misconceptions and providing actionable advice, we aimed to empower listeners to harness the power of behavioral understanding in their personal and professional lives. Learning how to communicate effectively with different styles can transform your relationships and business interactions.   Timestamps: 0:11 How to Succeed with the Do's and Don'ts of DISC 4:14 Adapting Leadership and Sales Styles for Team Success 11:15 Adapting Communication Styles for Effective Team

In this insightful episode, we delve into the world of pain points in sales with Emily Shaw, we tackle common misconceptions, like treating pain as a mere formality. Then, we emphasize the power of genuine curiosity and creating a safe space for prospects to reveal their emotional drivers. We'll also talk about questioning techniques to make sales conversations more productive and empower prospects with informed decision-making. So, buckle up as we explore the art of uncovering pain points and fostering meaningful connections in the sales process. Learn how to create a safe space where they feel comfortable revealing their emotional drivers. But it doesn't stop there! We'll also bring in another sales leader to dissect powerful questioning techniques with Emily Timestamps: 00:03 Common mistakes in using pain in sales, including checklist mentality and lack of curiosity. 06:45 Identifying and addressing pain points in sales conversations. 11:07 Finding and articulating pain points in sales calls. 18:50 Sales t

In this episode, we dive deep into operationalizing Sandler Training for sales success. Daniel, a dedicated Sandler practitioner for over a decade, shares his journey of building and recruiting high-performing teams through this method. We also gained insights from Mike and another sales leader who implemented Sandler principles within their organizations. They discuss overcoming personal hurdles to achievement by leveraging data and self-awareness. The conversation underscores the importance of consistent application, a shared vision that unites the team, and the power of human connection, even when facing inevitable challenges. Timestamps: 00:13 Operationalizing Sandler Training for sales success.  04:26 Sales coaching and attitude, with a focus on emotional steps and buyer psychology.  08:24 Operationalizing Sandler sales methodology using data, metrics, and tools to improve efficiency and win rate.  15:28 Operationalizing sales process with playbooks, testing, and team enablement.  20:33 Sales techniques,

In a fascinating episode, Kallie delved into the powerful world of behavioral science, revealing its surprising influence on our purchasing decisions. We often think we make rational choices, but as Kallie explained, unconscious biases and emotional triggers often hold the reins. This insightful discussion highlighted the key to successful marketing and sales: striking a perfect balance between logic and emotion. By leveraging psychological factors like loss aversion and availability bias, businesses can craft messages that resonate deeply with potential customers. Kallie emphasized the importance of creating an emotional connection, understanding that we buy not just products, but the feelings associated with them. The episode also offered practical techniques for building trust and persuading potential clients. Addressing concerns, setting clear expectations, and employing qualifying questions that empower prospects – all these elements were identified as crucial for successful sales conversations. Timestam

In this episode, we embark on a deep dive into strategies that can significantly enhance sales performance within enterprise teams. Nancy Harhut dispel some common misconceptions that can hold salespeople back, and instead, focus on fostering a positive attitude, effective behaviors, and a strong sales technique toolbox.  We'll explore the importance of ongoing support and reminders to keep your team sharp and motivated. Understanding your client's specific challenges is paramount, and we'll discuss how to effectively navigate their pain points, budget realities, and decision-making timelines.  This insightful conversation will delve into the art of negotiation and pricing within the enterprise sales landscape. We'll challenge traditional thinking and encourage sellers to reframe their approach, prioritizing the customer's needs above all else. Finally, we'll acknowledge the ever-present need to navigate change, both in the market and in people's lives, equipping you with the tools to thrive in a dynamic envi

In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.   We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.   Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training

In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing client success and using Sandler Rules to achieve this goal, with real-world examples shared by the experts to illustrate these principles. Join us as Mike & Berkeley discuss Sandler Rules & client-focused selling. Learn to identify perfect clients, understand their buying journeys, build trust, stand out from the crowd, and solve their problems like a pro. Master the art of the sale and skyrocket your success!    Timestamps:  3:32 Sandler sales rules and techniques for modern buyers. 11:00 Sales techniques and a

In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup.  We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward.  But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success. Join us to crack the code on building a high-performing sales team! Learn how to leverage sales enablement programs to create a team that operates with laser focus and delivers measurable results.  Say goodbye to the chaos of inconsistent sales performance!  This episode equips you with the tools and strategies to scale your startup's sales like a champion.  Join us and unlock the secrets to building a sales machine that drives real results!   Timestamps:  0:03 Startup success factors, including hiring, sales processes

In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method. Moreover, the conversation shifts to the significance of upfront contracts in building trust and lowering reactance. We explain how transparency at the outset sets the stage for meaningful discussions. Join us with sales expert Brian Jackson, who will shed light on how upfront contracts establish a foundation for honest and productive dialogue. He also explores how salespeople can leverage techniques like disarming honesty and pattern interrupts to build trust and close deals more effectively. Get read

In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. John highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and John discussed effective communication strategies for de-escalating conflict.  Join us as we delve into the significance of leveraging champions in intricate sales scenarios. Discover how champions go beyond mere support, investing their political capital for your cause. Explore the art of nurturing profound connections with champions through meaningful, personal gestures. Uncover the secrets to building lasting relationships that transcend the ordinary.  Timestamp  00:10 Leveraging inte

In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and  effective communication strategies for de-escalating conflict.  Join us in this conversation where Carol emphasizes the importance of understanding the narrative and context, managing emotions, and setting clear expectations in conflict resolution. Learn how to de-escalate conflict and succeed in difficult conversations. These expert tips will transform your communication skills! Timestamp  0:11 De-escalating conflicts and managing difficult conversations. 6:09 How to handle customer complaints in sa

In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points. Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in