How To Succeed Podcast

In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity. Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success. Timestamp: 0:12 Influencing people, focusing on liking and knowin

In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines. Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress.  Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactive

In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature. Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations. Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.   Timestamp  0:14 Prospecting in 202

This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.    Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.   Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping bus

In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape. Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages. Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sale

This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy is emphasized as a means to maximize sales effectiveness. Dr. McCaslin advocates for tailored training and coaching to address skill gaps, thereby unlocking the full potential of sales teams.   Furthermore, the discussion delves into the art and science of selling, emphasizing the importance of specific behaviors and competencies in driving consistent sales performance. While natural talents are valuable, the focus on dev

This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact. Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into maximizing nonprofit effectiveness. Learn why self-care is imperative for individuals to thrive and make a positive difference, and how embracing failure as a learning opportunity fuels growth. Join us for an enlightening discussion on transforming nonprofit leadership through strategic thinking and actionable practices. Don't miss this chance to strengthen your organization's mission and impact! Timestamps:  00:00:00 Nonprofit g

This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support. Karl emphasizes that while salespeople acquire new customers, service agents are the linchpin for retaining and nurturing existing relationships. He underscores the cost-effectiveness of cultivating loyalty over constant acquisition, making strategic customer care a critical investment. Explore the common pitfall of undervaluing service functions and learn why agents are the face of your brand. Their interactions shape customer perceptions and future opportunities. Gain a fresh perspective on transforming customer service from a reactive cost center into a proactive, revenue-driving force. Join us for an illuminating discussion on elevating your customer experience through strategic service excellence. Don't miss this chance to drive customer loyalty and sustainable growth! Timestamps:  00:00:44 - Defining Strategic Customer Ca

  This week, gain insights into the importance of educating prospects and overcoming skepticism in the SaaS sales process. Discover the significance of understanding customer pain points, effective prospect qualification, and navigating complex decision-making processes within organizations.   Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. In this episode, Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. Addressing common myths and misconceptions about selling SaaS, Josh sheds light on effective techniques and attitudes required for success in this domain.   Don't miss out on this episode packed with invaluable guidance for mastering the art of selling SaaS solutions! Timestamp  0:16 - Introduction to the topic of selling SaaS and its challenges 3:07 - Common myths and misconceptions about selling SaaS 5:19 - Importance of understanding the problem

This Week, discover the positive aspects of selling in the fourth quarter and gain practical tips for success. Uncover the "four gifts of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.   Join Mike Montague and Lisa LS in a compelling discussion on the challenges and opportunities encountered by salespeople in the fourth quarter. In this episode, the hosts delve into the reasons behind salespeople's struggles during this period and offer invaluable insights to overcome common obstacles.   Tune in to learn how to equip yourself with these invaluable gifts and position yourself for sales success not only in the current year but also in the future! Timestamp  1:29 - Discussion on the challenges salespeople face in the fourth quarter 9:15 - Positive aspects of selling during the holiday season 14:23 - Positive beliefs for sales success during the end of the year 16:40 - Embracing continuous le

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness.   Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnels. In this episode, Hannah dispels common myths and misconceptions surrounding revenue funnels, emphasizing the importance of aligning marketing and sales processes for a seamless buyer journey. Gain practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement.   Don't miss out on this episode packed with actionable strategies to enhance your revenue funnel mastery!   Timestamp  0:13 - Introduction and Defining the Revenue

Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there. In this episode, Daniel reveals the common misconceptions about marketing, emphasizing the importance of authentic and consistent engagement with your audience.    Tune in for a deep dive into the mindset of a successful marketer and discover why creativity and human connection will be more vital than ever in the evolving landscape.  Timestamps:   0:00:08 Marketing mindset and attitude with a focus on helping the audience. 0:04:08 Marketing consistency and millennial mindset. 0:11:31 Sales and marketing alignment, AI's role, and creativity's importance. 0:18:26 Marketing channels and their effectiveness. 0:22:14 Marketing, creativity, and success with Daniel Murray. Key highlights: Showing up consistently helps in building trust and staying top of mind for the audience. Authenticity builds a stronger connection with the

Discover the current state of chat GPT, its recent updates, and the game-changing features it brings to the table.   Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ludwin, the AI sales guy and Sandler trainer. He shares insights on the dynamic landscape of chat GPT, its latest features, and the transformative impact it can have on your sales process. Jordan discusses the rapid advancements in chat GPT, including its transition to GPT-4, partnerships with Microsoft, Bing integration for web crawling, and the introduction of DALL-E for image generation. Discover how these innovations reshape the sales landscape, providing salespeople with tools for enhanced research, customer insights, and more efficient processes.   Stay ahead in the world of AI-driven sales by tuning in to the full episode and unlocking the potential of chat GPT for a more productive and informed sales approach. Timestamps:   0:12 The current state of chat GPT with updates a

Join Mike Montague and Louie Gravance as they dive into the secrets of making customer service a superpower. Louie, a longtime Walt Disney Company employee with over 25 years of experience at the Disney Institute in Orlando, Florida, shares insights from his distinguished career in designing live experiences. Tune in as they discuss the transformative nature of service, the importance of exceeding customer expectations, and the power of creating moments of spontaneity. Don't miss this episode filled with valuable lessons from Louie's book, "Service is a Superpower: Lessons Learned in the Magic Kingdom." Join us on March 20th at the Sandler Summit for more insights. Tickets are available at sandler.com/summit.  Tune in now and discover how to make customer service your superpower!    Timestamps: 0:00:12 Making customer service a superpower through improv and spontaneity. 0:07:51 Sales techniques and the importance of listening. 0:11:56 Creating emotional connections with customers through storytelling and bran

Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Denser as she unveils the leadership and teamwork lessons drawn from this remarkable expedition.    Embrace the mindset of transparency, trust, and continuous learning that fuels success both on the mountainside and in the corporate realm. Join Mike Montague and Claudia Denser in an engaging conversation where they explore the intricacies of overcoming challenges, fostering resilience, and uncovering beauty amidst adversity. Tune in to this enlightening episode for a deeper understanding of personal growth and leadership insights.    Don't miss out on this empowering conversation—listen now!  Timestamps:   0:00:14 Climbing Mount Kilimanjaro and leadership lessons. 0:03:56 Physical and mental challenges of climbing Mount Kilimanjaro and running ultra marathons. 0:09:12 Climbing Mount Kilimanjaro and its challenges. 0:13:54 Trust, communication, and relationships during a mountain climbing expedition. 0:18:35 Communication, t

Discover the future of sales leadership! Join the conversation on deal coaching with Troy Kanter.   Dive into the challenges faced by sales leaders and the common mistakes in deal coaching. Learn why meaningful and timely feedback is the key to success. Explore the need for a structured approach, as Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Octus IQ's contributions, bring data-driven insights into deal coaching. Gain insights into the ideal attitudes for deal coaching, finding the balance between nurturing sales reps and maintaining objectivity. Uncover the behavioral aspects of coaching with recommended weekly rhythms for one-on-one sessions. Caner introduces seven critical questions that revolutionize deal coaching, from identifying the buyer to evaluating the value in the sales process. Learn the importance of reps self-assessing and holding themselves accountable.   Don't miss out on this opportunity to enh

#sandler #sandlerworldwide Discover the power of emotional relevance with Mike Montague and Alon Zaibert!    Join them as they delve into the art of creating memorable emotional anchors in client interactions, emphasizing its significance in building trust and strong relationships. Join the conversation that explores the future of sales in a tech-driven world and gain practical strategies for standing out. Uncover the secrets to cultivating lasting connections, navigating potential pitfalls, and mastering the art of emotional intelligence.    Don't miss out on practical strategies for incorporating emotional relevance in sales calls – it's the key to standing out in the modern business landscape! Timestamps:   0:00:16 Emotional relevance in sales and client relationships. 0:05:18 AI's impact on sales and the importance of emotional relevance. 0:09:52 Emotional relevance in marketing and customer relationships. 0:14:46 Emotional relevance in sales calls. 0:21:30 Sales pitches and emotional relevance. 0:26:17