How To Succeed Podcast

On this episode from the How To Succeed podcast, we have Stephanie van Dam discussing how to become fearless. She believes that in order to overcome fear and reach the next level of success, one needs to break through the fear and take action. Enjoy watching how to conquer fear and develop confidence in order to be successful in sales. Timestamps: 0:00:02 Fearlessness with Stephanie Van Dam 0:02:12  Fear and Attitude for Stretching Comfort Zones 0:04:26  How to Manage fear 0:08:35 The Benefits of Taking Breaks to Reduce Stress and Increase Confidence 0:10:44 Managing Fear and Stress in Sales: Strategies for Relaxation and Curiosity 0:12:52  Techniques to Overcome Fear in Sales and Leadership 0:14:25  Techniques to Overcome Self-Doubt and Achieve Success 0:17:26  Conquering Fear and Doubt Through Self-Reflection and Journaling 0:19:16  Becoming Fearless in Uncertain Times 0:21:07  Defining Success and Overcoming Fear of Failure Key Highlight: Fear is an emotion that we can often deny or avoid. It plays a big

This week we welcome Martine Kalaw, author of The ABCs of Diversity: A Manager's Guide to Diversity, Equity, and Inclusion in the New Workplace. Tap into your organization’s full potential through understanding and strategic implementation of the best DEI Practices. Learn how to create an inclusive work environment to encourage your employees to show up every day without the fear of saying or doing the wrong thing. Find Martine Kalaw at: https://martinekalaw.com/ Martine Kalaw discussed: Why she chose the title ABCs of Diversity, as it is intended to be a primer to support managers and HR in understanding and navigating the conversation around Diversity, Equity, and Inclusion. How the media's introduction of Diversity, Equity, and Inclusion with academic jargon has caused people to be scared of saying the wrong thing and not engage in the conversation. She encourages people to instead focus on learning, listening, understanding, validating, and evolving. Timestamps: 0:00:02  Exploring the ABCs of Diversity w

In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Dwayne explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30. He had been doing other businesses that had been successful, and he remembered fondly his childhood spent in his mother's basement, surrounded by furniture from the 1950s. He was able to live on just $1,000 a month and put any money he made back into the business. 32 years later, he owns the largest multi-dealer antique store in Chicago. Find Duane Cerny and his book at https://sellingdeadpeoplesthings.com/  Timestamps: 00:00:02 Conversation between Mike Montague and Dwayne Cerny on Selling Dead People's Things 00:02:07 Exploring the Journey of a Mid-Century Modern Entrepreneur 00:03:18 "Exploring the Value of Vintage Items: A Conversation with a Dealer" 00:06:54 Conversation on Buying and Selling Fashio

In this episode, we sit down with Stephanie Paul to discuss the magic of the story and how to use it to engage and influence any audience. Stephanie is an author and speaker coach who coaches executive sales teams, TEDx speakers, fundraisers, and other experts on how to become better storytellers and presenters. She believes that story is prewired into our brains, which is why it is so important to tickle that part of the brain. Stephanie explains that a story should be more than just a list of facts; it should be a message that emotionally moves us in some capacity. She has helped over 30 presenters craft compelling and concise stories as well as become better presenters. Find Stephanie Paul at https://stephaniepaulinc.com/powerfulgift/  Timestamps: 0:00:02  Unlocking the Magic of Story to Influence and Engage Any Audience 0:02:45  Common Myths and Misconceptions in Storytelling and Presenting 0:04:58  Conversation on the Power of Humor and Playfulness in Storytelling 0:09:18  "The Ideal Attitude for

This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve. He challenges them to consider what they provide the market and how they vary from their competition. The concept of a 30-Second commercial is a concise way of describing what you do and the problems you solve to potential customers. We also discuss different elements of a 30-Second commercial such as a brand promise, value proposition, and elevator pitch. In a nutshell, the conversation highlighted the importance of having the appropriate demeanor while talking with clients and the significance of having a concise and engaging 30-Second commercial. Timestamps: 0:00:02: How to Succeed at Designing Your 30-Second Commercial with Brad Ferguson 0:02:43: Exploring the Benefits of a 30-Second Commercial 0:07:45: Crafting an Effective 30-Second Commercial 0:09:13: Establishing Ra

How To Accurately Track & Measure Your Sales Success   In this episode, we sit down with Jennifer Smith, CEO and founder of Scribe, an automatic process documentation software. We discuss how people should go beyond simply looking at revenue when tracking sales success and instead focus on three levels: the number of deals, the new accounts acquired, and the existing accounts expanded. By taking a variety of metrics into account, sales teams can better track their success and make sure that they are achieving their goals. The conversation revolves around the concept of success and how to accurately measure it in terms of a company's overall strategy, sales team goals, and individual performance. Jennifer also notes that when considering success, the company must think about its overall strategy, marketing plans, product development, and efforts to drive user behavior.   Timestamps: 0:00:03: How to Track Real Sales Success 0:02:32: Setting Goals for Company Success and Sales Team Performance 0:04:00: Expl

How to Generate More Leads and Drive Sales with Demand Creation In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads. Christopher offers advice on how companies can create demand in their markets, such as by utilizing webinars, ebooks, and white papers to engage their target audiences. Additionally, he emphasizes the value of establishing rapport with clients and offering them content appropriate to their needs. By implementing these techniques, companies can increase demand in their markets and produce more qualified leads.   Timestamps: 0:00:03 Creating Demand: A Conversation with Christopher Roche 0:02:04 Exploring solution-aware prospects and the Sandler Rule for Sales Teams 0:04:00 The Role of Education in Sales and Marketing: A Discussion on Attracting New Audiences 0:06:51 Stra

The One Skill You Need for Success in Sales: Emotional Intelligence   In this episode, we sit down with Phil Johnson, the founder of the Master of Business Leadership program, to discuss the importance of emotional intelligence (EQ) and how influential it is to drive revenue, productivity, and profitability. He offers some of his tried-and-true tactics on how EQ can set you apart from the competition and how to cultivate it.   We’ll also be talking about some of the high-end companies that are generating exorbitant revenues by primarily focusing their hiring on emotional intelligence. Timestamp: 00:00:50 What is emotional intelligence (EQ) and how is it used in business? 00:02:47 What errors do people frequently make? 00:03:55  How does the development of your EQ help you? 00:04:28 Call-to-action regarding the employment of EQ 00:06:10 Inquiries concerning a person's emotional intelligence (EQ) 00:08:43  How EQ supports change. 00:10:38  What exact role does EQ play in raising revenue?  00:15:20 Beginning

Tips and strategies to find a new career for veterans and other life changes. In this episode, we sit down with Michele McManamon to discuss her inspiring journey as the CEO and co-founder of Operation New Uniform. A former Sandler trainer and owner of a business powered by the renowned training program, she shares how veterans can successfully transition from military service into their new careers. Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world! Veterans and those enduring a career reset frequently face daunting challenges. Our discussion emphasizes the importance of maintaining a positive attitude, speaking persuasively about one's resume, filling any gaps through volunteer experience or training opportunities available to those who are determined, all while having confidence in oneself for having gained valuable knowledge along the way that makes them uniqu

The Solutionary Mindset with Michael Matherws, VP for Innovation and Technology, Oral Roberts University Join us as Michael Matthews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues. By understanding that there are no one-size-fits-all solutions for everything but rather tailor-made answers for each problem at hand, Mike outlines how this concept is key in assisting clients and employees to reach better outcomes. Whether you're working in sales or leading an organization, it is worth tuning into our episode! Michael Matthews is a solutionary, or a problem solver, who drives innovation, sales, and results. He believes that a common mistake people make is trying to boil the ocean or doing too much too quickly. Anything is possible, but it's important to understand the timing and the season of the problem. Michael advises to use third-grade logic, pay attention to people's emotions, have compassion, and find a s

In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now!  He'll explain why it's so important to have clarity on what you want and how to ACTUALLY achieve it.  Timestamps: 0:00:03 Exploring the Science of Future Self 0:02:27 Shifting Identity and Visualizing Your Future Self 0:04:05 Powerful Attitudes for Learning, Growth, and Change 0:07:37 Long-Term Goals and Behavior: Reflections from Ben Hardy's Ten-Year Journey 0:11:55 Self-Evaluation and Future-Focused Decision-Making 0:13:35 Raising Standards and Building Resilience 0:21:03 The Benefits of Being in the Right Set and Setting for Bigger Commitments 0:26:27 Setting Milestones for the Future and Achieving Family Goals   Key Takeaways: We need decisions and choices that make our future self and future life better. One of the most useful tools or techniques when you're thinking about your past, present and future selves are regularly recognizing and framing even your current versus your past self.

In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal. Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same. Timestamp: 0:00:02 Sales Lessons from the Movie Tommy Boy 0:02:56 The Benefits of a Good Attitude in Sales 0:04:22 The Importance of Being Yourself in Sales 0:06:11 Sales Coaching: The Good, The Bad, and The U

In this episode, Chris McDonell discusses how to use Sandler's upfront contract to increase rapport. We will talk about how an upfront contract can help with bonding and rapport and how it can be used to ensure that objectives are clear. You will learn the importance of having an upfront contract in order to build rapport with a prospect. It is important to be clear about what each party wants to accomplish in the meeting and to have an understanding of the prospect's priorities. Outcomes should be determined upfront in order to make the meeting more productive. Timestamps: 0:00:02 How to Succeed at Using Sandler's Upfront Contract to Increase Rapport 0:02:09 The Different Types of Communication Styles and How to Best Handle Them 0:03:38 The Benefits of an Upfront Contract 0:05:16 The Benefits of an Upfront Contract 0:06:48 Upfront Contract, Bonding, and Rapport: The Three C's of a Successful Meeting 0:11:15 The Benefits of a No-Pressure Sales Approach 0:15:09 The Benefits of Slowing Down the Sale 0:16:49 Th

In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking. Motivation is more important than fear, and communication is often seen as a chore. Make sure to watch the full episode to find out how your life would change if you were a better communicator. Find Brenden Kumarasamy at https://www.rockstarcommunicator.com/ or on YouTube at MasterTalk: https://www.youtube.com/channel/UCBYFP4mZLQovr7W6Si6sueA Timestamps: 0:00:02 How to Succeed at Public Speaking with Brendan Kumarasamy 0:01:54 The Power of Motivation in Public Speaking 0:03:26 The Power of Communication in Sales 0:07:44 The Three Best Tips for Salespeople 0:09:05 The Benefits of Being a Good Talker 0:12:43 The Importance of a Strong Introduction and Conclusion 0:14:09 The Power of Public Speaking: How to Nail the Opening, Middle, and Close 0:15:29 The Power of Effective Communication with B

In this episode, Jonathon Blackburn will talk about the importance of having a clear sales process and perspective when speaking with buyers, and how sales enablement can help sales reps to sell more effectively. We will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Quiller to progress conversations. The goal of creating a better buying experience is to make it easier for people to buy. This can be accomplished by providing more options for buyers to consider, as well as making it easier for them to make a decision. Find Jonathan Blackburn and Qwilr at https://qwilr.com/. Timestamps: 0:00:03 How to Succeed at Creating a Better Buyer Experience 0:03:24 The Benefits of Quiller for Client Communications 0:04:59 The Advantages of Selling Remotely 0:08:39 The Importance of Creating a Positive Buying Experience 0:10:06 The Benefits of a Good Follow Up Process 0:16:14 Sales Cycle Management: How to Ask Your Prospect What They Want to See 0:17:29 T

Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage. In this podcast, we'll talk about how sometimes small goals can be more motivating than big goals, and how having a clear plan with specific and measurable goals is important for success. Timestamp: 0:00:02 How to Succeed at Measuring and Managing Productivity 0:02:31 The Different Types of Goals and Measurements 0:03:50 The Importance of Tracking Sales Behaviors 0:11:45 The Importance of Goal Setting in Sales 0:13:35 The Impact of Consistency on Sales 0:17:30 The Benefits of Blocking Time and Moving Calendar Blocks 0:19:09 The Importance of Tracking Sales Behaviors and Metrics 0:20:50 The Importance of a CRM in Sales 0:22:36 The Different Ways That Salespeople Can Find Prospects 0:24:04 The Importance

Mike Montague shares the Top 22 Lessons for Salespeople and Sales Leaders from Sandler from 2022 as collected from around the world by our clients, trainers, and prospects. Modernize your Sales Approach with Hybrid Selling Scale Your Sales Coaching Use 21st-Century Prospecting Keep Top Performers During the Great Resignation Questioning Strategies to Improve your Selling Start More Interesting Sales Conversations Diagnose Unrecognized Pain Finding the Right Hire Sell to the Modern Buyer Aligned with the Buyer's Journey Manage your Sales Pipeline Level-Up your Sales Coaching with Better Questions Align Your Customer Success and Sales Teams Find Unrecognized Pain with Better Discovery Improve Your Personal Presence Succeed with Virtual Selling Expand Accounts with Customer Success Start a Journal Make Real Progress  by Tracking Behaviors Recruit and Hire Great Salespeople Labeling Emotions for Better Communication Overcome Anxiety with the Success Triangle Succeed Vocally by Monitoring Your Tone =============

Gerry Weinberg, Sandler trainer from Detroit, and his business have survived multiple recessions. In order to be successful during an economic recession, it is important to choose HOW you participate in the recession and believe that it is the greatest opportunity that has ever happened. This means that prospecting never ends and that it is important to constantly be looking for new business In this episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sailor trainer and explains how downturns can actually be opportunities for businesses.  Timestamps: 0:00:03 How to Succeed at Surviving an Economic Recession 0:02:45 Sales in a Recession: How to Outsell Competition 0:04:55 The Power of a Positive Attitude in Sales 0:10:09 The Importance of Prospecting During a Recession 0:11:46 How to Thrive in a Downturn 0:17:04 The Recession-Proof Business Conversation: Trusted Advisor Edition 0:19:44 Defining Success and Overcoming Failure 0:21:50 The Importanc

Matt Phelan, Founder of the Happiness Index, talks about productive workforces. In order to create an impactful and successful business, employees need to have confidence and the right attitude. This means treating people with respect and understanding, and not just seeing them as a means to an end. When employees are happy and engaged at work, they are more productive and the company thrives. Employee engagement is key to the success of any organization. Listen to the podcast to learn the secret to getting your team on board and engaged in their work! Timestamps: 0:00:02 How to Succeed at Employee Engagement  0:02:50 The Power of Employee Engagement in Business Success 0:03:57 The Business Case for Happiness: Why the Happiness of Your Employees Matters So Much 0:05:50 The Impact of Employee Engagement on Business Success 0:07:59 The Relationship Between Engagement and Happiness in the Workplace 0:09:36 The Benefits of Psychological Safety in the Workplace 0:13:06 The Benefits of a Positive Work Environment

Kaysi Curtain talks about thriving in uncertainty and growing when others are shrinking. In order to be successful, it is important to have a positive outlook and to be realistic. In this video, we will have Kaysi Curtin discusses how to thrive in uncertainty. She talks about how her behavior and attitude have helped her thrive in her business, despite the challenges she has faced. She also provides some tips on how to build techniques that can help people thrive in uncertain times. Timestamps: 0:02:34 The Ideal Attitude for Thriving in Uncertainty 0:03:55 The Power of Positivity: How to Stay Focused and Thrive in Any Situation 0:05:45 Sales Team Growth in Any Economy 0:07:26 Maintaining Sales Behaviors During Challenging Times 0:10:20 The Importance of Going Above and Beyond in Your Career 0:12:11 The Power of Personal Presence in Difficult Times 0:13:24 The Importance of Personal Presence in Sales 0:16:41 The Five Ways to Improve Your Personal Presence in Business 0:18:19 The Benefits of Being Generous and