How To Succeed Podcast

Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html  SANDLER VIRTUAL SUMMIT 2022 Grow your business, grow your people, grow yourself. We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration! Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summit will provide a variety of content from top-rated presenters in the industry. This is an excellent opportunity to ramp up new hires or those new to the Sandler methodology in a one-day session filled with complimentary learning opportunities. Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html  Subscribe to our YouTube Channel for updates, recordings, podcasts, and more from the Virtual Summit: https://www.youtube.com/sandlerworldwide?sub_confirmation=1 

The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go.  Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions. We talked about these topics in this episode: 00:00-00:53 Intro 01:00-01:48 Controlling sales conversation means 01:55-02:49 Attitude for controlling sales conversation 03:07-07:34 Attitude for Upfront contract 07:38-12:27 Behavior for Upfront contact and controlling sales conversation 12:34-15:42 What happens if somebody breaks the upfront contracts? 15:44-17:45 The power of attitude, behavior, and techniques  17:45-20:03 Q&A with Cal Thomas  Find him at: https://www.linkedin.com/in/calthomas3/  SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: ww

Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget to subscribe and leave us a comment!   SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1 

Mike Montague, Director of Community Engagement at Sandler, poses a question for you and your team to discuss in your sales meeting this week: How do you choose which deals you pursue and which ones you don't? You don't have unlimited time, money, or resources.  How do you know which deals are the most lucrative? Who do you want to work with and who should you run away from? Subscribe to the Sandler YouTube Channel to comment on the community page with your answer! Subscribe to the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1

Mike Montague, Director of Community Engagement at Sandler, interviews Clint Babcock, Sandler trainer and author of Negotiating From The Inside Out, about how to make a business case for your product or service. Find Clint's book on Amazon or the Sandler Shop here: https://shop.sandler.com/books/negotiating-inside-out In this episode, we talk about how to create equal business stature with top-level decision-makers, how to build a viable business case for them to justify their investment, and the best strategies and tactics for discussing that investment. 

Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence. The best attitude, behavior, and technique on how to succeed at answer intelligence Focus on the question AND the answer Create answers that stimulate questions in the buyer The biggest way to gain credibility is not your questions, but your answers Your job as a sales rep from an A.Q. standpoint Great preparation allows you to go beyond scripts When and how to answer twice How Brian defines success Go to www.raiseyouraq.com for a free A.Q. test and 10-page report The How to Succeed Podcast is a public and free podcast from Sandler.   SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership. The best attitude, behavior, and technique on how to succeed at magic sales leadership Quite often the “sales problem” isn’t the real problem M.A.G.I.C. explained There’s such a thing as too much new tech and new behaviors Do you have a productivity problem? Go back to the basics If you’re asking your people to do it, you should be doing it Put an end to learned helplessness Use your different hats to help your team Success for a sales leader is... Favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler.   SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business.   Find Gill Athletics at: https://www.gillporter.com/gill_store/    Find Mike's podcast at: https://anchor.fm/gillathletics  The best attitude, behavior, and technique on how to succeed at podcasting for business How podcasting can help your relationships with your clients The right reasons to get into podcasting Don’t get caught up in the numbers Be consistent, but define what consistent is for your podcast Post sell when you finish the podcast Ask for referrals Help them get referrals from you as well In interviews: 30% is your talking and 70% is them talking The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events. The best attitude, behavior, and technique on how to succeed at events Trends in the event industry Don’t just go back to how you did in-person events in 2019 Post pandemic – have a plan A, B, C, and D Use “selective hearing” on feedback from your event How to determine the ROI and the ROA of your event Personalize the experience for your customers Segment your customers Find Alon at https://www.bizzabo.com/  Get the book Event Success here: https://www.amazon.com/Event-Success-Maximizing-person-Experiences/dp/1119817153  The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization.   Find Todd and the book at: https://www.inboundorganization.com/  The best attitude, behavior, and technique on how to sell to succeed at becoming an inbound organization Everyone in the organization is part of inbound marketing If you can’t keep good employees, check your culture If your employees aren’t happy, they won’t treat your customers well If you don’t like being marketed in a certain way, why would you market to others that way? The way you think is really your product Use technology to engage, not to hide The experience IS the relationship Map the journey with your clients The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

Erik Meier, Sandler trainer from Troy Michigan talks about advanced questions for your next sales call. Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies. The best attitude, behavior, and technique on how to succeed at advanced questioning strategies Asking questions is not a technique – it’s to gain information and help the client The spectrum of equivocation Be curious You have the right to ask questions What makes a good or bad question Build rapport before you go to questions that require more trust Think about the reverse in advance The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

Mike Montague interviews Maria Ellis, author of Redefining Entrepreneurial Success, on How to Succeed with a Healthy and Holistic Lifestyle.    Find her new book at: https://www.amazon.com/Redefining-Entrepreneurial-Success-Holistic-Lifestyle/dp/B09RB2N6K5    The best attitude, behavior, and technique on how to succeed with a healthy and holistic lifestyle Entrepreneur’s work ethic and harm their health if they aren’t careful Living a healthy and holistic lifestyle will also help you earn more At the end of the day, meditate on your wins and challenges and how to improve tomorrow Use your priorities to manage your time Take care of your needs first, so you can take care of others Plan your morning and evening routines to energize and motivate yourself Use what works for you Practice active listening   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

The Next Evolution of Sales Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers - Sandler is excited to announce our commitment to further champion the next evolution of sales. Throughout our 50-year history, Sandler pioneered the concepts of discovery-based, consultative selling, reinforcement training, and a holistic view of personal and professional success in sales and leadership. It has always been a part of our journey to empower professionals to master the craft of selling, with the ultimate goal of changing the entire sales profession for the better. It is with that vision that we are rebranding our company to better align with the expectations of modern buyer and seller, serve our clients with cutting-edge learning technologies and methodologies, and continue our evolution as an organization offering

Mike Montague interviews Kevin Roth on How to Succeed at Finding Your Niche. Find Kevin at: https://kevinroth.org/  Kevin Roth began to play the dulcimer in 1972 at the old age of thirteen, and at sixteen recorded his first album for Folkways / Smithsonian Folkways Records, which immediately launched him into international fame. Between 1974 and 1984 Roth recorded ten albums with this label, establishing himself as a prominent folk singer and dulcimer player. In 1984, Roth performed the theme to the PBS-TV children’s show Shining Time Station, which brought him to another new and much larger market. His friendship and collaboration in 2006 with Noel Paul Stookey, of the legendary folk trio Peter, Paul & Mary, further cemented Roth in American folk history. His career took him to concert and symphony stages around the world, to festivals, radio, television shows, and two appearances at the White House.  As his career grew, Roth became professionally and financially successful, winning numerous awards and

Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble. The best attitude, behavior, and technique on how to succeed at looking for trouble It’s better to uncover the trouble with your clients than ignore it Go for the “No” Look for trouble even in your “great” deals Ask, “What are we missing?” Are there technical obstacles? If you know they have pain, and they aren’t moving, you must go looking for trouble If you have multiple meetings, always ask, has anything changed? Use the negative reversal Use DISC to determine how to look for trouble with different clients   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Mike Montague interviews Jade Simmons on How to Succeed with Purpose. Whether it’s a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best. The inimitable world-class concert pianist and powerhouse activational speaker is CEO of Jade Media Global, a former runner-up in the Miss America pageant, and a former Presidential candidate in 2020!   Find her at https://jadesimmons.com/ The best attitude, behavior, and technique on how to succeed with purpose Your purpose is not what you do, it’s what happens in others when you do what you do Attach your purpose to every role you have Your “why” remains the same, the “hows” can change all the time Purpose is for everyone, not just “special” people Decide that life doesn’t happen “to” you, it happens “for” you How Jade defines success The How to Succeed Podcast is a public and free podca

Matt Rappaport is a Sandler client and founder of Detroit Event Company. In this episode this episode, we do a casual case study interview to see how he has used Sandler to sell his intangible services and find success with his event business. Find him at: https://www.detroiteventcompany.com/ Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services.   The best attitude, behavior, and technique on how to succeed at selling services It begins with trust What to look for in your prospects and your team How you may adjust the Sandler method for certain services How to decide who your market is and how to price your services What to do if you have trouble with bonding How to minimize ghosting Being the smartest person in the room is no better than having the most expensive house on the block   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, and systematizing personal brand growth and relationship building at scale so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry.  Find her at: https://abetterjones.com/  Mike Montague interviews Kasey Jones on How to Succeed at Personal Branding. The best attitude, behavior, and technique on how to succeed at personal branding: Personal branding is about being known in your industry, for what you do How to build your reputation Why it’s important to familiarize yourself and your name with your target audience Strategy first, then tactics Write out the things that differentiate you personally and professionally How to get more specific about your audience How to reach your audience

Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there! The best attitude, behavior, and technique on how to succeed at improving your batting average: The success triangle Simplify Mindset Get comfortable with being uncomfortable Techniques need attitude and behaviors to be successful It’s harder to qualify someone than close a deal The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed 

Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement.   Find her at: https://authenticinfluencegroup.com/    The best attitude, behavior, and technique on how to succeed at non-personal communication: Work on one skill at a time as you get better at them Look for specific non-verbal clues and dig for what they mean for that client Use open body language Look for someone licking their lips 20 seconds to make that first impression Zoom with cameras on Call out a handshake or hug if it’s someone new Take a break between Zooms Find ways to amp your energy up Watch for head nods   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed