How To Succeed Podcast

Mike Montague interviews Kevin Hallenbeck on How to Succeed at Sales Certification.   In this episode: The best attitude, behavior, and technique on how to succeed at sales certification What sales certification means and what value it has The three levels of certification Why having your people get certified, instead of just “trained,” leads to better results How important is the certification to you and your team? Success defined Favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell  

Mike Montague interviews Danny Wood, Sandler trainer from New Jersey on How to Succeed at Burning Bridges. Learn how to get from where you are to where you want to be by getting committed and become the person you need to be to reach your goals.   In this episode: The best attitude, behavior, and technique on how to succeed at burning bridges This kind of burning your bridges is NOT about relationships Burn bridges that are holding you back Don’t put all your eggs in one basket Embrace risk Don’t take “Hopeium” Are you an “at leaster”? Have no guts, no gains moments each day Set goals Journal Use reminders Don’t look at what you’re achieving, but what you’re becoming Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and custome

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World. The urgent need for corporations to address bias and subtle, often unintentional, discrimination has become apparent. Live in Their World is committed to addressing incivility and demographic-based bias, such as that related to race/ethnicity and gender, to help create workplaces that are more respectful for all.   Find Robin and her VR training organization at: https://www.liveintheirworld.com/    In this episode: The best attitude, behavior, and technique on how to succeed at living in their world Look at the situation through your client’s eyes Show respect for what the client gives or has given you Favorite questions to get to understand someone’s world Use roleplays, but remember to receive in the other person’s feet How Robin describes success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/0

Mike Montague interviews Mike Crandall, Sandler trainer from Oklahoma, on How to Succeed at Understanding Motivation. Mike is the author of Motivational Management the Sandler Way.    Get the book on Amazon or the Sandler Shop: https://shop.sandler.com/books/motivational-management-sandler-way    In this episode: The best attitude, behavior, and technique on how to succeed at understanding motivation Practice an attitude of understanding Your motivation may be totally different than someone else’s motivation Truly seek to understand the other person’s motivation A lot of people’s motivations have changed due to Covid How to navigate working in the office again There’s never been a better time to try something new Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide le

Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.    Get the book on Amazon at: https://www.amazon.com/21st-Century-Prospecting-Authoritative-Development/dp/1737010267/    In this episode: The best attitude, behavior, and technique on how to succeed at 21st-century prospecting How to find the sweet spot between pushing too hard and never asking for the sale Technology is your accelerator, not your differentiator Brevity is your friend in digital communications End your call to action with a question mark Is “liking” someone’s content a prospecting strategy? Use third party stories Ask clarifying questions Don’t take too long to set up a call or an appointment Take 8 seconds to sell a 3 - 5 minute conversation Use a business edge tone of voice Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-pod

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management.   Find Sharina and her game-changing sustainable plastics at https://utopiaplastix.com/.    In this episode: The best attitude, behavior, and technique on how to succeed at supply chain management Are you proactive or reactive? You can address global issues with a local initiative Start with where you get your product, could it be local? Identify the problem and where you want to be Sharina’s definition of success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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.   Find white papers, webinars,

Mike Montague interviews Cal Thomas on How to Succeed at Hiring in a Tight Labor Market.   In this episode: The best attitude, behavior, and technique on how to succeed at hiring in a tight labor market Have a plan and actively execute it Thoughts become things 10% of your time should be in recruiting mode Hire slowly, fire quickly You need a pipeline Use the S.E.A.R.C.H. model Create a diverse team Use behavioral interviews Ask your employees to help you recruit new employees Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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.   Find white papers, webinars, and more in our free Sandler E-Learning Library: h

Mike Montague interviews Rebecca Heiss on How to Succeed at Fearing Less. The scariest thing is living a life full of fear. That’s not living. That’s relying on fear-based instinct to make choices for us. Rebecca has dedicated her life to pushing back on those instincts and leaning into the discomfort. Rebecca Heiss is a speaker and author of Instinct. Find her at https://rebeccaheiss.com/.    In this episode: The best attitude, behavior and technique on how to succeed at fearing less Biology and psychology conspire to make us more fearful People actually cheer us on when we push past our fear Fear feels real at the moment - we have to determine if it is real Change your feeling of fear to a feeling of excitement The placebo effect is real Slow your breath Distract yourself Start with a small step Seven instincts hold us back Rebecca’s definition of success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spot

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. Mike and Dan collaborated on a new free course in Hubspot Academy called Selling in a Hybrid World.   You can take the course by enrolling at https://www.sandler.com/hybridselling.    Dan Tyre is author of Inbound Organization and was employee #6 and the first salesperson at Hubspot. Outside of HubSpot, Dan leverages his 42 years of multidisciplinary business experience in sales, marketing, and service to help scale fast-growing companies and coach those that want to harness the power of Inbound Marketing to improve their bottom line.    In this episode: The best attitude, behavior, and technique on how to succeed at selling in a hybrid world Determine what will be done digitally and what won’t Be a helper Contact prospects multiple times in multiple ways Listen, don’t talk Stand up more and sit less Prep and debrief the call Don’t stack Zoom calls without prep and debrief time in betw

Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. Get ready to learn how to silence your inner critic and lead and sell with confidence.  Find Kris at https://www.kriskelso.com/ Find the book at https://www.overcomingtheimpostor.com/ In this episode: The best attitude, behavior and technique on how to succeed at overcoming the imposter The imposter syndrome defined We all figure it out as we go Use the feelings of insecurity and fear as a sign you are working on something big How to take away the fear of being exposed How to reframe negative feelings to positive ones The definition of success for Kris Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 wa

Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive.   In this episode: The best attitude, behavior, and technique on how to succeed at being assertive There’s a balance between being too assertive and too “nice” Transactional analysis allows us to read where our client is I want it, but I don’t need it Record and practice, practice, practice Have a vision and goals for the short term as well as the long term Use softening statements Be firm enough to let your client’s experience their pain It starts with yourself Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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.   Find white pap

Mike Montague interviews Jennifer Crow on How to Succeed at Stopping Human Trafficking in Africa. Jennifer is one of our non-profit scholarship award winners from Oklahoma, and she works to stop human trafficking worldwide with special emphasis in Africa.   Learn more about her and her mission at https://beautifuldream.tv/   In this episode: The best attitude, behavior, and technique on how to succeed at stopping human trafficking in Africa The story of human trafficking in Africa, Oklahoma, and around the world How Jennifer’s team uses Sandler techniques to stop human trafficking How traffickers manipulate their victims How the I/R theory can help What you can do to help Make it about them Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, managemen

Mike Montague interviews Sophia Stone on How to Succeed at Experiential Learning. Sophia is the Learning Experience Designer at Sandler reimagining our sales training programs for the modern learner. Learn how to get the most out of your training and the most out of your team from our internal expert! In this episode: The best attitude, behavior, and technique on how to succeed at experiential learning Experiential learning defined The science says we learn better interactively and when it’s fun Knowledge transfer and crystalized intelligence doesn’t guarantee the use of that knowledge on the job Fluid intelligence allows you to take your knowledge and use it in new ways How to create an experiential learning situation Use peer learning The optimum length of time for training sessions There are multiple types of experiential learning How different generations like to learn Move towards personalization Help your learners take ownership Podcast: https://howtosucceed.libsyn.com/ iTunes

Dr. Alison Escalante is a Pediatrician, TEDx Speaker, and writer on a mission! Effective action under pressure is the theme of all her work. We live in a culture of criticism and anxiety the drains our joy and tells us all the things we should be doing. It’s a ShouldStorm! But, she have developed a clear 3-step method to help us as parents and as leaders. Parents can raise kids skillfully AND enjoy doing it! Find her at: https://theprimarycarer.com/  Mike Montague interviews Alison Escalante on How to Succeed Under Pressure.   In this episode: The best attitude, behavior, and technique on how to succeed under pressure. Too much pressure leads to deteriorating performance The pandemic has added to our pressure Don’t get caught in a “Shouldstorm” Sigh, see, and start The goal is to never start without sighing and seeing first Do it or don’t do it, but don’t waste time and energy worrying about not doing it Alison’s definition of success Podcast: https://howtosucceed.libsyn.com/ iTunes: https:/

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges. How do you keep selling when the warehouse is empty or there is not enough staff to deliver? How do you deliver bad news to prospects and clients when you have shipping delays or price increases?   In this episode: The best attitude, behavior, and technique on how to succeed through supply chain challenges Don’t jump right in to solve the problem People want to be heard and understood and you can do that for them Truly utilize active listening techniques - with every client in every situation Validate your client’s emotion in the situation Understand your own emotional triggers Prepare some responses that feel comfortable for you so you’re ready Solve the problem - even at a loss - to keep a lifelong customer Problems give you an opportunity to show how much you care How Emily defines success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-b

Mike Montague interviews Michael Gordon on How to Succeed at Improving Your Money Concept. Mike and Mike talk about how your beliefs around money affect your sales and career success and what helpful, positive beliefs around money sound like.   In this episode: The best attitude, behavior, and technique on how to succeed at improving your money concept What is your money concept? You’re making what you think you’re worth Changing your beliefs about money could double your income Can you articulate your attitudes and beliefs about money? Positive money concepts When you believe you’re worth more, you’ll start making more Buyer empathy can hurt you Help your client discover the cost of the problem Leave your child in the car You can’t lose something you never had Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   The How to Succeed Podcast is a public

Mike Montague interviews Susan Sykes on How to Succeed at Taking a Day Off. Susan is a long-time Sandler trainer and co-author with Dave Hiatt of the newest Sandler book, Yes, You Can Take A Day Off. The book is designed to help entrepreneurs and small business owners set up their business' team, process, and structure so they can have a guilt-free day off!   Check out the new book on Amazon or the Sandler Shop! https://shop.sandler.com/books/you-can-take-a-day-off    In this episode: The best attitude, behavior and technique on how to succeed at having a day off How do I take a day off when there is so much to do? Three traps to avoid when growing your business You get to choose how big you want to get or if you want to be a solopreneur You can learn how to generate revenue There is a difference between sales and marketing Know your why and set goals Continually learn and improve yourself Develop your leadership compass A coach may be able to help you apply the ideas in the book Track l

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. Hamish is a Sandler trainer from Calgary, AB, Canada and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner. You can check out his books on Amazon or the Sandler Shop.   In this episode: The best attitude, behavior, and technique on how to succeed at trials and demos Don’t offer a demo if you don’t have to Know WHY you’re doing a trial or demo Real prospects will put skin in the game Set up the post demo appointment before you start the demo When to ask, “And who else?” Have a quick call with all decision-makers before the demo begins You may have to back off the demo and work on the terms first Hamish’s favorite Sandler concept     Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   The How to Succeed Podcast is

Dr. Ruth Gotian is the Chief Learning Officer and Assistant Professor of Education in Anesthesiology and former Assistant Dean of Mentoring and Executive Director of the Mentoring Academy at Weill Cornell Medicine. She has been hailed by the journal Nature and Columbia University as an expert in mentoring and leadership development and is currently a contributor to Forbes and Psychology Today where she writes about ‘optimizing success’. She also has a weekly show and podcast by the same name where she gathers high achievers to talk about their journey to success. In 2021, she was one of 30 people worldwide to be named to the Thinkers50 Radar List, dubbed the Oscars of management thinking and is a semi-finalist for the Forbes 50 Over 50 list. Do a passion audit at www.ruthgotian.com/passionaudit Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement.   In this episode: The best attitude, behavior, and technique on how to succeed at high achievement What success is Do something importa

John Davis survived his biggest fear and went from being paralyzed to being a professional stuntman. At 22 years old John Davis' spine broke in half dashing his dreams of being a Stuntman, Fight Director, and Martial Artist. Doctors told him he may never walk again, and if he did he could never have a physical career. Using what he now calls the "Five F Formula," John Overcame the limiting beliefs of others and brought himself back. He went on to perform over four thousand live comedy sword fighting stunt shows all over the world including performing more than one hundred shows on the most remote bases in both Iraq and Afghanistan on six USO tours. He is known as the corporate action hero! Find John Davis at: https://www.corporateactionhero.com/  Get his book at: https://www.corporateactionhero.com/gift.html Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response. What can you learn from a comedy sword-fighting stuntman? Just listen...    In this episode: The best attitude, behavi