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How to Succeed Podcast

Business

The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our reinforcement training, we provide advanced communication techniques needed to excel, provide accountability in implementing behavior, and help nurture the attitudes necessary to reach the highest levels of success. Visit www.sandler.com for more information.

Location:

United States

Description:

The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our reinforcement training, we provide advanced communication techniques needed to excel, provide accountability in implementing behavior, and help nurture the attitudes necessary to reach the highest levels of success. Visit www.sandler.com for more information.

Language:

English

Contact:

(410) 653-1993


Episodes

How to Succeed at Building a Nonprofit that Save Lives

3/18/2024
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 growth and mission with Warriors Ascent founder Mike Kenny 00:01:16 Nonprofit sustainability and mission alignment. 00:09:46 Self-care, personal growth, and overcoming comfort zones. 00:14:34 Nonprofit growth strategies and Sandler techniques. 00:19:21 Nonprofit management and success. 00:23:38 Overcoming failures and building resilience. 00:30:55 Overcoming struggles through group support and creative solutions. Key Highlights: Nonprofits need to focus on both their mission and building structures for sustainability and growth, similar to running a business. Setting clear goals, short-term and long-term, is crucial. Tracking progress helps measure success and make necessary adjustments. Failure is an opportunity for growth. Nonprofits should embrace it, learn from it, and seek help when needed. Nonprofits should adopt a mindset of success, showing their ability to deliver tangible outcomes to attract support. Nonprofits must prioritize their growth and development through goal setting, planning, and tracking progress. Establishing clear expectations upfront in meetings fosters transparency and alignment. Nonprofits must communicate their impact, outcomes, and use of donor funds transparently to build trust and retain support. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rd =========================================

Duration:00:33:07

How to Succeed at Strategic Customer Care with Karl Schaphorst

3/11/2024
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 Care 00:03:57 - The Role of Customer Service Agents 00:04:50 - The Importance of Showing Customer Appreciation 00:06:03 - The Role of Customer Service in Marketing 00:11:12 - The Value of Proactive Customer Service 00:12:10 - Rewarding Customer Service Contributions 00:12:20 - Behavioral Goals for Customer Service 00:12:31 - The Role of Customer Service in Business Development 00:16:08 - The Importance of Customer Service Training 00:16:19 - Techniques for Defusing Customer Complaints 00:19:20 - Weaknesses in Customer Service Training 00:20:47 - Training Customer Service Agents to Identify Opportunities 00:23:52 - The Importance of Emotional Intelligence in Customer Care 00:24:24 - Techniques for Turning Negative Situations Positive 00:29:48 - The Success of Sandler's Customer Service Training Program Key Highlights: Customer service is a crucial aspect of business success, as it is easier and less expensive to retain existing customers than to acquire new ones. Strategic customer care involves proactive engagement with customers to build relationships and provide exceptional service. Customer service agents should be trained in soft skills, such as bonding and rapport, to effectively communicate with customers. Techniques for successful customer service include active listening, staying calm, validating customer concerns, and asking open-ended questions. Customer service agents should aim to transform customer interactions from emotional distress to intellectual problem-solving. Setting goals and KPIs for customer service agents can help drive proactive behavior and improve customer satisfaction. Incentivizing customer service agents based on their contributions to sales and customer satisfaction can motivate them to excel in their roles. Customer service agents should focus on identifying and addressing the root cause of customer issues, rather than just providing quick fixes. The real problem a customer brings to customer service may not be the initial issue presented, so it's essential to dig deeper to understand their needs and concerns. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:32:45

How to Succeed at Selling SaaS with Josh Shirley

3/7/2024
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 and building value with the service 8:16 - The need to qualify the prospect and their pain 12:23 - The temptation to focus on technical details instead of addressing the real pain points in software sales 20:21 - The need to address the cost beyond the monetary investment in software 25:54 - Tips for approaching decision questions in software sales Key Highlights Selling SaaS requires educating customers about a product that may be unfamiliar to them, overcoming skepticism, and resistance to change It is crucial to focus on the customer's pain points and the value the SaaS solution can provide, rather than solely relying on product demonstrations. The decision-making process in SaaS sales often involves a wider range of stakeholders, including legal, compliance, and data security teams. SaaS products are intangible and may be unfamiliar to potential customers, requiring sales professionals to focus on educating customers about the benefits and value of the product. Successful SaaS sales involve understanding the customer's pain points and how the SaaS solution can address them. Sales professionals should avoid getting caught up in the technical details of the product and focus on the impact the SaaS solution can have on the customer's job. Selling SaaS often involves a complex decision-making process that includes a wide range of stakeholders, requiring sales professionals to be prepared to address the concerns and requirements of these different stakeholders. The decision to adopt a SaaS solution often requires behavioral change within the organization, and sales professionals must address the challenges of getting the entire team to embrace and effectively use the SaaS solution. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:36:10

Unwrap the Gift of Sales Success: A Sandler Holiday Special Event

2/26/2024
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 learning and building trust with customers 17:36 - Confidence in oneself and the offering 20:17 - The gift of prospecting and filling up the calendar 22:50 - Creating a qualification list for ideal clients 23:48 - Qualification criteria: pain, investment, and decision-making process 26:43 - Importance of open and honest communication for building trust with clients 27:15 - Gathering information about clients' personalities and tailoring communication styles 29:13 - Utilizing previous connections and allies in organizations to build relationships 31:20 - The complexity of decision-making processes in sales Key Highlights Challenges and opportunities faced by salespeople in the fourth quarter. The importance of continuous learning, especially in the fourth quarter, to prospect and fill the pipeline for the upcoming year. The significance of clarity and confidence in the sales process for both buyers and sellers. A well-outlined path builds trust and guides buyers through the process. Prospecting, creating a wish list for ideal clients, clarity and confidence in the sales process, and effective negotiation techniques are identified as the four gifts that can lead to sales success. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:01:01:52

How to Succeed at Building a Revenue Funnel with Hannah Ajikawo

2/19/2024
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 Funnel 2:40 - Critique of the Funnel Metaphor and Misconceptions 4:42 - Importance of Alignment and Behavior Change 8:19 - Steps for Building a Revenue Funnel and Commonalities 11:20 - Structuring the Revenue Funnel and Conclusion 12:20 - Sales and Marketing Integration, Targeting, and Fundamentals 22:34 - Final Insights and Metrics in the Revenue Funnel Key Highlights Integration of marketing and sales processes into a unified revenue funnel, reflecting the buyer's decision-making process. Misconception of separate funnels and handoffs between departments, highlighting how these hinder the buyer journey and create bottlenecks. Fundamental stages of awareness, consideration, decision, and post-purchase within the revenue funnel are underscored as essential components for success. The importance of continuously delivering value to customers and adapting to evolving buyer behaviors to ensure sustained success. Practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement to align with changing buyer behavior ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:34:27

How to Succeed at Making Differences Work with Dr. Eli Jones

2/12/2024

Duration:00:31:56

How to Succeed as a Marketing Millennial with Daniel Murray

2/5/2024
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 audience and fosters trust. The level of content produced needs to be higher than before to break through the noise and grab the audience's attention. Adding a personal touch, being creative, and understanding the human aspect of marketing are essential for success. Building and maintaining an owned audience, such as through podcasts and newsletters, is powerful. Success is defined by continuous improvement and adaptability. Facilitating interactions within a community, whether through events, webinars, or meetups, is a valuable aspect of marketing. Video content is becoming increasingly important. Competing against oneself and striving to be better each day is a powerful metric for success. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:28:36

How to Succeed Regardless of Outcome with Don Overcash

1/29/2024
In this week's episode with Don Overcash, a seasoned Sandler client and trainer, we delved into the art of succeeding regardless of the outcome. Join us for a powerful conversation on navigating success, understanding motives, and building trust. Join us as we unravel the episode and explore strategies for sustained success, driven by attitudes, beliefs, and behaviors. Don shares insights from his extensive experience in politics and sales, emphasizing the importance of trust and understanding motives in achieving long-term success. Tune in for a thought-provoking discussion on the essence of presence, the significance of trustworthiness, and how to navigate failures with resilience. Learn how embracing a "why" centered around valuing people can transform your approach and redefine your success. Timestamps: 0:00:14 Success and outcomes in sales and politics. 0:04:32 The importance of belief systems in sales success. 0:07:41 Performance pressure and long-term vision. 0:12:20 Trust in business and politics. 0:19:42 Building trust and rapport in sales. 0:25:14 Understanding and managing criticism in business. 0:29:18 Personal growth and self-awareness in business. Key highlights: Many organizations tend to concentrate on historical results without understanding how to change or impact those results. Trust is a crucial element in achieving sustained success. Learning from mistakes, being open to feedback, and understanding the importance of self-improvement are essential aspects of achieving success. Success, in this context, is measured by the positive impact one can have on others. Recognizing the need to recover from dominant personality traits and adapting to be more effective in communication is a key takeaway. Adopting an "independently wealthy" mindset means not being desperate for approval or success. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:35:37

How to Succeed with ChatGPT+ with Jordan Ledwein

1/25/2024
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 and growth. 2:05 AI enhancements for salespeople in 2023. 7:07 Using AI to enhance sales processes. 12:28 Using AI tools for sales meetings and follow-up. 16:49 Using AI to improve sales conversations. 21:31 AI in sales with Jordan Edwin Sandler. Key highlights: In the rapidly evolving landscape of AI and sales technology, staying informed and adapting to changes is crucial. Partnerships, such as Microsoft and open AI, leading to the integration of features like web crawling with Bing and image generation with DALL-E. AI as a supportive tool to enhance decision-making rather than replacing human involvement entirely. Salespeople's Ideal Attitude: The ideal attitude for salespeople in adopting AI is described as being a continuous learner. AI for industry research, analyzing buyer profiles, and streamlining meeting follow-ups through automated note-taking. Using AI to enhance weaknesses and supplement human skills. Custom instructions in chat GPT are highlighted, allowing users to provide context about themselves and their goals. AI can help in generating content quickly and efficiently. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:26:25

How to Succeed at Making Customer Service a Superpower

1/15/2024
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 branding. 0:19:19 The impact of a sales training organization. 0:23:36 Customer expectations and Disney magic. 0:30:46 Customer service and leadership insights. Key highlights: Service is not just performative; it is transformative. All service is performative; there's no business but show business. Cataloging successful interactions creates the illusion of spontaneity. Understanding clients' emotional connections to the brand or product is vital. Bringing theatrical elements into the business world creates memorable experiences. Clients will always find what they're looking for; set positive expectations. Understand the audience (clients) and what they need in the "show." Acknowledging and learning from mistakes contributes to personal and professional growth. You can build, dream, design, and create the most fantastic place in the world, but it takes people to make that dream a reality." The reciprocal relationship: making the company stronger benefits the client as well. Service goes beyond creating memories; it leaves a lasting impact on individuals and organizations. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:33:42

How to Succeed at Modern Sales Coaching

1/9/2024

Duration:00:33:53

How to Succeed at Climbing Mt. Kilimanjaro

1/2/2024
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, teamwork, and success on Mount Kilimanjaro. 0:22:53 Leadership, growth, and success with a climber of Mount Kilimanjaro. Key highlights: Success is linked to a mindset of continuous learning and openness to new experiences. In challenging situations, transparency and open communication are crucial. Trust is essential in any team or expedition. Trusting the leader's guidance is crucial for success. Avoid a closed mindset, as it can hinder progress and problem-solving. Success often depends on the strength of the team and the support system. Perseverance is key in both personal and professional challenges. A leader's role is not just to give orders but to facilitate the success of the entire team. Challenges and difficulties often lead to valuable lessons and personal growth. Lessons learned from personal challenges, such as mountain climbing, can be applied to professional settings. Success is often a collective effort. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:27:11

How to Succeed at Deal Coaching

12/26/2023
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 enhance your sales leadership skills! Tune in to our podcast for practical advice and insights into improving de Timestamps: 00:01:11 Deal coaching is the most underdeveloped management skill in sales leadership. 00:05:00 Emphasizing the impact of deal coaching on a sales team's development and organizational success. 00:07:04 Sales is a conversation between adults to uncover the truth. 00:08:28 Behavior part of deal coaching, including the suggested frequency and cadence. 00:10:29 Challenges of sales managers spending too much time on non-deal coaching activities and the need for a shift in focus. 00:11:52 Importance of spending 80% of the time on strategic deal coaching for sales managers. 00:16:00 The future of selling highlights the importance of creating value through human connection, empathy, and meaningful conversations that AI cannot replicate. 00:18:23 Addressing the role of sales managers in coaching and teaching reps who may not be ready to execute the plays. 00:22:47 The importance of distinguishing between deals based on confidence scores for effective decision-making. 00:24:51 The potential for Deal IQ to drive adoption and accelerate value in sales organizations. Key highlights: Deal coaching is highlighted as a critical but often underdeveloped skill in sales leadership. Unstructured and subjective methods are common pitfalls in deal coaching. There is a need for a structured approach to deal with coaching. Lack of a structured approach can lead to downstream problems in forecasting and pipeline management. The ideal attitude for deal coaching involves a balance between nurturing and developing sales reps while maintaining objectivity. Seven Critical Questions for Effective Deal Coaching Sales reps are encouraged to self-assess and hold themselves accountable by thoroughly addressing the seven critical questions. Providing timely and meaningful feedback is highlighted as impactful in shaping successful sales teams. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:33:10

How to Succeed with Emotional Relevance

12/19/2023
#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 Emotional relevance in marketing and personal connections. 0:31:02 Emotional relevance and personal growth. Key highlights: Understand the difference between emotional relevance and emotional intelligence. Actively create emotional experiences during client interactions. Establishing a strong relationship with clients is crucial for success in complex and lengthy sales cycles. Recognize the potential negative impact of emotional relevance. Consider creating a metric or assessment tool to measure the emotional connection in relationships. Encourage openness and trust in sales calls by starting with personal sharing. Focus on building and cultivating relationships rather than just pursuing sales opportunities. Allow yourself to be vulnerable in interactions. Strive to create positive, memorable experiences that contribute to a client's overall positive perception of your brand or service. Whenever possible, aim for face-to-face interactions to enhance the emotional connection. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:37:29

How to Succeed at Pipeline Management with Ken Guest

12/12/2023
In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more! Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps: 0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights: Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:31:45

How to Succeed on Video Calls with Ty Hoesgen

12/5/2023

Duration:00:27:52

How to Succeed at Social Media with Shaily Hakimian

11/27/2023
#sandler #sandlerworldwide Welcome to the world of social media mastery with Shaily Hakimian. Discover the secrets to success in the ever-evolving landscape of digital marketing and building genuine connections online. This episode is packed with valuable insights and actionable tips from a true expert, whether you're an aspiring influencer, a budding entrepreneur, or simply curious about the dynamics of online engagement. Don't miss out on this exhilarating episode that promises to transform your social media game and equip you with the skills needed to shine in the digital spotlight. Tune in, take notes, and let's level up together! Timestamps: 0:00:00 Social media success and misconceptions. 0:02:28 Personal branding and LinkedIn optimization for business success. 0:05:20 Using social media for sales and marketing. 0:10:32 Social media marketing strategies for salespeople. 0:13:37 Social media content creation and scheduling tools. 0:18:36 Effective social media strategies and overcoming self-doubt. 0:21:18 Success, failure, and growth in social media marketing. Key highlights: Posting consistently and providing valuable insights and information to your audience is more effective than bombarding them with frequent but low-quality content. Your online presence should reflect your expertise, passion for your job, and the value you can provide to your audience. Social media can help you build trust and relationships with your audience before even getting on a call with them. Consistency helps keep you top of mind with your audience. While automation tools can be helpful, they shouldn't replace the human touch and authenticity in your content. Start your content with a hook that grabs your audience's attention and answers the "What's in it for me?" question. Understanding your audience's needs and pain points is key. Success means different things to different people and can evolve over time. Focus on finding the right fit clients rather than trying to grow her business exponentially ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:26:53

How to Succeed at Collaborative Learning with the New Sales Development Series from Sandler

11/20/2023
#sandler #sandlerworldwide Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training. Lisa is a powerhouse of knowledge, sharing her insights on learner autonomy and how to create a learning environment that values and utilizes what each individual brings to the table. She brings to light the importance of different contexts for learning and how giving people choices shapes their learning journey. We also dive into how Sandler's Sales Development Series has been reimagined to incorporate these concepts for the best possible learning outcomes for our clients. Moving from the theoretical to the practical, we talk about how these principles apply to sales training. We break down the benefits of engaging content and the power of role-play in enhancing information retention. With Lisa's expert guidance, we explore engagement ideas for virtual instructor-led sessions and discover the innovative 'trap exercises,' pattern interrupts, and other education best practices she and her team have built into the new Sales Development Series. We explore the role of collaboration within the sales team, with the managers and leaders, and with your Sandler coach to get the best results and return on investment, so tune in and join us in relaunching the classic Sandler sales training through the lens of collaborative learning. Timestamps: 0:00:00 Collaborative learning in sales training. 0:02:03 Modern adult learning concepts and techniques. 0:07:42 Sales training and information retention. 0:12:37 Sales techniques and collaborative learning. 0:16:01 Sales training and collaborative learning. 0:20:55 Sales development, growth, and collaboration. Key highlights: Collaborative learning, where learners actively engage with each other and facilitators, is essential for effective adult education. Modern adult learning focuses on experiential learning, application in real-world contexts, and active engagement with the material. Engagement, humor, and excitement in learning environments can trigger better memory retention and make the learning process more effective. Sometimes, a single impactful lesson or insight can be worth more than a comprehensive program. Sales is ultimately a conversation between adults to uncover the truth. Honest and open communication is fundamental to successful sales. Learning should focus on acquiring and applying skills, not just accumulating knowledge. Maintaining an appropriate balance of energy in learning sessions is crucial. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:26:02

How to Succeed at Networking at Trade Shows with Bob Bolak

11/13/2023
#sandler #sandlerworldwide Step into a world of insights with Bob Bolak, a seasoned networking expert, and explore the keys to thriving in the trade show arena. Discover how to turn every event into a platform for building lasting connections and boosting your business prospects. In this illuminating conversation, we delve into the power of setting clear goals, using proven conversation frameworks, and immediate follow-up to ensure your networking success. Are you ready to revolutionize your trade show networking game? Dive in now and let's make every event a springboard to your success journey! Timestamps: 0:00:15 Networking and trade shows for introverted professionals. 0:03:37 Networking and trade show mindset and strategies. 0:08:13 Sales techniques and networking strategies. 0:10:33 Networking strategies for sales professionals. 0:15:08 Networking strategies at trade shows. 0:17:40 Networking techniques and follow-up strategies. 0:23:31 Networking techniques at a conference. 0:26:45 Success, failure, and Sandler techniques with a sales leader. Key highlights: Approach trade shows and networking events with a mindset focused on building relationships rather than immediate sales. Having quantifiable goals helps measure success. Employ conversation frameworks to initiate discussions effectively. Engage with different types of people, whether they are extroverted or introverted, and make efforts to connect with those who may be more reserved. After meeting someone at a trade show, connect with them on LinkedIn or follow up promptly. After the event, assess your performance, evaluate the effectiveness of your conversations, and make necessary adjustments to your networking strategy for future events. Paid events may attract more qualified attendees and demonstrate your commitment to networking. Be adaptable in your networking approach. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:31:34

How to Succeed at Public Speaking with Grant Baldwin from The Speaker Lab

11/11/2023
Uncover the secrets to impactful public speaking! Discover the art of becoming an effective communicator in business and personal growth. Join Mike Montague and Grant Baldwin of Speaker Lab as they unravel the essentials of powerful speaking techniques, from presentation preparation to landing speaking gigs. They highlight the significance of engaging and resonating with the audience through an authentic, adaptable, and well-prepared presentation, emphasizing the importance of both structure and flexibility in successful public speaking. Don't miss this insightful conversation offering valuable insights into the multifaceted benefits of public speaking! Timestamps: 0:00:17 Speaking as a business and growing a career in public speaking. 0:03:03 Public speaking as a business development tool. 0:05:27 Public speaking skills and preparation. 0:10:55 Developing public speaking skills and debunking myths. 0:13:42 Public speaking preparation and scripting. 0:19:34 Speaking engagements and how to land paid gigs. 0:22:30 Finding and acquiring paid speaking gigs. 0:25:10 Public speaking techniques and tips. 0:30:16 Storytelling and connecting with audiences through personal experiences. 0:33:06 Speaking, entrepreneurship, and personal growth with Grant Baldwin. Key highlights: Effective public speaking necessitates balanced preparation between scripting for organization and an organic approach without verbatim memorization. Adapting the content to audience needs and making real-time adjustments based on audience reactions are crucial for engagement and connection. The "SPEAK" framework involves selecting a problem to solve, preparing the talk, establishing expertise, acquiring speaking gigs, and understanding when to scale. Clear goals drive the call-to-action at the end of speeches, whether aimed at obtaining more speaking opportunities or generating clients. Authenticity is key for speakers, encouraging them to be themselves while balancing structure and spontaneity in speech preparation and delivery. Having a structured speech with strong openings, key moments in the middle, and compelling closings aids in time management and allows for adjustments during the speech. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

Duration:00:37:55