How to Succeed Podcast

How to Succeed at Using Sandler In Spanish

In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America. Saunders addresses the approximately 53 million Spanish speakers in North America and emphasizes the importance of delivering training in their mother tongue to ensure comprehension and success. This episode also covers the bilingual experience and the importance of mastering English and Spanish for sales professionals. Gain exper...

How to Succeed at AI for Sales

Revolutionizing the Sales Landscape: Exploring the Power of AI in Sales and Customer Service with AI For Sales expert, Chad Burmeister.  Discover the transformative power of artificial intelligence in sales as Chad Burmeister, founder of BDR AI and host of the AI for Sales podcast, joins me for an enthralling discussion on how AI is revolutionizing the sales landscape. We tackle the burning question on everyone's minds: will AI replace jobs? Together, we unveil the countless ways AI can op...

How to Succeed at Intentional Selling

In this episode, Megan Miller, who is an intentional expert, speaks on the podcast about intentional selling, offering advice on how sales professionals can stay on top of their game in the midst of chaos.  She explains the importance of being able to choose who to spend time with and to think of what success looks like and emphasizes the concept of working together with others instead of competing against them. Finally, she speaks on the need to check one’s mindset in the morning and to b...

How to Succeed at Sales Copy that is Not Too Pushy

In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.  He shares how some people make the mistake of being too forceful and aggressive, and that there's a need for sales copy tools that can guide potential customers smoothly towards the end of the funnel, which is making a purchase. So, if you're interested in learning about effective sales and retention copy, then this video is a...

How to Succeed at Relating to Anyone

#sandlerworldwide #sandler  In this episode, we are joined by Dan Solin, a New York Times bestselling author and President of Solin Strategic LLC and Evidence-Based Advisor Marketing. Dan will be discussing his expertise on "How to succeed at relating to anyone". Dan believes in evidence-based practices and strategies to build relationships with anyone.   Whether you are in business or just trying to connect with others, Dan's insights and tips will be valuable for anyone who wants to ...

How to Succeed at Leveraging LinkedIn for Prospecting

#sandlerworldwide #sandler  In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn. Whether you're a business owner, sales professional, or marketing specialist, you'll learn how to find more prospects in less time and grow your business on LinkedIn. From optimizing your profile to building a targeted network and leveraging advanced search features.    Deb will show you how to get the most...

How to Succeed with AI in Sales

In this episode, Jordan Ledwein will join us to share the most effective way in revolutionizing the sales industry by harnessing the power of Artificial Intelligence and cutting-edge sales technology. From personalized customer interactions to automating tedious tasks, Jordan knows how to unlock the true potential of AI in the world of sales.   Join us as we explore the exciting world of AI in sales and discover how you can take your business to new heights.   Timestamps: 0:00:24 AI...

How to Succeed at Nailing Your 30-Second Commercial

How to Succeed at Doing a Story-Led Demo

Looking for a way to create an engaging and effective product demo? Look no further than a story-led demo! In this episode of the How to Succeed Podcast, Nick Capozzi will join us to discuss the power of story-led demos and how they can help you succeed. Through the use of relatable and compelling stories, story-led demos can effectively highlight the benefits and features of your product or service. And with Nick's expert guidance, you'll learn the keys to crafting a story-led demo that w...

How to Succeed at Becoming Fearless

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 T...

How to Succeed with the ABCs of Diversity

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:...

How to Succeed at Selling Dead Peoples Things

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 ...

How to Succeed at Unlocking the Magic of Story

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 li...

How to Succeed at Designing Your 30-Second Commercial

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 diffe...

How to Succeed at Tracking Real Sales Success

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 t...

How to Succeed at Creating Demand

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 t...

How to Succeed at Understanding Emotional Intelligence

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 companie...

How to Succeed at Finding a New Uniform

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 attitud...

How to Succeed at Being a Solutionary

The Solutionary Mindset with Michael Mathews, VP for Innovation and Technology, Oral Roberts University Join us as Michael Mathews 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 ...

How to Succeed at Being Your Future Self Now with Dr. Benjamin Hardy

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...

How to Succeed with the Sales Lessons from Tommy Boy

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 bee...

How to Succeed at Using Sandler's Up-Front Contract to Increase Rapport

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 ...

How to Succeed at Public Speaking

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 YouTu...

How to Succeed at Creating a Better Buyer Experience

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 providi...

How to Succeed at Managing and Measuring Productivity

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 succ...

How to Succeed at 2023 - The Top 22 Lessons from 2022

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...

How to Succeed at Surviving an Economic Recession

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 s...

How to Succeed at Employee Engagement

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...

How to Succeed at Thriving in Economic Uncertainty

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. Time...

How to Succeed at Matching Your Sales Process to the Buying Process

David Fischer, Sandler trainer, talks about understanding the buying process to sell more effectively. The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.  In this video, you will learn more about the buying process to understand your clients better and sell more effectively. Get the Sandler book, How to Sell to the Modern Buye...

How to Succeed at Recession-Proofing Your Culture

Steve Montague, Sandler coach from Kansas City, returns to talk about recession-proofing your team and culture. The biggest thing that great leaders do during tough times maintains a positive attitude and focus on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight. In this video, we will discuss how businesses can cut costs without harming their growth Timestamp 0:02:06 Leadership in Difficult Times 0:03:37 The Impa...

Thank You Prospects

An Essay from our founder, David H. Sandler: Thank You, Prospects FOR every turndown, which made me stronger even though at the time I thought it was the end of my career. FOR every backout which left me disappointed and discouraged…and a special apology for all the 4-letter words that went through my mind at the time. FOR not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend…you taught me how to relax and enjoy my fami...

How to Succeed at Sandler-izing Your Sales Tech Stack

Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

How to Succeed at Starting Interesting Sales Conversations

Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations   Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations. You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the st...

How to Succeed at Understanding the Buyers Journey

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

How to Succeed at Creating a Sales Compensation Plan

Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

How to Succeed at Improving Your Communications with DISC

Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023

How to Succeed at Selling Through Internal Champions

How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler.  Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product. Timestamps & Key Topics 0:00:02 How to Succeed at Selling Through Internal Champions 0:01:56 Working with Internal Champions: The Ideal Attitudes 0:03:29 The Importance of Internal ...

How to Succeed at Reducing Risk for the Buyer

Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers. Timestamps & Key Topics 0:00:03 Reducing risk for the buyer 0:02:16 The ideal attitude for salespeople in a sales call 0:03:55 Key things to do and when 0:08:58 The bene...

How to Succeed at Gaining Access to Power

Are you looking to close big deals?  In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.  Key Topic: 0:00:03 How to Succeed at Gaining Access to Power 0:02:18 The Power of Self-Awareness in Sales 0:07:01 The Power of Pre-Call Planning in Business Development 0:08:49 Pre-Call Planning for a Successful Meeting 0:10:37 ...

How to Succeed at Avoiding Common Prospecting Mistakes

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities. Resources: Don’t miss a chance to register for Sandler Summit 2023! Every year gets bigge...

How to Succeed at Reading Other People

Reading Other People in Sales: How to Influence, Persuade, and Close Deals Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people. When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close ...

How to Sell to the Modern Buyer

Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world.   Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle.   The best attitude, behavior, and technique on how to sell to the modern buyer The new book has 52 rules to help you sell to the modern buyer Be he...

How to Succeed at Recognizing Your Own Behaviors and Triggers

Tim Goering, Sandler trainer and expert in drama and trigger conversations, talks about how to recognize your own DISC behavioral styles and your personality triggers. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: D-style (Dominance) I-style (Influence) S-style (Steadiness) C-style (Correctness) If...

How to Succeed at Adjusting Your Communication

Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession.  If you would like to learn more about DISC, please contact a local Sandler trainer or our Enterprise team for multi-location organizations. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or...

How to Succeed at Applying DISC in Sales

Learn how to use DISC behavioral styles in your sales strategy to maximize your results. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: D-style (Dominance) I-style (Influence) S-style (Steadiness) C-style (Correctness) Contact a local Sandler trainer to get your own DISC profile today! SUBSCRIBE: ...

How to Succeed at Knowing When to Use An Upfront Contract

Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer's journey. How and when to use Upfront Contracts is crucial. Let’s find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video.  00:00-00:34 Intro 00:39-03:33 What is an Upfront Contact and when to u...

How to Succeed at Raising Your Sales

Are you looking for tips on how to raise your sales? Look no further! This video will provide you with actionable advice that you can use to increase your sales and grow your business.  “How does life adversity help you build strength and how do resets help you come back stronger than you ever were before.” -Clint Unrau, Sandler Trainer from Winnipeg, Canada He joined us today to talk about raising your sales and Why having the right attitude boosts your sales pipeline? Tune in as we g...

How to Succeed at Aligning with the Buyer's Journey

By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. Jeremy Thomson will help us understand the buyer’s journey through these topics: 00:00-00:40 Intro  00:50-02:47 What is the buyer’...

Virtual Summit 2022 Invitation

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 Vir...