556 episodes

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.

How to Succeed Podcast Sandler

    • Business
    • 5.0 • 7 Ratings

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.

    Virtual Summit 2022 Invitiation

    Virtual Summit 2022 Invitiation

    Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html 
    SANDLER VIRTUAL SUMMIT 2022
    Grow your business, grow your people, grow yourself.

    We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration!

    Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summit will provide a variety of content from top-rated presenters in the industry. This is an excellent opportunity to ramp up new hires or those new to the Sandler methodology in a one-day session filled with complimentary learning opportunities.

    Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html 
    Subscribe to our YouTube Channel for updates, recordings, podcasts, and more from the Virtual Summit:
    https://www.youtube.com/sandlerworldwide?sub_confirmation=1 

    • 4 min
    How to Succeed at Controlling a Sales Conversation

    How to Succeed at Controlling a Sales Conversation

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

    • 20 min
    How to Succeed at KARE Account Planning

    How to Succeed at KARE Account Planning

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

    • 26 min
    Sales Meeting Minute: How do you choose which deals to pursue?

    Sales Meeting Minute: How do you choose which deals to pursue?

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


    Subscribe to the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1

    • 1 min
    How to Succeed at Making a Business Case

    How to Succeed at Making a Business Case

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

    • 23 min
    How to Succeed at Answer Intelligence

    How to Succeed at Answer Intelligence

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

    • 21 min

Customer Reviews

5.0 out of 5
7 Ratings

7 Ratings

Hdm945 ,

Great sales tips!

Thank you for all the fantastic sales and management tips! Greatly appreciate the “Automobile University” when driving to sales calls.

RoryHoch ,

Best Sales Podcast ever.

The content is excellent with practical techniques I've implemented in many of my sales conversations. Keep up the great work!

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