How To Succeed

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.

Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world!

Join us as Michael Matthews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues.

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.

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 this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

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.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.

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 episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sandler trainer and explains how downturns can actually be opportunities for businesses. 

Employee engagement is key to the success of any organization. Listen to the podcast to learn the secret to getting your team on board and engaged in their work!

In order to be successful, it is important to have a positive outlook and to be realistic. In this podcast, we will have Kaysi Curtin discuss how to thrive in uncertainty.

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.

The biggest thing that great leaders do during tough times is maintaining a positive attitude while focusing on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.

Kyle Jepson and Mike Montague, instructors in this course talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.

Are you looking to create a sales compensation plan for your company? This can be a daunting task, but with the right information, it can be easy.

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

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.

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.

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.

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.

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.

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.

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.

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.

Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations looking to ramp up their selling and leadership skills.

Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization.

Mike Montague interviews John Barron, voice coach and vocal expert of the Alexander Technique, on How to Succeed Vocally. 

Mike Montague interviews Jason Caywood, Sandler trainer from Utah, on How to Succeed at Getting in Flow.

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough.

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind.

Mike Montague interviews Hamish Knox on How to Succeed When a Client Leaves.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

Mike Montague interviews Jason Ferrara, CMO at OutMatch, on How to Succeed at Digital Hiring.

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as, the companion video course.

Listen Time: 12 Minutes

Erin Pheil, Founder of the Mindfix Group out of Denver, talks about how to succeed at overcoming common head trash issues in sales with the attitudes, behaviors, and techniques needed to be more successful. Get the best practices collected from around the world for overcoming these mental roadblocks.

Listen Time: 31 Minutes

Steve Herzog, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at recruiting top talent. Get the best practices collected from around the world.

Listen Time: 25 Minutes

David Mattson, President and CEO of Sandler, shares his thoughts about using the Thermometer Close. Learn the attitudes, behaviors, and techniques of top performers, who can gauge the pace and progress of their presentation with this simple Sandler technique.

Dave Mattson is back to talk to leaders and managers about onboarding. What is your plan for getting new sales up to speed and how do you know if things are going according to plan? Find out in this special selling the sandler way episode from our CEO.

 Learn how to get commitments and be strong throughout the sales process, not just at the end. John Rosso, author of Prospect the Sandler Way, talks about how to avoid sales calls that go nowhere or the dreaded think-it-over at the end.

Learn how to improve your team's chances of success in the supply chain industry. Ralph Henderson, Sandler Trainer, talks to Dave Mattson, President and CEO of Sandler, about how the ideal attitudes, behaviors and techniques in the supply chain world. 

Tim Roberts, Sandler trainer from Indianapolis, joins Dave Mattson to talk about how to find and collect verifiable proof of your prospects needs, budget, and decision-making process throughout the sales cycle.

Dave Mattson, CEO of Sandler Training, talks to Hamish Knox, Sandler trainer and two-time author of Accountability the Sandler Way and Change the Sandler Way, about working through the decision timeline with a prospect. You will learn why decision is a part of the qualification process with a client and what you can do about it.

Dr. Cathy Ferguson, 2-time gold medalist swimmer in the 1964 Olympic Games and CEO of Girl Scouts of Central California South, talks about the success principles needed in the pool and the boardroom!

Matthew Newberger joins us to talk about our recently revised No Guts No Gain program and how to deal with the games and powerplays people make. Whether it is for negotiation, co-worker relationships, or in your personal life, it is important to be able to identify, deal with, and remove yourself from the games people play.

Dave Mattson, President and CEO of Sandler Training, interviews John Rosso, a Sandler Trainer, about how to transition from the Pain step to the Budget step using the investment triangle. This is a special episode of the Selling the Sandler Way series.

Dave Mattson, President and CEO of Sandler Training and 6-time author, returns to the show to talk about his new book, The Road to Excellence, 6 Strategies for Building a Bulletproof Business! You will learn the attitudes, behaviors, and techniques of the top performing organizations, and how you can apply these principles to continuously improve your company.

This selling the Sandler way episode is all about using stories in your sales process. Dave Mattson, President and CEO of Sandler Training, interviews Sean Coyle, one of our corporate trainers and prospecting experts about how to use third-party stories to engage your prospects emotionally in the sale.

Episode 100 brings a very special guest!  Mark Schulman is currently the drummer for PINK, and he has played with Foreigner, Billy Idol, Beyonce' & Cher. He is also a celebrity keynote speaker and author of Conquering Life's Stage Fright  that provides three simple concepts to boost attitude and performance for through compelling stories about working with world-class artists.

This year, we are combining the Selling the Sandler Way podcast series with this show, and adding some special audio blog episodes. On Fridays, Dave Mattson, our President and CEO, will interview Sandler trainers about how to succeed in sales and sales leadership. This first episode is all about getting back to the basics of selling the Sandler way.

Clint Babcock talks about joining the right groups, getting your networking plan together, and other best practices for succeeding at business networking as part of your prospecting plan.

John Baldoni is the author of 12 books, including Lead with Purpose. He is also an executive coach and educator. You can find his work at JohnBaldoni.com.

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.

Greg Nanigian, Sandler trainer from Boston and new author of Why People Buy, joins us to talk about the best practices for uncovering Pain. You will learn how to discover why people buy and what to do about it. Greg shares how to start sales conversations that close deals and how to uncover the emotional reasons people buy from you.

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.

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.

Lauren Valentine, a Sandler trainer from Albany, talks about her best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, Lauren shares her attitudes, behaviors, and techniques for moving deals through the pipeline quickly.

Amy Woodall, a Sandler trainer, talks about her best practices for managing expectations. Whether you are setting the first appointment with a prospect, setting clear guidelines for delivery, or just talking with your co-workers or spouse, setting expectations can be the difference between success and failure. Amy shares attitudes, behaviors, and techniques for setting clear up-front agreements with others.

Matt Pletzer, a Sandler Trainer, shares his best practices for selling something new that no one has ever heard of. Sure, we would all love to be Apple and have people talking about us all the time, and people lined up to buy our new products. Unfortunately, most salespeople have to try to open doors and new markets when the prospects have never heard of you. In this episode, Matt talks about the attitude, behavior, and technique of doing just that.