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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Nov 15, 2019•15 min
Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. In this episode: The prospect is NOT always right What if the opposite were true? Technique How to address the fact that the prospect may be their own worst problem Are you screaming to your prospects that your time isn’t valuable? How to qualify without letting the prospect know that’s what you’re doing What to say for a last-second check to see if you should walk away A great line to check with the prosp...
Nov 11, 2019•26 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Nov 08, 2019•8 min
Mike Montague interviews Cody Isabel on how to succeed at dating the Sandler way. In this episode: Attitudes to have and avoid for dating the Sandler way Go for the No I/R is crucial (Identity/Role) Behaviors to increase your success rate Prospect for dates with multiple strategies Define your ideal partner you’re looking for Favorite Sandler techniques for dating Does negative reversing work in dating? Questioning strategies and Upfront Contracts are huge for dating the Sandler way Cody’s defin...
Nov 05, 2019•24 min
Mike Montague interviews Scott Perry on How to Succeed at Being Creative on Purpose. Find Scott at https://www.becreativeonpurpose.com/ In this episode: What does being creative on purpose mean? Are YOU creative? 4 principles to be creative on purpose Choose and do…now Go small How to choose to act Where you might give up on this Scott’s definition of success Biggest obstacle to overcome Key attitude, behavior, and technique on how to succeed at being creative on purpose Find Scott Perry and his...
Nov 04, 2019•26 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Nov 01, 2019•9 min
Mike Montague interviews Karl Schaphorst on how to succeed at being a purpose-driven salesperson In this episode: What it means to be a purpose-driven salesperson Attitudes to adopt and avoid Embrace pain and suffering Purpose and passion drives performance and strength Can you have more than one purpose? You can learn emotional intelligence The importance of celebrating Success is on the other side of fear Favorite Sandler rule for being a purpose-driven salesperson Best attitude, behavior, and...
Oct 28, 2019•30 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Oct 25, 2019•9 min
Click here to download the Buzzword Bingo sheet! Email mike.montague@sandler.com with the color of the sheet that wins the Buzzword Bingo blackout challenge. Mike Montague interviews Sofia Rodriguez on how to succeed at using product knowledge effectively. In this episode: How to play buzzword bingo and win a ticket to the Sandler Summit in Orlando How this episode will help you in your career The dummy phase is great at using product knowledge? The best attitudes for using product knowledge on ...
Oct 22, 2019•25 min
Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode: The right attitude for effective storytelling Imagined realities are powerful motivators How to tell a compelling story You need a beginning, a conflict, and a resolution Study standup comics and how they tell stories Nema’s favorite Sandler rule for storytelling Best attitude, behavior, and technique for storytelling The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwi...
Oct 21, 2019•25 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Oct 18, 2019•8 min
David H. Sandler , Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. 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 wi...
Oct 15, 2019•7 min
Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode: Why do we struggle to ask for referrals? Attitudes to help you get business from referrals Give referrals to get referrals Ask: what can I do today to help someone else accomplish their goals? The best time to ask for a referral – every time Examples of how to ask for a referral When you feel like you deserve the referral, it changes the game What do you do when you get a referral? Create an email ...
Oct 14, 2019•26 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Oct 11, 2019•9 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Oct 04, 2019•12 min
Mike Montague interviews Mark McGraw on How to Succeed in Your First 90 Days on the Job In this episode: Attitudes to help you in your first 90 days Before you accept the job know the expectations that equal success The three sequences – evaluate, build a blueprint, relentless execution What sacred cows need to go, or barnacles need to be scraped off? Work on your horizontal and vertical relationships in the workplace Behaviors that will help you make the biggest impact in the first 90 days The ...
Sep 30, 2019•28 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Sep 27, 2019•11 min
Mike Montague interviews James Abraham on How to Succeed at Dealing with Uncertainty. In this episode: What is VUCA and how do you deal with it? Attitudes to have and avoid in the face of uncertainty What leads to “freaking out” during times of volatility or uncertainty? How to create goals, plans, and actions to deal with uncertainty Keep it simple for you and the client Techniques for dealing with volatility and uncertainty Common mistakes and blind spots Don’t fear the VUCA How James defines ...
Sep 23, 2019•20 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Sep 20, 2019•11 min
Mike Montague interviews Clint Babcock on How to Succeed at Creating A Negotiating System Enroll yourself in Sandler's Negotiation Mastery course: https://shop.sandler.com/online-courses/negotiating-mastery In this episode: What it means to have a negotiating system What’s your attitude towards systems? Why it’s important to be comfortable with conflict But, just as important not to be too comfortable with conflict Are you emotionally composed? What kind of negotiator are you as a buyer? Two wor...
Sep 17, 2019•27 min
Mike Montague interviews Kevin Kemerer on How to Succeed at Sales Management Without Selling. In this episode: Attitudes to have and avoid as a sales manager Why coaching your salespeople is so important How often should you meet with your team and what should you discuss? A need to be liked can hurt you You don’t have to have all the answers – it’s better if you don’t How to do a ride-a-long with salespeople Get to know Kevin a bit better Kevin’s favorite Sandler rule One key attitude, behavior...
Sep 16, 2019•22 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Sep 13, 2019•9 min
David English, VP at Ad Trend, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more effective with geofencing. Get the best practices for selling, collected from around the world for target advertising based on geographic boundaries by tagging mobile prospects. Find Ad Trend at: https://www.ad-trend.com/ David also hosts the Kansas City Advertising Podcast. It is a platform for other locally-owned marketing and advertising companies in Kansas City to speak abo...
Sep 09, 2019•20 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Sep 06, 2019•7 min
Mike Montague and Rob Fishman talk about how to succeed at retail sales. Rob Fishman is a long-time Sandler trainer and author of the new Sandler book, Retail Success in an Online World. Get Rob's book here: https://shop.sandler.com/books/retail-success-online-world In this episode: Who is Fishman’s new book for? Attitudes to have and avoid in the retail space Where you might get stuck How a salesperson can make all the difference in the retail space Be wary of becoming an unpaid consultant How ...
Sep 03, 2019•23 min
An interview with Chris O’Connel on How to Succeed in Starting Out in Sales. In this episode: What’s the challenge of starting out in sales? The mindset you need starting out You don’t always have to get that “yes” Some goals, plans, and actions to find success in sales How to start a cold call The “no pressure” cold call Putting in the repetitions and practice leads to results What is success? One attitude, behavior, and technique you should have to succeed at starting out in sales The How to S...
Sep 02, 2019•23 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Aug 30, 2019•8 min
Sandler V.P. of Online Learning, Mike Montague, interviews Matt Pletzer on How to Succeed in Succession Planning. In this episode: Who will take care of my business when I retire? Most business owners don’t have a succession plan – do you? How to change the attitude of “my business isn’t worth anything if I’m not running it” Have you bought yourself a job, or did you build a business? Why you need to embrace failure Do your children want to take over? Are they capable? How to determine if your b...
Aug 26, 2019•23 min
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 at https://shop.sandler.com/books/sandler-rules-sales-leaders , as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sand...
Aug 23, 2019•8 min
Bonus Episode: Don’t miss the new online course: Building a Bulletproof Business available at Sandler.com/bulletproof In this episode CEO and President of Sandler, Dave Mattson, explains how blind spots hold us back, how to find them, and how to fix them to get your business where you want it to be. Everyone has blind spots and it can be hard to admit the ones we have You can have an organizational, departmental and individual blind spot How to fix learned helplessness and create self-sufficienc...
Aug 20, 2019•29 min
