David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Feb 21, 2020•5 min
Mike Montague interviews Jaclyn Schiff on How to Succeed at Podcast Marketing In this episode: What is podcast marketing The biggest benefits of podcast marketing How to repurpose your podcasts and use them for years How to use the text of your podcast to increase your SEO and inbound traffic How to consistently create podcasts and not have “podcast fade” It’s not about how many listeners, it’s about reaching the right listeners What behaviors to do pre and post podcast creation Get linked in yo...
Feb 17, 2020•30 min
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Feb 14, 2020•7 min
Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool. Get the Sandler/T&S ebook written by Mike and Tim at: https://tandsgo.com/education/ebooks/ In this episode: · Brief description of the topic · Why write a book and use it as a sales tool? · Two marketing techniques that no one says no to · How to use your book as a sales tool · How to mail your book to prospects to further the sales conversation · Next steps after mail...
Feb 10, 2020•24 min
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Feb 07, 2020•4 min
Mike Montague interviews John Rosso on How to Succeed at Getting More Referrals. In this episode: Why are referrals so critical? How to create a well rounded prospecting plan Some of the head trash that stops you from asking for referrals The best attitudes to getting more referrals Set referral goals and track them Use “observable characteristics” to seek referrals The right time to ask for a referral Look for the value transition A great question to create a value transition Make your referral...
Feb 03, 2020•27 min
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Jan 31, 2020•4 min
Mike Montague interviews Jamie Bolak, former Sandler trainer and current marketing consultant, on How to Succeed at Creating a Vision Board. In this episode: What is a Vision Board Do you have to create goals? What attitudes do we need, and need to avoid, when creating vision boards? How do you deal with negative attitudes about goals and vision boards? How to choose what goes into your vision board How to decide what level of goal to go for How a vision board helps you hit your goals Take time ...
Jan 27, 2020•24 min
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Jan 24, 2020•5 min
Ilise Benun is the founder of Marketing-Mentor.com , the go-to online resource for creative professionals who want better projects with bigger budgets, through which she offers business coaching to small groups and 1:1. She is also a national speaker and author of 7 books , including "The Creative Professional's Guide to Money," and 3 online courses via CreativeLive – all tailored to the needs of creative professionals. Since 2008, she has hosted the Marketing Mentor Podcast and her newest proje...
Jan 20, 2020•25 min
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Jan 17, 2020•5 min
Mike Montague interviews Haley Haggerty on How to Succeed at Rethinking the Sales Profession. In this episode: What is the definition of sales? What do WE mean when we talk about sales? The 3 Components of Success Rethinking your sales goals and what it takes to hit them Sales techniques we need to rethink Rethink everything that makes you feel like a stereotypical salesperson How Haley defines success Haley’s favorite Sandler rule How Sales Accountability can help you win your day, every day Be...
Jan 13, 2020•24 min
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them . 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. The book is on sale in the Sandler Shop , as well as, the companion books, Sandler Success P...
Jan 10, 2020•5 min
Mike Montague has been involved with Sandler for over 20 years as a client, certified trainer, VP of online learning, and now global head of content. The host of the How To Succeed podcast kicks of Season 5 with his tips for having 2020 vision in this new year. You'll hear about Sandler philosophies and scientific research for seeing yourself, others, your company, and the marketplace more accurately. How to see things more clearly Creating a vision for your ideal day, year, and life Your vision...
Jan 06, 2020•18 min
Mike Montague interviews Jurgen Strauss, marketing innovator and host of the Innovabuzz podcast , on How to Succeed at Marketing to Your Ideal Client In this episode: Target your marketing You have two ideal clients to market to Ideal attitudes to succeed at marketing How to prequalify your ideal client It’s all about communication Empathy maps Ask good questions and follow up questions of your ideal clients How Jurgen defines success Best attitude, behavior and technique Find Jurgen at https://...
Jan 03, 2020•27 min
Mike Montague interviews his co-instructor for the online goal-setting workshop, Amy Woodall, on How to Succeed at Setting Goals. The Goal Setting Success Online Workshop is a 6-part course with over 30 activities to help you create your GPS to success. We'll show you how to set Goals, develop Plans, and execute the Strategies to build your best life. Enroll yourself in the online self-study workshop here: https://shop.sandler.com/online-courses/goal-setting-success-online-workshop In this episo...
Dec 30, 2019•23 min
Mike Montague interviews Chad Banman on How to Succeed at Creating a Sales Playbook. In this episode: Who this podcast is for The playbook helps sales feel like part of the team Sales needs to use processes and best practices too A Sales Playbook is a living document A playbook isn’t just a 3-ring-binder Just start creating the playbook – just start What are some of the things to make sure you document? Beware of the tyranny of the urgent How Chad defines success Chad’s favorite Sandler rule Bes...
Dec 27, 2019•22 min
Mike Montague interviews Tony Altham, Executive Director at BNI in the UK, on How to Succeed at Business Networking. In this episode: Who this podcast is for You don’t have to work the room Finding the balance in how to talk with people at networking events Become the “connector” How to use your team wisely at networking events and expos How you introduce yourself and qualify the people you meet What does S.O.S T.G.R mean? How Tony defines success Best attitude, behavior, and technique to succee...
Dec 23, 2019•27 min
Mike Montague interviews Neal Benedict on How to Succeed at Finding and Hiring Salespeople. In his episode: Attitudes to adopt and avoid Hire for conceptual, not technical reasons Goals, plans, and actions for hiring Why your hiring process should not rely too heavily on the interview Real examples of the numbers you need and a sample process to succeed at hiring What is the Devine assessment? How to beat your competition to get a good salesperson How do you recruit a bunch of Rockstars, but onl...
Dec 20, 2019•23 min
Dave Mattson, President and CEO of Sandler Training, interviews Chris Underwood, the most recent winner of CBS's Survivor, on how he used Sandler sales techniques to win the show and win more deals. Chris attends Sandler Training in Chicago. To get started learning the Sandler techniques that Chris used to win the show, click here to download our free resources: https://www.sandler.com/sell In this episode: How Survivor actually works – a behind the scenes view How Chris is the only player to be...
Dec 16, 2019•32 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...
Dec 13, 2019•9 min
Mike Montague interviews Cami Travis-Groves on How to Succeed at DIY Branding for Scrappy Entrepreneurs. In this episode: What is DIY Branding? The difference between a logo and a brand Why are you in business? Do what you do best and hire for what you don’t do well Where to start to succeed at DIY branding Great techniques on this topic How to tell if you have bad taste The only thing on your webpage that should be about you How Cami defines success The importance of compassion Best attitude, b...
Dec 10, 2019•22 min
Viveka von Rosen, Chief Visibility Officer of Vengreso , talks about social prospecting and getting to hello. In this episode: Who this is for Attitudes for using LinkedIn to get to hello Behaviors, steps, and actions to take How to make this work in 30 minutes a day Don’t discount people who aren’t active on LinkedIn How to have one of your connections introduce you to a high-quality lead Quote to live by Best attitude, behavior, and technique to Succeed at Getting to Hello Connect with Viveka ...
Dec 09, 2019•27 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...
Dec 06, 2019•10 min
Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager. Get Pat's new book at: https://shop.sandler.com/category/books In this episode: The concept of Pat’s new book for sales managers Are we all “accidental” sales managers? What attitudes you need to succeed as a sales manager Are your salespeople selling you on their problems? As a sales manager, you need to be able to roleplay as a salesperson Best behaviors for an intentional sales manager The importan...
Dec 02, 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...
Nov 29, 2019•8 min
Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. In this episode: Why is the first 30 seconds so important? Can you be too enthusiastic on a sales call? Attitudes to have and avoid for succeeding in the first 30 seconds Pattern interrupts Make your toughest calls first Regular sales phone calls make you better and less anxious Celebrate that you’re doing the behaviors and getting better Tips and trick for executing the first 30 seconds The 3 Ps...
Nov 25, 2019•27 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 22, 2019•9 min
Mike Montague interviews Steve Trang, real estate entrepreneur and host of the Real Estate Disruptors podcast, on How to Succeed at Podcasting for Business Development Find Steve and his podcast at https://www.realestatedisruptors.com/ ! In this episode: People want to know your story How a podcast has helped Steve’s business Great attitudes for succeeding with a podcast What stops people from starting a podcast Key behaviors for starting a successful podcast Steve’s formula that you can use Tip...
Nov 19, 2019•25 min
Mike Montague interviews Wayne Dehn on How to Succeed at Overcoming Childhood Messages. In this episode: How our momma’s hurt our sales careers Attitudes we need to overcome childhood messages How to handle your struggle with cold calls Go for the NO How to overcome your conditioning to answer questions Your prospects had Mommas too, they can be conditioned to answer your questions Are you conditioned to not take money from your friends? How to handle budget and price Don’t put your decision str...
Nov 18, 2019•26 min
