Mike Montague interviews Dave Tuttle, VP of Enterprise Sales at ZipRecruiter, on How to Succeed at Leading a Remote Sales Team. Find ZipRecruiter at https://www.ziprecruiter.com/ Find Dave at https://www.linkedin.com/in/davetuttle/ In this episode: Best attitude, behavior, and technique to Succeed at Leading a Remote Sales Team Start with your culture Set up your meeting for all participants to be interactive Use something like Salesforce to manage and measure expectations without micro-managing...
Aug 31, 2020•26 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...
Aug 28, 2020•5 min
Mike Montague Interviews Magda Khalifa on How to Succeed when the Odds are Stacked Against You. Find Magda at: https://magdakhalifa.com/ Get her best-selling book: https://www.amazon.com/American-DREAM-Discipline-Resilience-Adaptability-ebook/dp/B07YVPV24P Learn more about The Freedom Triangle: https://thefreedomtriangle.com/ In this episode: Best attitude, behavior, and technique to succeed when the odds are stacked against you Find the root cause of your unhappiness When you feel stuck, write ...
Aug 24, 2020•23 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...
Aug 21, 2020•5 min
Mike Montague interviews Ray Setter on How to Succeed at Customer Service. Find Ray on LinkedIn here: https://www.linkedin.com/in/ray-setter-6a550a146/ In this episode: The best attitude, behavior, and technique for How to Succeed at Customer Service What do we mean by customer service? The only reason you’re in business is your customers It’s about solving problems A positive attitude doesn’t guarantee a sale The first rule of life is to have a good time Be ready to take care of the customer ri...
Aug 17, 2020•20 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...
Aug 14, 2020•6 min
Mike Montague interviews Brian Jackson on How to Succeed at Active Fundraising. In this episode: Best attitude, behavior, and technique on How to Succeed at Active Fundraising. What is active fundraising? Why it’s important to not take a “no” personally What your parents taught you about money could be hurting you Beyond making your calls The purpose of what you’re doing is to get paid Use bracketing, round numbers, and third party stories Create a playbook for your fundraisers Brian’s favorite ...
Aug 10, 2020•23 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...
Aug 07, 2020•5 min
Mike Montague interviews Nigel Dunand, Sandler trainer from the UK, on How to Succeed at Putting Yourself First. Are you feeling a second wave of anxiety or frustration coming from the prolonged pandemic? In this episode: Best attitude, behavior, and technique to Succeed at Putting Yourself First Put your mask on first How can you deal with big problems, like COVID, in a sustainable way? What energizes and de-energizes you? What can you do differently to have more things energize you? Don’t do o...
Aug 05, 2020•25 min
Mike Montague Interviews Laura Janusik on How to Succeed at Listening intelligence. Find Laura at: http://listeningtochange.com/ In this episode: Best attitude, behavior, and technique to succeed at listening intelligence The cognitive and behavioral components of listening Listen like everyone has the answer but you Good and bad active listening behaviors The four different ways of listening Adjust your listening style to fit the person you are speaking with The How to Succeed Podcast is a publ...
Aug 03, 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...
Jul 31, 2020•4 min
Mike Montague interviews Rich Isaac on How to Succeed at Understanding the Decision Making Process. Best attitude, behavior, and technique on How to Succeed in Understanding the Decision Making Process Fear of asking who makes the decisions could lead to some dangerous assumptions Do a mini-submarine early in the process What NOT to ask about “decision-makers” You may have to help them create a decision-making process Is there something you can insert in the process that makes you stand out? A m...
Jul 27, 2020•23 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...
Jul 24, 2020•5 min
Mike Montague interviews Dr. Benjamin Hardy on How to Succeed at Understanding Your Personality. In this episode: Best attitude, behavior, and technique on How to Succeed at Understanding Your Personality Personality changes over time Are personality tests valid? Although we’ve changed in the past, we tend to think we’ll remain the same in the future Why it’s important to know who you WANT to be Beware the Fundamental Attribution Error Your personality is not innate and unchangeable Predictors o...
Jul 20, 2020•29 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...
Jul 17, 2020•7 min
Mike Montague Interviews Bill Cates on How to Succeed with Radical Relevance. Find Bill Cates online at https://referralcoach.com/ In this episode: Best attitude, behavior/technique to Succeed at Radical Relevance Meet people in favorable circumstances There are 17 principles of Radical Relevance Narrow your market to reach your target audience Start small and THEN go bigger Lead with value by putting others first Be relevant or be forgotten Success is abundance with balance Find Bill's book, Ra...
Jul 13, 2020•34 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...
Jul 10, 2020•6 min
Mike Montague interviews Clint Babcock on his new book and How to Succeed at Negotiating from the Inside Out. Get the new Sandler book at https://shop.sandler.com/category/books or Amazon for the Kindle version! In this episode: Best attitude, behavior, and technique on How to Succeed at Negotiating from the Inside Out What type of negotiating is best in the digital space? What kind of negotiator are you? How to not give too much away during a negotiation Do not make a concession – especially no...
Jul 06, 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...
Jul 03, 2020•6 min
Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution. In this episode: Best attitude, behavior, and technique to Succeed at Vision-Based Execution Have a clear plan for your future The three parts of your brain The goal is your what and the vision is your why Vision boards help bring clarity Commit to your goal Your vision board isn’t just about your future, it’s also about the journey Tell others about your goals for accountability and support The How to Succeed Podc...
Jun 29, 2020•18 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...
Jun 26, 2020•7 min
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You need a new upfront contract The rule of three-plus How to play hot potato It’s just data The How to Succeed Podcast is a public and free podcast from Sandler Training, the w...
Jun 22, 2020•20 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...
Jun 19, 2020•5 min
Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. In this episode: Best attitude, behavior, and technique on How to Succeed at Using Body Language in the Sales Process We communicate in three ways: body language, tonality, and words Body language can even come across through the phone Pay even more attention to your body language for first impressions Something as simple as smiling and nodding can make a big difference Don’t hide your hands or you...
Jun 15, 2020•20 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...
Jun 12, 2020•8 min
Mike Montague interviews George McGehrin on How to Succeed at Finding a New Job. George is the president of the McGehrin Group, an executive headhunter and recruiting firm. Find them online at: https://www.mcgehringroup.com/ Connect with George at: https://www.linkedin.com/in/gmcgehrin/ In this episode: Best attitude, behavior, and technique on How to Succeed at Finding a New Job. In this COVID-19 unemployment rate, attitude is more important than ever You are probably making what you think you’...
Jun 08, 2020•22 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...
Jun 05, 2020•7 min
Episode 400 features Mike Montague interviewing Todd Herman , author of The Alter Ego Effect , on How to Succeed at Embracing Your Alter Ego. You can also get the audiobook and Kindle version of his book on Amazon here: https://www.amazon.com/Alter-Ego-Effect-Identities-Transform-ebook/dp/B075WPWMSK In this episode: Why embrace your alter ego? Even Superman needed an alter ego Specializing on one thing may hurt you How playfulness, discovery, and curiosity can help you How to use totems and arti...
Jun 01, 2020•40 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...
May 29, 2020•6 min
Mike Montague interviews Jason Caywood, Sandler trainer from Salt Lake City, on How to Succeed at Understanding IR Theory. In this episode: Best attitude, behavior, and technique on How to Succeed at Understanding IR Theory If you don’t get IR theory right, here are the consequences What is IR theory? How to create positive attitudes regarding your IR How comparisons impact your IR What can we do to separate our Identity from our Role? Listen to your self-talk Meet people where they are How Jaso...
May 25, 2020•26 min
