The Next Evolution of Sales Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers - Sandler is excited to announce our commitment to further champion the next evolution of sales. Throughout our 50-year history, Sandler pioneered the concepts of discovery-based, consultative selling, reinforcement ...
Jun 01, 2022•7 min
Mike Montague interviews Kevin Roth on How to Succeed at Finding Your Niche. Find Kevin at: https://kevinroth.org/ Kevin Roth began to play the dulcimer in 1972 at the old age of thirteen, and at sixteen recorded his first album for Folkways / Smithsonian Folkways Records, which immediately launched him into international fame. Between 1974 and 1984 Roth recorded ten albums with this label, establishing himself as a prominent folk singer and dulcimer player. In 1984, Roth performed the theme to ...
May 30, 2022•27 min
Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble. The best attitude, behavior, and technique on how to succeed at looking for trouble It’s better to uncover the trouble with your clients than ignore it Go for the “No” Look for trouble even in your “great” deals Ask, “What are we missing?” Are there technical obstacles? If you know they have pain, and they aren’t moving, you must go looking for trouble If you have multiple meetings, alw...
May 23, 2022•26 min
Mike Montague interviews Jade Simmons on How to Succeed with Purpose. Whether it’s a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best. The inimitable world-class concert pianist and powerhouse activational speaker is CEO of Jade Media Global, a former runner-up in the Miss America pageant, and a former Presidential candidat...
May 16, 2022•22 min
Matt Rappaport is a Sandler client and founder of Detroit Event Company. In this episode this episode, we do a casual case study interview to see how he has used Sandler to sell his intangible services and find success with his event business. Find him at: https://www.detroiteventcompany.com/ Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services. The best attitude, behavior, and technique on how to succeed at selling services It begins with trust What to look for in your ...
May 15, 2022•29 min
As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, and systematizing personal brand growth and relationship building at scale so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry. Find her at: https://abetterjones.com/ Mike Montagu...
May 02, 2022•34 min
Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there! The best attitude, behavior, and technique on how to succeed at improving your batting average: The success triangle Simplify Mindset Get comfortable with being uncomfortable Techniques need attitude and behaviors to be successful It’s harder to qualify someone than close a deal The How to Succeed Podcast i...
Apr 25, 2022•27 min
Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement. Find her at: https://authenticinfluencegroup.com/ The best attitude, behavior, and technique on how to succeed at non-personal communication: Work on on...
Apr 18, 2022•22 min
Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too. The book acts as a framework, a tool to help you think about your own life and the lessons you’re gaining from it in real-time. Aaron shares his stories not just to teach you, but to help you draw out the ...
Apr 11, 2022•26 min
Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. Kristen is a co-author of Stop Decorating the Fish. Find the book and podcast at: https://www.stopdecoratingthefish.com/ The best attitude, behavior, and technique on how to succeed at making real progress Make sure you spend your time fixing the customer’s problem Who is your primary customer, and what is their need? Give before you get Not all problems are worth ...
Apr 04, 2022•26 min
Mike Montague interviews Michelle Molitor, coach and hypnotist, on How to Succeed at Overcoming Anxiety. Michelle helps people build confidence and overcome fear, doubt, and worry. Find Michell Molitor at: https://michelemolitor.com/ The best attitude, behavior, and technique on how to succeed at overcoming anxiety Your brain can only focus on one thought at a time Notice your triggers Remind yourself what’s true and what is just a negative feedback loop How to rewire your thoughts Use a transfo...
Mar 28, 2022•23 min
Mike Montague interviews Tyler Lessard, VP Marketing and Chief Video Strategist at Vidyard and author of The Visual Sale , on How to Succeed at The Visual Sale. Get the book on Amazon: https://www.amazon.com/gp/product/B08LZN8G41/ How to use video without spamming people Reasons to use video Use video to share the best of your best What kind of video could you create for your reps to share that support the sales process? Use micro demos When to customize with the sales rep and when to use your b...
Mar 21, 2022•30 min
Find Anastasia Vladychynska's masterclasses at: https://vladychynska.com/service_master-classes Help Anastasia and over 120 other businesswomen, who have been forced to flee Ukraine, by attending a virtual masterclass on keeping your clients, creating a positive customer experience, and changing your employee's attitudes about customer service! Before February 24th, Anastasia ran a very successful customer experience consultancy in Kyiv, Ukraine and was an adjunct professor at Kyiv-Mahyla Busine...
Mar 16, 2022•35 min
Mike Montague interviews John Baron, voice coach and vocal expert of the Alexander Technique, on How to Succeed Vocally. Find John Baron at: https://johnabaron.com/ The best attitude, behavior, and technique on how to succeed vocally Focus on how you sound Match your tone to your topic Don’t try to be authentic You can fix your vocal tone problems Different types of vocal problems Do you like the way you sound? It’s ok to pause and breathe Care for your voice The How to Succeed Podcast is a publ...
Mar 15, 2022•26 min
Mike Montague interviews Jason Caywood, Sandler trainer from Utah, on How to Succeed at Getting in Flow. In this episode: The best attitude, behavior, and technique on how to succeed at getting in flow What flow is What did you enjoy doing as a kid? What version of that can you do as an adult? Layout what you want and work backward to get it Plan for flow activities What can you do to make more of your routine activities, flow activities? Do a deep dive into what is working A perfect day for Jas...
Mar 07, 2022•23 min
Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs. Find them at: https://www.sanitylabs.co/ Find more about Matt at: https://www.mattmunson.me/ In this episode: The best attitude, behavior, and technique on how to succeed at doing a pre-mortem Pre-mortem, defined Collaborate Move towards team ownership, camaraderie, and support Invite your team into the hardest questions How to run a pre-mortem Invite in the worst-case scenario Podcast :...
Feb 28, 2022•28 min
Mike Montague interviews Lee Kester on How to Succeed at Recruiting and Hiring Great Salespeople. Lee is the President and CEO of the Kester Search Group. Find them at: https://www.kestersearch.com/ Or connect with Lee on LinkedIn: https://www.linkedin.com/in/leekester/ In this episode: The best attitude, behavior, and technique on how to succeed at recruiting great salespeople The process is different depending on the level of hire Be careful to hire the right person and personality for the job...
Feb 21, 2022•24 min
Mike Montague interviews John Glennon on How to Succeed at Customer Success. In this episode: The best attitude, behavior, and technique on how to succeed at customer success What are the attitudes towards sales throughout your organization? Quantify the value of your relationship with your clients Do you want to be right, or do you want to be rich? Start with expansion calls, get some traction and move on to recapture calls What happens after the sale and who is responsible for it? Use the ther...
Feb 14, 2022•26 min
Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers. In this episode: The best attitude, behavior, and technique on how to succeed at retaining top performers Your best employees are your best resource to recruit new hires Most people don’t leave their job due to money - they want to feel valued Tie corporate goals to the personal goals of your people Train your managers to coach your people Use a W.I.M. weekly individual meeting Podcast : https://howtosucceed.libsy...
Feb 07, 2022•20 min
Mike Montague interviews Matthew Dashper-Hughes on How to Succeed at Labeling Emotions. In this episode: The best attitude, behavior, and technique on how to succeed at labeling emotions Journal and focus on the processes more than the outcomes Use active, empathetic listening Watch your client’s body language, face, and tone Create a graph of arousal and valence for your clients Your client may be unable to label their own emotions Keep a GAGA journal - Gratitudes, Affirmations, Goals, and Achi...
Jan 31, 2022•29 min
Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. In this episode: The best attitude, behavior, and technique on how to succeed at virtual selling Virtual selling is here to stay Most clients prefer video conferencing to a phone call Don’t give the option of a phone call - send a Zoom link Your clients don’t expect you to be perfect Be real and authentic Use pre-call planners Use screen share, but don’t overuse it How Kaysi defines succ...
Jan 24, 2022•24 min
Mike Montague interviews Paul Glynn on How to Succeed at Improving Your Personal Presence. In this episode: The best attitude, behavior, and technique on how to succeed at improving your personal presence Where personal presence fits in the Sandler System You can improve your personal presence if you want to The most important part of your communication is feedback Be aware of your personal presence Techniques to improve your personal presence Ask questions Take control of your health Paul’s def...
Jan 17, 2022•25 min
Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain. In this episode: The best attitude, behavior, and technique on how to succeed at finding unrecognized pain The difference between recognized and unrecognized pain How to find the sweet spot between being pushy and being wimpy Use, “let’s pretend” A slight change in your 30 second commercial Third-party social proof allows your client to admit the pain Jody’s favorite...
Jan 10, 2022•22 min
Mike Montague interviews Jordan Mullet on How to Succeed at Starting a Journal. In this episode: The best attitude, behavior, and technique on how to succeed at starting a journal. What a journal is and why should start one Build it into your routine and commit to it Try it different ways and find out which ways work best for you Have an accountability partner Track your progress What journaling can do for you Look for examples of journaling that resonate with you Jordan’s definition of success ...
Jan 03, 2022•23 min
Mike Montague, director of community engagement at Sandler, interviews Brian Moran, best-selling author, on How to Succeed at the 12 Week Year. The effectiveness of traditional goal setting using “annual goals” has long been debunked as an ineffective goal-achieving approach for eight out of ten people. The 12 Week Year book will walk you through the proven step-by-step system for achieving more in 12 weeks than others do in 12 months. Find Brian and his book at: https://12weekyear.com/ In this ...
Dec 27, 2021•27 min
Mike Montague interviews Dan Truehl, Sandler trainer from Wisconsin, on How to Succeed at End of the Year Goal Setting. In this episode: The best attitude, behavior, and technique on how to succeed at end of the year goal setting Start acting on your new goals before the new year begins Make sure they are YOUR goals Figure out your big picture and what happens when you make your goals What’s your why? Find the sweet spot between pushing yourself and being realistic Set S.M.A.R.T goals Enjoy the ...
Dec 20, 2021•22 min
Mike Montague interviews Karen Meracle on How to Succeed at Performance Planning. In this episode: The best attitude, behavior, and technique on how to succeed at performance planning Some people think if they ignore a new initiative, it might just go away As the sales leader, you are the trail guide The 5 Ps: Prioritize, Process, Playbook, Practice, Progress Writing an email telling your people to do it is not enough How to use a playbook in performance planning Use video to build your playbook...
Dec 13, 2021•24 min
Mike Montague interviews Al Simon on How to Succeed at Taking Risks. In this episode: The best attitude, behavior, and technique on how to succeed at taking risks Not taking a risk, could be the biggest risk A life without risk is a life without growth How risk changes throughout your life Be adventurous What’s the best that could happen? Be different than all the other salespeople Use the 70/30 rule Have your go-to questions for different situations and topics Be ready to handle the worst-case ...
Dec 06, 2021•20 min
Mike Montague interviews Kevin Hallenbeck on How to Succeed at Sales Certification. In this episode: The best attitude, behavior, and technique on how to succeed at sales certification What sales certification means and what value it has The three levels of certification Why having your people get certified, instead of just “trained,” leads to better results How important is the certification to you and your team? Success defined Favorite Sandler rule Podcast : https://howtosucceed.libsyn.com/ i...
Nov 29, 2021•20 min
Mike Montague interviews Danny Wood, Sandler trainer from New Jersey on How to Succeed at Burning Bridges. Learn how to get from where you are to where you want to be by getting committed and become the person you need to be to reach your goals. In this episode: The best attitude, behavior, and technique on how to succeed at burning bridges This kind of burning your bridges is NOT about relationships Burn bridges that are holding you back Don’t put all your eggs in one basket Embrace risk Don’t ...
Nov 22, 2021•25 min
