An Essay from our founder, David H. Sandler: Thank You, Prospects FOR every turndown, which made me stronger even though at the time I thought it was the end of my career. FOR every backout which left me disappointed and discouraged…and a special apology for all the 4-letter words that went through my mind at the time. FOR not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend…you taught me how to relax and enjoy my family…seven day...
Nov 23, 2022•2 min
Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023...
Nov 21, 2022•30 min
Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations. You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the stage for a m...
Nov 15, 2022•32 min
How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer , in the Sandler Shop , Amazon , or Kindle . SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023...
Nov 14, 2022•31 min
Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023...
Nov 07, 2022•29 min
Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023...
Oct 31, 2022•26 min
How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler. 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. Timestamps & Key Topics 0:00:02 How to Succeed at Selling Through Internal Champions 0:01:56 Working with Internal Champions: The Ideal Attitudes 0:03:29 The Importance of Internal Champions a...
Oct 24, 2022•21 min
Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler 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. Timestamps & Key Topics 0:00:03 Reducing risk for the buyer 0:02:16 The ideal attitude for salespeople in a sales call 0:03:55 Key things to do and when 0:08:58 The benefits of an u...
Oct 17, 2022•24 min
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. Key Topic: 0:00:03 How to Succeed at Gaining Access to Power 0:02:18 The Power of Self-Awareness in Sales 0:07:01 The Power of Pre-Call Planning in Business Development 0:08:49 Pre-Call Planning for a Successful Meeting 0:10:37 Pre-Call Planning Fo...
Oct 10, 2022•28 min
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. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities. Resources: Don’t miss a chance to register for Sandler Summit 2023! Every year gets bigger and bet...
Oct 04, 2022•33 min
Reading Other People in Sales: How to Influence, Persuade, and Close Deals 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. When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close the deal...
Sep 27, 2022•28 min
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. Get the Sandler book, How to Sell to the Modern Buyer , in the Sandler Shop , Amazon , or Kindle . The best attitude, behavior, and technique on how to sell to the modern buyer The new book has 52 rules to help you sell to the modern buyer Be helpful, not su...
Sep 26, 2022•27 min
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. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: D-style ( Dominance ) I-style (Influence) S-style (Steadiness) C-style (Correctness) If you would l...
Sep 19, 2022•32 min
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. If you would like to learn more about DISC, please contact a local Sandler trainer or our Enterprise team for multi-location organizations. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-ori...
Sep 12, 2022•26 min
Learn how to use DISC behavioral styles in your sales strategy to maximize your results. The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called: D-style ( Dominance ) I-style (Influence) S-style (Steadiness) C-style (Correctness) Contact a local Sandler trainer to get your own DISC profile today! SUBSCRIBE : https://podfo...
Sep 05, 2022•28 min
Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer's journey. How and when to use Upfront Contracts is crucial. Let’s find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video. 00:00-00:34 Intro 00:39-03:33 What is an Upfront Contact and when to use it? 04:2...
Aug 29, 2022•24 min
Are you looking for tips on how to raise your sales? Look no further! This video will provide you with actionable advice that you can use to increase your sales and grow your business. “How does life adversity help you build strength and how do resets help you come back stronger than you ever were before.” -Clint Unrau, Sandler Trainer from Winnipeg, Canada He joined us today to talk about raising your sales and Why having the right attitude boosts your sales pipeline? Tune in as we go over thes...
Aug 22, 2022•24 min
By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales. Get the Sandler book, How to Sell to the Modern Buyer , in the Sandler Shop , Amazon , or Kindle . Jeremy Thomson will help us understand the buyer’s journey through these topics: 00:00-00:40 Intro 00:50-02:47 What is the buyer’s journey...
Aug 15, 2022•30 min
Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html SANDLER VIRTUAL SUMMIT 2022 Grow your business, grow your people, grow yourself. We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration! Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summi...
Aug 10, 2022•4 min
The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go. Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions. We talked about these topics in this episode: 00:00-00:53 Intro 01:00-01:48 Controlling sales conversation means ...
Aug 08, 2022•21 min
Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget...
Aug 01, 2022•26 min
Mike Montague , Director of Community Engagement at Sandler, poses a question for you and your team to discuss in your sales meeting this week: How do you choose which deals you pursue and which ones you don't? You don't have unlimited time, money, or resources. How do you know which deals are the most lucrative? Who do you want to work with and who should you run away from? Subscribe to the Sandler YouTube Channel to comment on the community page with your answer! Subscribe to the Sandler YouTu...
Jul 27, 2022•1 min
Mike Montague, Director of Community Engagement at Sandler, interviews Clint Babcock, Sandler trainer and author of Negotiating From The Inside Out, about how to make a business case for your product or service. Find Clint's book on Amazon or the Sandler Shop here: https://shop.sandler.com/books/negotiating-inside-out In this episode, we talk about how to create equal business stature with top-level decision-makers, how to build a viable business case for them to justify their investment, and th...
Jul 25, 2022•23 min
Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence. The best attitude, behavior, and technique on how to succeed at answer intelligence Focus on the question AND the answer Create answers that stimulate questions in the buyer The biggest way to gain credibility is not your questions, but your answers Your job as a sales rep from an A.Q. standpoint Great preparation allows you to go beyond scripts When and how to an...
Jul 18, 2022•22 min
Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership. The best attitude, behavior, and technique on how to succeed at magic sales leadership Quite often the “sales problem” isn’t the real problem M.A.G.I.C. explained There’s such a thing as too much new tech and new behaviors Do you have a productivity problem? Go back to the basics If you’re asking your people to do it, you should be doing it Put an end to learned helplessness Use your d...
Jul 11, 2022•23 min
Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business. Find Gill Athletics at: https://www.gillporter.com/gill_store/ Find Mike's podcast at: https://anchor.fm/gillathletics The best attitude, behavior, and technique on how to succeed at podcasting for business How podcasting can help your relationships with your clients The right reasons to get into podcasting Don’t get caught up in the num...
Jul 04, 2022•28 min
Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events. The best attitude, behavior, and technique on how to succeed at events Trends in the event industry Don’t just go back to how you did in-person events in 2019 Post pandemic – have a plan A, B, C, and D Use “selective hearing” on feedback from your event How to determine the ROI and the ROA of your event Personalize the experience for your customers Segment your customers Find Alon...
Jun 27, 2022•27 min
Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization. Find Todd and the book at: https://www.inboundorganization.com/ The best attitude, behavior, and technique on how to sell to succeed at becoming an inbound organization Everyone in the organization is part of inbound marketing If you can’t keep good employees, check your culture If your employees aren’t happy, they won’t treat your customers well...
Jun 20, 2022•30 min
Erik Meier, Sandler trainer from Troy Michigan talks about advanced questions for your next sales call. Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies. The best attitude, behavior, and technique on how to succeed at advanced questioning strategies Asking questions is not a technique – it’s to gain information and help the client The spectrum of equivocation Be curious You have the right to ask questions What makes a good or bad question Build rapport bef...
Jun 13, 2022•22 min
Mike Montague interviews Maria Ellis, author of Redefining Entrepreneurial Success, on How to Succeed with a Healthy and Holistic Lifestyle. Find her new book at: https://www.amazon.com/Redefining-Entrepreneurial-Success-Holistic-Lifestyle/dp/B09RB2N6K5 The best attitude, behavior, and technique on how to succeed with a healthy and holistic lifestyle Entrepreneur’s work ethic and harm their health if they aren’t careful Living a healthy and holistic lifestyle will also help you earn more At the ...
Jun 06, 2022•27 min
