In this episode, we embark on a deep dive into strategies that can significantly enhance sales performance within enterprise teams. Nancy Harhut dispel some common misconceptions that can hold salespeople back, and instead, focus on fostering a positive attitude, effective behaviors, and a strong sales technique toolbox. We'll explore the importance of ongoing support and reminders to keep your team sharp and motivated. Understanding your client's specific challenges is paramount, and we'll disc...
Jul 01, 2024•38 min
In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle. We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really ...
Jun 25, 2024•27 min
In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing cl...
Jun 18, 2024•30 min
In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup. We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward. But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success. Jo...
Jun 11, 2024•27 min
In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-...
Jun 04, 2024•29 min
In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. John highlighted the significance of empathy and effective communication in addressing cu...
May 27, 2024•28 min
In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing cust...
May 20, 2024•38 min
In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's nee...
May 13, 2024•28 min
In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principl...
May 06, 2024•26 min
In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than...
Apr 30, 2024•37 min
In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature. Moreover, Scott underscores the significance of tr...
Apr 23, 2024•25 min
This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles. Throughout t...
Apr 16, 2024•36 min
In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with pro...
Apr 09, 2024•36 min
This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition. Steve's insights illuminate the path towards building profound connections, whether in the virtual realm o...
Apr 02, 2024•34 min
This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journey...
Mar 26, 2024•28 min
This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact. Explore the parallels between the Sandler sales m...
Mar 19, 2024•33 min
This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support. Karl emphasizes that while salespeople acquire new customers, service agents are the linchpin for retaining and nurturing existing relationships. He underscores the cost-effectiveness of cultivating loyalty over constant acquisition, making strategic customer care a critical investment. Explore the common pitfall ...
Mar 11, 2024•33 min
This week, gain insights into the importance of educating prospects and overcoming skepticism in the SaaS sales process. Discover the significance of understanding customer pain points, effective prospect qualification, and navigating complex decision-making processes within organizations. Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. In this episode, Josh emphasizes the nuances of selling SaaS, highlighting the...
Mar 07, 2024•36 min
This Week, discover the positive aspects of selling in the fourth quarter and gain practical tips for success. Uncover the "four gifts of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques. Join Mike Montague and Lisa LS in a compelling discussion on the challenges and opportunities encountered by salespeople in the fourth quarter. In this episode, the hosts delve into the reasons ...
Feb 27, 2024•1 hr 2 min
This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness. Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnel...
Feb 20, 2024•34 min
Feb 13, 2024•32 min
Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there. In this episode, Daniel reveals the common misconceptions about marketing, emphasizing the importance of authentic and consistent engagement with your audience. Tune in for a deep dive into the mindset of a successful marketer and discover why creativity and human connection will be more vital than ever in the evo...
Feb 06, 2024•29 min
Discover the current state of chat GPT, its recent updates, and the game-changing features it brings to the table. Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ledwein, the AI sales guy and Sandler trainer. He shares insights on the dynamic landscape of chat GPT, its latest features, and the transformative impact it can have on your sales process. Jordan discusses the rapid advancements in chat GPT, including its transition to G...
Jan 25, 2024•26 min
Join Mike Montague and Louie Gravance as they dive into the secrets of making customer service a superpower. Louie, a longtime Walt Disney Company employee with over 25 years of experience at the Disney Institute in Orlando, Florida, shares insights from his distinguished career in designing live experiences. Tune in as they discuss the transformative nature of service, the importance of exceeding customer expectations, and the power of creating moments of spontaneity. Don't miss this episode fi...
Jan 16, 2024•34 min
Jan 09, 2024•34 min
Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Denser as she unveils the leadership and teamwork lessons drawn from this remarkable expedition. Embrace the mindset of transparency, trust, and continuous learning that fuels success both on the mountainside and in the corporate realm. Join Mike Montague and Claudia Denser in an engaging conversation where they explore the intricacies of overcoming challenges, fostering resilience, and uncovering beauty amidst ...
Jan 02, 2024•27 min
Discover the future of sales leadership! Join the conversation on deal coaching with Troy Kanter. Dive into the challenges faced by sales leaders and the common mistakes in deal coaching. Learn why meaningful and timely feedback is the key to success. Explore the need for a structured approach, as Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Octus IQ's contributions, bring data-driven insights into d...
Dec 26, 2023•33 min
#sandler #sandlerworldwide Discover the power of emotional relevance with Mike Montague and Alon Zaibert! Join them as they delve into the art of creating memorable emotional anchors in client interactions, emphasizing its significance in building trust and strong relationships. Join the conversation that explores the future of sales in a tech-driven world and gain practical strategies for standing out. Uncover the secrets to cultivating lasting connections, navigating potential pitfalls, and ma...
Dec 19, 2023•37 min
In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess e...
Dec 12, 2023•32 min
Dec 05, 2023•28 min
