How to Succeed Podcast

In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Dwayne explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30. He had been doing other businesses that had been successful, and he remembered fondly his childhood spent in his mother's basement, surrounded by furniture from the 1950s. He was able to live on just $1,000 a month and put any money he made back into the business. 32 years later, he owns the largest multi-dealer antique store in Chicago. Find Duane Cerny and his book at https://sellingdeadpeoplesthings.com/  Timestamps: 00:00:02 Conversation between Mike Montague and Dwayne Cerny on Selling Dead People's Things 00:02:07 Exploring the Journey of a Mid-Century Modern Entrepreneur 00:03:18 "Exploring the Value of Vintage Items: A Conversation with a Dealer" 00:06:54 Conversation on Buying and Selling Fashion Trends 00:09:55 Conversation on Selling Rare Items to Couples  ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rd

In this episode, we sit down with Stephanie Paul to discuss the magic of the story and how to use it to engage and influence any audience. Stephanie is an author and speaker coach who coaches executive sales teams, TEDx speakers, fundraisers, and other experts on how to become better storytellers and presenters. She believes that story is prewired into our brains, which is why it is so important to tickle that part of the brain. Stephanie explains that a story should be more than just a list of facts; it should be a message that emotionally moves us in some capacity. She has helped over 30 presenters craft compelling and concise stories as well as become better presenters. Find Stephanie Paul at https://stephaniepaulinc.com/powerfulgift/  Timestamps: 0:00:02  Unlocking the Magic of Story to Influence and Engage Any Audience 0:02:45  Common Myths and Misconceptions in Storytelling and Presenting 0:04:58  Conversation on the Power of Humor and Playfulness in Storytelling 0:09:18  "The Ideal Attitude for Matching Content and Audience" 0:14:23  Conversation on Power, Credibility, and Storytelling 0:16:15  Topic: The Power of Vulnerability and Connecting Through Authenticity 0:19:33  Conversation on Human Behavior 0:21:04  Conversation on Crafting Effective Presentations and Stories 0:23:01  "Using Storytelling to Engage and Influence Any Audience" 0:26:50  Defining Success and Crafting Engaging Talks 0:28:40  Unlocking the Magic of Story and Succeeding in Your Career 0:33:47  Conversation on Connecting with an Audience and Recommended Techniques and Hacks 0:35:10  A Conversation on Biohacking and Sandler Training Key Highlights: Stephanie stresses the value of being enthusiastic and having fun while communicating a message, whether it is to an audience or when trying to sell anything.  Before focusing on the facts and data, you should first focus on your passion and energy while developing your ideas. It is crucial to scan the room and assess the audience before deciding how to deliver their message.  ========================================= 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   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr

This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve. He challenges them to consider what they provide the market and how they vary from their competition. The concept of a 30-Second commercial is a concise way of describing what you do and the problems you solve to potential customers. We also discuss different elements of a 30-Second commercial such as a brand promise, value proposition, and elevator pitch. In a nutshell, the conversation highlighted the importance of having the appropriate demeanor while talking with clients and the significance of having a concise and engaging 30-Second commercial. Timestamps: 0:00:02: How to Succeed at Designing Your 30-Second Commercial with Brad Ferguson 0:02:43: Exploring the Benefits of a 30-Second Commercial 0:07:45: Crafting an Effective 30-Second Commercial 0:09:13: Establishing Rapport and Understanding the Prospect's Needs in Sales 0:13:08: Creating a 30-Second Commercial: A Step-by-Step Guide 0:15:59: Working with Mid-Sized Construction Companies to Solve Sales Process Frustrations 0:18:01: Exploring the Power of Assumptive Close and Reverse Psychology 0:22:22: Sandler Rule Concept and Life Lessons Learned 0:24:36: Designing Your 30-Second Commercial: Attitude, Behavior, and Technique to Succeed Key Highlights:  The importance of the 30- Second Commercial, a technique used in sales to create a connection with a new prospect.  The topic of discussion is advice on how to write a 30-Second commercial or elevator pitch. It is crucial to mention the USP, or unique selling proposition, that sets the company apart from rivals. But until the issue the company can resolve is found, this shouldn't be the main focus. It is essential to address both the advantages and features of the service as well as the discomforts and issues that the client is experiencing. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

How To Accurately Track & Measure Your Sales Success   In this episode, we sit down with Jennifer Smith, CEO and founder of Scribe, an automatic process documentation software. We discuss how people should go beyond simply looking at revenue when tracking sales success and instead focus on three levels: the number of deals, the new accounts acquired, and the existing accounts expanded. By taking a variety of metrics into account, sales teams can better track their success and make sure that they are achieving their goals. The conversation revolves around the concept of success and how to accurately measure it in terms of a company's overall strategy, sales team goals, and individual performance. Jennifer also notes that when considering success, the company must think about its overall strategy, marketing plans, product development, and efforts to drive user behavior.   Timestamps: 0:00:03: How to Track Real Sales Success 0:02:32: Setting Goals for Company Success and Sales Team Performance 0:04:00: Exploring Quality over Quantity in Sales Leadership 0:05:02: Discussion on Efficiency in Sales Processes 0:11:11: Understanding Buyer Intentions to Maximize Efficiency in Sales Processes 0:12:36: Automating Time-Consuming Tasks in Sales 0:15:18: Leveraging Unique Strengths to Maximize Sales Success 0:17:06: Maximizing Selling Time for Sales Professionals 0:19:23: Maximizing Efficiency in Sales: Strategies for Reducing Time Spent on Repetitive Tasks 0:20:43: Leveraging Opportunities for Increased Efficiency and Productivity 0:22:44: Tracking Team Sales Success: Leveraging Qualitative Metrics for Growth 0:25:37: Tracking Real Sales Success 0:27:55: Optimizing Sales Performance with Jennifer Smith, CEO and Co-Founder of Scribe 0:30:58: Overcoming Limiting Beliefs and a Favorite Quote 0:33:08: Explaining how Scribe Works 0:34:36: Unlocking the Benefits of Scribe   Key Highlights: What does success look like? How to efficiently measure your success Leading indicators that could help you attract real sales success   =========================================   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     =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

How to Generate More Leads and Drive Sales with Demand Creation In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads. Christopher offers advice on how companies can create demand in their markets, such as by utilizing webinars, ebooks, and white papers to engage their target audiences. Additionally, he emphasizes the value of establishing rapport with clients and offering them content appropriate to their needs. By implementing these techniques, companies can increase demand in their markets and produce more qualified leads.   Timestamps: 0:00:03 Creating Demand: A Conversation with Christopher Roche 0:02:04 Exploring solution-aware prospects and the Sandler Rule for Sales Teams 0:04:00 The Role of Education in Sales and Marketing: A Discussion on Attracting New Audiences 0:06:51 Strategies for Capturing Demand Through Paid Cold Traffic Social Ads 0:08:24 Exploring Paid Social Strategies for Demand Generation 0:09:50 Attribution Tracking and Self-Reported Attribution for Marketers and Sales Professionals 0:12:26 Exploring Different Channels for B2B Marketing 0:15:19 Exploring the Balance of Paid Promotions 0:17:18 The Benefits of Social Organic Marketing for Sales Leaders 0:18:23 Tips and Tricks for Effective Digital Marketing Strategies 0:20:36 Leveraging Social Media for Small Business Growth 0:22:34 Social Selling Strategies for Sales Reps 0:23:49 Non-Sales Tips for Following Up With Prospects 0:26:16 Interview with Christopher Roche: Defining Success in His Career 0:31:31 Creating Demand Through Long-Term Investment 0:32:37 Creating Demand Through LinkedIn   Key Highlights: Have a long-term objective and begin with easy victories, to attract potential audiences with demand. Setting up demand-capture websites like Google Ads and Bing Ads, retargeting, and running paid social ads to hold traffic can help with this. Use social media as a tool to grow your business. =========================================   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     =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   ========================================= Find Christopher Roche at: https://www.linkedin.com/in/chrisjroche/   

The One Skill You Need for Success in Sales: Emotional Intelligence   In this episode, we sit down with Phil Johnson, the founder of the Master of Business Leadership program, to discuss the importance of emotional intelligence (EQ) and how influential it is to drive revenue, productivity, and profitability. He offers some of his tried-and-true tactics on how EQ can set you apart from the competition and how to cultivate it.   We’ll also be talking about some of the high-end companies that are generating exorbitant revenues by primarily focusing their hiring on emotional intelligence. Timestamp: 00:00:50 What is emotional intelligence (EQ) and how is it used in business? 00:02:47 What errors do people frequently make? 00:03:55  How does the development of your EQ help you? 00:04:28 Call-to-action regarding the employment of EQ 00:06:10 Inquiries concerning a person's emotional intelligence (EQ) 00:08:43  How EQ supports change. 00:10:38  What exact role does EQ play in raising revenue?  00:15:20 Beginning point for developing EQ 00:16:45  How does EQ differ from IQ?   Key takeaways: Emotional intelligence is the ability to perceive your own emotions and those of others, manage them, and use them for personal growth. It's also known as EQ or EQD, and it's a pillar of self-awareness and interpersonal effectiveness. The development of our emotional intelligence guarantees career, personal, and organizational success. It is a crucial part of your success in any industry or business, and it's something that you can develop and improve. =========================================      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     =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================   Find Phil at: https://www.linkedin.com/in/philipjpjohnson/  

Tips and strategies to find a new career for veterans and other life changes. In this episode, we sit down with Michele McManamon to discuss her inspiring journey as the CEO and co-founder of Operation New Uniform. A former Sandler trainer and owner of a business powered by the renowned training program, she shares how veterans can successfully transition from military service into their new careers. Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world! Veterans and those enduring a career reset frequently face daunting challenges. Our discussion emphasizes the importance of maintaining a positive attitude, speaking persuasively about one's resume, filling any gaps through volunteer experience or training opportunities available to those who are determined, all while having confidence in oneself for having gained valuable knowledge along the way that makes them uniquely qualified.  Timestamps: 0:02:14 Top Challenges Faced by Vets and Others Seeking a New Career 0:04:06 The Benefits of Sandler Training for Professional Athletes 0:05:31 Attitude and Behaviors for Career Success 0:09:02 Finding a Career and Networking for Success 0:10:28  Strategies for Landing a New Job 0:14:37  Leveraging Your Skills and Talents to Find a New Job 0:22:04 Supporting Veterans Through Sandler Training Programs Key Takeaways: For successful career growth and personal satisfaction, it is critical to find supportive mentors who can provide guidance in understanding goals. In addition, having a balance of work and enjoyment along the journey will lead to greater success in life. In order to be successful in sales, it's important for individuals to take steps that will effectively position them as credible professionals. This could include setting up a personal LinkedIn profile and being mindful of certain behaviors so they are seen positively rather than coming across as sleazy or pushy. ========================================= 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  

The Solutionary Mindset with Michael Mathews, VP for Innovation and Technology, Oral Roberts University Join us as Michael Mathews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues. By understanding that there are no one-size-fits-all solutions for everything but rather tailor-made answers for each problem at hand, Mike outlines how this concept is key in assisting clients and employees to reach better outcomes. Whether you're working in sales or leading an organization, it is worth tuning into our episode! Michael Mathews is a solutionary, or a problem solver, who drives innovation, sales, and results. He believes that a common mistake people make is trying to boil the ocean or doing too much too quickly. Anything is possible, but it's important to understand the timing and the season of the problem. Michael advises to use third-grade logic, pay attention to people's emotions, have compassion, and find a solution to the problem. Timestamp: 0:02:24 Understanding the Ideal Attitude of a Solutionary 0:03:59 Understanding How to Solve Problems and Meet Quotas 0:05:28 Solutionary Strategies for Driving Innovation and Results 0:08:30 Finding Solutions to Difficult Problems 0:09:45 The Impact of Virtual Reality in Reducing Opioid Addiction 0:11:28 Behavior and Doing the Right Thing at the Right Time as a Solutionary 0:13:59 Benefits of Relaxed Selling and Celebrating Later 0:16:51 Building Professional Relationships and Finding Innovative Solutions 0:18:08 The Benefits of Skinware for Immersive Learning 0:20:19 Exploring the Benefits of Fluid Education 0:24:21 Reflection on Career Success 0:25:37 Attitude and Actions for Being a Solutionary Key Takeaways: You can bring a lot more value with intelligence by synthesizing that data, telling them what it means, or using it to solve a problem than you can with anything else. A solutionary is someone who is willing to invest time, intellect, emotion, and passion to find solutions for today’s problems. There is no silver bullet for every issue, but there is a solution for every problem. ========================================= 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  

In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now!  He'll explain why it's so important to have clarity on what you want and how to ACTUALLY achieve it.  Timestamps: 0:00:03 Exploring the Science of Future Self 0:02:27 Shifting Identity and Visualizing Your Future Self 0:04:05 Powerful Attitudes for Learning, Growth, and Change 0:07:37 Long-Term Goals and Behavior: Reflections from Ben Hardy's Ten-Year Journey 0:11:55 Self-Evaluation and Future-Focused Decision-Making 0:13:35 Raising Standards and Building Resilience 0:21:03 The Benefits of Being in the Right Set and Setting for Bigger Commitments 0:26:27 Setting Milestones for the Future and Achieving Family Goals   Key Takeaways: We need decisions and choices that make our future self and future life better. One of the most useful tools or techniques when you're thinking about your past, present and future selves are regularly recognizing and framing even your current versus your past self. Quote: "The main takeaway is that people’s passions and purpose can change over time and that they should think about who they want to be, rather than what they want to be, in order to achieve success, happiness, and fulfillment." =========================================   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     =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr

In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal. Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same. Timestamp: 0:00:02 Sales Lessons from the Movie Tommy Boy 0:02:56 The Benefits of a Good Attitude in Sales 0:04:22 The Importance of Being Yourself in Sales 0:06:11 Sales Coaching: The Good, The Bad, and The Ugly 0:10:16 The Importance of a Good Debrief 0:11:50 Sales Techniques from the Movie Tommy Boy 0:16:28 The Master Lesson in Sales from the Movie "Sailor Terminology" 0:17:59 The Power of Being Yourself in Sales 0:19:49 The Sandler Summit: A Conversation with Tiffany Koettel Key Takeaways: The best attitude to have is to be authentic and genuine and to let your conviction about what you are selling shine through. It is important to be yourself, and many salespeople make the mistake of trying to imitate what they think a stereotypical salesperson should be like.  A good salesperson is more like a coach, and their goal is to help the client discover what their needs are and whether the product is a good fit for them. ========================================= 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