How to Succeed Podcast

In this episode, Chris McDonell discusses how to use Sandler's upfront contract to increase rapport. We will talk about how an upfront contract can help with bonding and rapport and how it can be used to ensure that objectives are clear. You will learn the importance of having an upfront contract in order to build rapport with a prospect. It is important to be clear about what each party wants to accomplish in the meeting and to have an understanding of the prospect's priorities. Outcomes should be determined upfront in order to make the meeting more productive. Timestamps: 0:00:02 How to Succeed at Using Sandler's Upfront Contract to Increase Rapport 0:02:09 The Different Types of Communication Styles and How to Best Handle Them 0:03:38 The Benefits of an Upfront Contract 0:05:16 The Benefits of an Upfront Contract 0:06:48 Upfront Contract, Bonding, and Rapport: The Three C's of a Successful Meeting 0:11:15 The Benefits of a No-Pressure Sales Approach 0:15:09 The Benefits of Slowing Down the Sale 0:16:49 The Impact of AI on the Landscaping Industry 0:18:14 The Benefits of an Upfront Contract 0:20:49 The Benefits of an Upfront Contract 0:23:53 Upfront Contracts: What You Need to Know Key Takeaways: Some people are very outgoing and friendly and may not like to stick to an agenda. The best way to communicate with each type of person is to be aware of their preferences and adjust accordingly. The upfront contract and bonding through the upfront contract, we're there to determine if there's a fit or if there's pain. We're talking about a lot of potentially very serious stuff, depending on what it is and what's going on, and that goes well below the surface level. ========================================= 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, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking. Motivation is more important than fear, and communication is often seen as a chore. Make sure to watch the full episode to find out how your life would change if you were a better communicator. Find Brenden Kumarasamy at https://www.rockstarcommunicator.com/ or on YouTube at MasterTalk: https://www.youtube.com/channel/UCBYFP4mZLQovr7W6Si6sueA Timestamps: 0:00:02 How to Succeed at Public Speaking with Brendan Kumarasamy 0:01:54 The Power of Motivation in Public Speaking 0:03:26 The Power of Communication in Sales 0:07:44 The Three Best Tips for Salespeople 0:09:05 The Benefits of Being a Good Talker 0:12:43 The Importance of a Strong Introduction and Conclusion 0:14:09 The Power of Public Speaking: How to Nail the Opening, Middle, and Close 0:15:29 The Power of Effective Communication with Brendan Kumarasamy 0:18:12 The Power of Communication: An Interview with Amanda Russell 0:19:18 The Relationship Between Success and Failure Key Takeaways: The most important one that encompasses all of that is understanding that the relationship that successful people have with failure is very different from the one that unsuccessful people have with failure. It's important to be proactive rather than reactive when communicating. When people are asked questions, they often don't know how to answer them. In order to be a better communicator, it is important to be prepared with questions in advance. ========================================= 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, Jonathon Blackburn will talk about the importance of having a clear sales process and perspective when speaking with buyers, and how sales enablement can help sales reps to sell more effectively. We will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Quiller to progress conversations. The goal of creating a better buying experience is to make it easier for people to buy. This can be accomplished by providing more options for buyers to consider, as well as making it easier for them to make a decision. Find Jonathan Blackburn and Qwilr at https://qwilr.com/. Timestamps: 0:00:03 How to Succeed at Creating a Better Buyer Experience 0:03:24 The Benefits of Quiller for Client Communications 0:04:59 The Advantages of Selling Remotely 0:08:39 The Importance of Creating a Positive Buying Experience 0:10:06 The Benefits of a Good Follow Up Process 0:16:14 Sales Cycle Management: How to Ask Your Prospect What They Want to See 0:17:29 The Importance of Creating a Good Buying Experience 0:18:59 The Importance of a Professional Appearance in Sales 0:21:08 The Importance of Presentation in Business Deals 0:23:04 The Biggest Hurdle or Lesson Learned in Career Success   Key Takeaways: A good follow-up process should really follow your sales process, meaning you build along with it. As you continue to have conversations, continue to add to them. Have a really clear understanding of how you can help and to make sure that the prospect clearly understands the value you provide in relation to what their gap is, what they're trying to achieve, and what their ideal state or pain is. ========================================= 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  

Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage. In this podcast, we'll talk about how sometimes small goals can be more motivating than big goals, and how having a clear plan with specific and measurable goals is important for success. Timestamp: 0:00:02 How to Succeed at Measuring and Managing Productivity 0:02:31 The Different Types of Goals and Measurements 0:03:50 The Importance of Tracking Sales Behaviors 0:11:45 The Importance of Goal Setting in Sales 0:13:35 The Impact of Consistency on Sales 0:17:30 The Benefits of Blocking Time and Moving Calendar Blocks 0:19:09 The Importance of Tracking Sales Behaviors and Metrics 0:20:50 The Importance of a CRM in Sales 0:22:36 The Different Ways That Salespeople Can Find Prospects 0:24:04 The Importance of Managing Your Team's Individual Productivity Plans 0:25:29 The Sandler Summit: A Conversation with Sandler Trainer Paul McCord Key Takeaways: The quantity metrics keep us honest on our behaviors, but the quality metrics help with leadership and your sandler coach knowing what might we need to lean into and increase our effectiveness in terms of our techniques. Two people with two completely different plans can land at the same number of conversations, the same number of prospects, the same number of proposals, and the same number of closed deals. Productivity is one that many people struggle with. In this podcast, we will teach you the different types of goals and measurements, and how having the wrong goals can throw you off. ========================================= 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  

Mike Montague shares the Top 22 Lessons for Salespeople and Sales Leaders from Sandler from 2022 as collected from around the world by our clients, trainers, and prospects. Modernize your Sales Approach with Hybrid Selling Scale Your Sales Coaching Use 21st-Century Prospecting Keep Top Performers During the Great Resignation Questioning Strategies to Improve your Selling Start More Interesting Sales Conversations Diagnose Unrecognized Pain Finding the Right Hire Sell to the Modern Buyer Aligned with the Buyer's Journey Manage your Sales Pipeline Level-Up your Sales Coaching with Better Questions Align Your Customer Success and Sales Teams Find Unrecognized Pain with Better Discovery Improve Your Personal Presence Succeed with Virtual Selling Expand Accounts with Customer Success Start a Journal Make Real Progress  by Tracking Behaviors Recruit and Hire Great Salespeople Labeling Emotions for Better Communication Overcome Anxiety with the Success Triangle Succeed Vocally by Monitoring Your Tone ========================================= 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  

Gerry Weinberg, Sandler trainer from Detroit, and his business have survived multiple recessions. In order to be successful during an economic recession, it is important to choose HOW you participate in the recession and believe that it is the greatest opportunity that has ever happened. This means that prospecting never ends and that it is important to constantly be looking for new business In this episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sailor trainer and explains how downturns can actually be opportunities for businesses.  Timestamps: 0:00:03 How to Succeed at Surviving an Economic Recession 0:02:45 Sales in a Recession: How to Outsell Competition 0:04:55 The Power of a Positive Attitude in Sales 0:10:09 The Importance of Prospecting During a Recession 0:11:46 How to Thrive in a Downturn 0:17:04 The Recession-Proof Business Conversation: Trusted Advisor Edition 0:19:44 Defining Success and Overcoming Failure 0:21:50 The Importance of a Positive Attitude in Times of Economic Uncertainty 0:23:41 How to Succeed in Sales During an Economic Downturn Key Takeaways: The key to growth is proactive networking and asking for referrals, something that salespeople traditionally avoid for personal reasons. In an economic recession, it is important to focus on selling to people who can buy. Time and money become more precious during a recession, so it is important to use them wisely. ========================================= 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  

Matt Phelan, Founder of the Happiness Index, talks about productive workforces. In order to create an impactful and successful business, employees need to have confidence and the right attitude. This means treating people with respect and understanding, and not just seeing them as a means to an end. When employees are happy and engaged at work, they are more productive and the company thrives. Employee engagement is key to the success of any organization. Listen to the podcast to learn the secret to getting your team on board and engaged in their work! Timestamps: 0:00:02 How to Succeed at Employee Engagement  0:02:50 The Power of Employee Engagement in Business Success 0:03:57 The Business Case for Happiness: Why the Happiness of Your Employees Matters So Much 0:05:50 The Impact of Employee Engagement on Business Success 0:07:59 The Relationship Between Engagement and Happiness in the Workplace 0:09:36 The Benefits of Psychological Safety in the Workplace 0:13:06 The Benefits of a Positive Work Environment 0:15:17 The Benefits of the Happiness Index in the Workplace 0:17:00 The Power of Happiness in the Workplace 0:18:43 How a Simple Motto Helped One Entrepreneur Survive the Pandemic 0:20:36 The Power of Positivity: How to Succeed in Employee Engagement Key Takeaways  Using the information to make better choices will result in happier employees, less turnover, and higher sales. Having great relationships at work is the foundation for 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  

Kaysi Curtain talks about thriving in uncertainty and growing when others are shrinking. In order to be successful, it is important to have a positive outlook and to be realistic. In this video, we will have Kaysi Curtin discusses how to thrive in uncertainty. She talks about how her behavior and attitude have helped her thrive in her business, despite the challenges she has faced. She also provides some tips on how to build techniques that can help people thrive in uncertain times. Timestamps: 0:02:34 The Ideal Attitude for Thriving in Uncertainty 0:03:55 The Power of Positivity: How to Stay Focused and Thrive in Any Situation 0:05:45 Sales Team Growth in Any Economy 0:07:26 Maintaining Sales Behaviors During Challenging Times 0:10:20 The Importance of Going Above and Beyond in Your Career 0:12:11 The Power of Personal Presence in Difficult Times 0:13:24 The Importance of Personal Presence in Sales 0:16:41 The Five Ways to Improve Your Personal Presence in Business 0:18:19 The Benefits of Being Generous and Authentic in Sales 0:19:37 The Power of Positive Thinking in Business 0:25:02 The Power of Possibility Key Takeaways: When you have a strong personal presence and conviction, you can close more deals than if you were just confident. Great salespeople can find a way to position themselves regardless of the external situation. They can help people in pain or inspire and encourage those that are succeeding. The key to success is to constantly challenge prospects, salespeople, and customers with interesting questions using a consultative approach.  ========================================= 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  

David Fischer, Sandler trainer, talks about understanding the buying process to sell more effectively. The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.  In this video, you will learn more about the buying process to understand your clients better and sell more effectively. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. Timestamps: 0:00:02 How to Succeed in Matching Your Sales Process with the Modern Buyer Journey 0:02:48 The Ideal Attitudes for Salespeople in the Modern Era 0:04:14 The Role of the Salesperson in the Modern Buyer Journey 0:07:08 The Importance of Sales Templating 0:10:00 The Benefits of a Sales Process 0:12:18 The Importance of Aligning Your Sales Process with Your Customer's Buying Process 0:14:29 The Importance of a Good Sales Process 0:16:26 The Benefits of a Macro Upfront Contract 0:17:44 The Benefits of a Sales Process 0:24:54 The Benefits of Training in the Sales Process Key Takeaway The ideal sales process is when we have a good understanding of the objectives that our clients are trying to hit.  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  

Steve Montague, Sandler coach from Kansas City, returns to talk about recession-proofing your team and culture. The biggest thing that great leaders do during tough times maintains a positive attitude and focus on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight. In this video, we will discuss how businesses can cut costs without harming their growth Timestamp 0:02:06 Leadership in Difficult Times 0:03:37 The Impact of a Leader's Mindset on Business Success 0:08:16 The Benefits of Marketing and Sales Investments  0:09:47 The Importance of Focusing on Profitable Deals in a Downtime 0:11:27 Recession-Proofing Your Business and Company Culture 0:16:54 The Success Principles    Memorable Quotes “Sometimes dropping a bad client can be the best thing for you to free up time and resources or to move on to more profitable deals, especially in prospecting” ========================================= 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