How to Succeed Podcast

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 Formula for Successful Sales Calls 0:12:08 The Power of Preparation in Business Development 0:16:21 The Power of an Entrepreneurial Mindset in Sales 0:18:21 The Power of Pre-Planning: How to Make the Right Connections and Achieve Success   Memorable Quotes: "The first sale really is to the appointment." "People buy for their reasons, not our reasons." "We are paid to be professional communicators, and we are not our own audience." "When our mindset changes in our attitude of mind, body, spirit, and those things are staying healthy, then it's going to drive those proper behaviors that we need to be doing." 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 #sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales

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 better. Will you be a part of it this year? Get your tickets now: https://events.sandler.com/summit2023  Key Topics in this Episode:    How to Succeed at Avoiding Common Prospecting Mistakes Sales Myths and Misconceptions The Ideal Attitude for Prospecting The Benefits of Consistent Prospecting The Power of Prospecting Cadence The Power of a Concentrated Cadence in Prospecting Sales Techniques for the Modern Age The Benefits of Making More Phone Calls in Sales Sales Prospecting: Avoiding Common Mistakes The Top 3 Email Marketing Mistakes to Avoid The Importance of a Solid Digital Presence in Sales The Perfect Day for Emily Yepes The Power of Journaling with Standler Trainer, Mike Kunkle Sales and Marketing Alignment with HubSpot   Memorable Quotes:   "Closing is not usually the issue." "Prospecting is often one of those painful topics where we start working with a new customer." "I think a lot of people struggle with that." "The other one you mentioned was it was on the working out analogy." "If you're celebrating your clients, you're telling their stories, you're telling the stories of your prospective clients as well. And that just seems to work a lot better and stand out in that crowd of noise." "A perfect day for me would be getting to work with my daughter, getting dressed on time, and eating her breakfast." #sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling!

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 and get the sale. Greg Orth is a long-time Sandler trainer from Lancaster, Pennsylvania and he will help us understand why reading other people can help you close more deals! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling!

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 subservient It’s ok to disqualify people for some things while qualifying them for others Sometimes you need to clean out your funnel Engage, don’t hide You have the power, not the technology 52 rules - one to focus on each week When what you’re doing is successful, don’t stop doing it The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed   Don't forget to subscribe and leave us a comment!

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 like more information on DISC, reach out to a local Sandler Trainer or our Enterprise team for multi-location organizations.  SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit

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-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) SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit

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://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit

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?  04:22-08:35 Common misconceptions about Upfront Contract  08:37-12:11  Behavior for setting an Upfront Contract 12:13-18:20 Techniques for setting an Upfront Contract SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit

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 these topics:  00:00-00:42 Intro 00:44-03:09 How to raise your sales? 03:18-04:14 Ideal attitude and common misconceptions  04:15-07:00 Languishing burnout  07:01-13:58 Behavior, attitude, and techniques 14:21-17:28 Skills needed to learn in raising your sales 21:18- 23:36 Q&A with Clin Unrau  Join our virtual summit: www.sandler.com/summit 

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 all about? 02:55-07:00 Common misconceptions about sales and marketing 07:07-09:50 Marketing to buyer’s journey 09:52-11:57 Learning how to treat buyers differently throughout sales and marketing funnels  11:58-17:22  Marketing qualified leads vs. Sales qualified leads  17:28-22:16 Tips and tricks for understanding the buyer’s journey  22:18-23:35 Best advice from Jeremy about the buyer’s journey 23:43-28:54 Q&A with Jeremy Thomson Find him at: https://www.linkedin.com/in/jeremywthomson/  SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit