How to Succeed Podcast

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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 01:55-02:49 Attitude for controlling sales conversation 03:07-07:34 Attitude for Upfront contract 07:38-12:27 Behavior for Upfront contact and controlling sales conversation 12:34-15:42 What happens if somebody breaks the upfront contracts? 15:44-17:45 The power of attitude, behavior, and techniques  17:45-20:03 Q&A with Cal Thomas  Find him at: https://www.linkedin.com/in/calthomas3/  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

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 to subscribe and leave us a comment!   SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1

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 YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1

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 the best strategies and tactics for discussing that investment. 

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 answer twice How Brian defines success Go to www.raiseyouraq.com for a free A.Q. test and 10-page report 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!

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 different hats to help your team Success for a sales leader is... Favorite Sandler rule 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!

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 numbers Be consistent, but define what consistent is for your podcast Post sell when you finish the podcast Ask for referrals Help them get referrals from you as well In interviews: 30% is your talking and 70% is them talking 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!

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 at https://www.bizzabo.com/  Get the book Event Success here: https://www.amazon.com/Event-Success-Maximizing-person-Experiences/dp/1119817153  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!

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 If you don’t like being marketed in a certain way, why would you market to others that way? The way you think is really your product Use technology to engage, not to hide The experience IS the relationship Map the journey with your clients 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!