How to Succeed Podcast

The Next Evolution of Sales Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers - Sandler is excited to announce our commitment to further champion the next evolution of sales. Throughout our 50-year history, Sandler pioneered the concepts of discovery-based, consultative selling, reinforcement training, and a holistic view of personal and professional success in sales and leadership. It has always been a part of our journey to empower professionals to master the craft of selling, with the ultimate goal of changing the entire sales profession for the better. It is with that vision that we are rebranding our company to better align with the expectations of modern buyer and seller, serve our clients with cutting-edge learning technologies and methodologies, and continue our evolution as an organization offering more than “training.” Along with our new look and name, we seek to re-establish the core elements that we believe elevate the Sandler experience above our competition and drive results for our clients, our partners, and our learners. Core elements include: Connection with the Modern Buyer: A buyer-focused discovery process to create more engaging experiences for buyers and sellers. Customizable Learner Journeys: Personalized for individual’s strengths and goals. Collaborative Coaching: Modernized delivery with a blend of experiential learning, gamification, and flexible pacing. Ongoing Reinforcement: Continuous guidance for new professional and life stages. Technology-Enabled Solutions: Adaptive content and techniques for evolving technologies. Personal Transformation: Lasting behavior and change to succeed in and outside of the sales profession. Our mission is to provide ongoing guidance and resources to enable anyone in a revenue-generating or leadership role to reach new levels of success. As a coaching organization to sales professionals around the globe, we know that our journey is never done. We respect our history and continue to learn from it. We hope that you will join us in taking the next steps forward in the evolution of the sales profession, in the elevation of your career, and ultimately, excel in your professional and personal life. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle.

Mike Montague interviews Kevin Roth on How to Succeed at Finding Your Niche. Find Kevin at: https://kevinroth.org/  Kevin Roth began to play the dulcimer in 1972 at the old age of thirteen, and at sixteen recorded his first album for Folkways / Smithsonian Folkways Records, which immediately launched him into international fame. Between 1974 and 1984 Roth recorded ten albums with this label, establishing himself as a prominent folk singer and dulcimer player. In 1984, Roth performed the theme to the PBS-TV children’s show Shining Time Station, which brought him to another new and much larger market. His friendship and collaboration in 2006 with Noel Paul Stookey, of the legendary folk trio Peter, Paul & Mary, further cemented Roth in American folk history. His career took him to concert and symphony stages around the world, to festivals, radio, television shows, and two appearances at the White House.  As his career grew, Roth became professionally and financially successful, winning numerous awards and partnering with prominent companies such as Sony, National Geographic, PBS, Random House, and Time Warner. Then came a sudden diagnosis of Melanoma, and it changed his life. He had a choice to accept a death sentence or to live. He chose life. Through adapting and combining techniques from his music and performance practice with others that he researched, he found a simple and powerful method to change how he lived. Roth discovered how to not just survive but to become truly happy and thrive.  Roth now guides individuals and groups in the discovery of what really matters to them, how to accomplish their goals, and how handling stress is an essential factor in a healthy life.  The best attitude, behavior, and technique on how to succeed at finding your niche Use your experiences and talents to find your niche Focus on serving people - What do they want and need? Make sure your clients have skin in the game Listen deeply to what your clients say Find out what really matters to you and why, get and execute a plan How to listen deeply Stay open and fluid to continually find your niche - it may change over time   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble. The best attitude, behavior, and technique on how to succeed at looking for trouble It’s better to uncover the trouble with your clients than ignore it Go for the “No” Look for trouble even in your “great” deals Ask, “What are we missing?” Are there technical obstacles? If you know they have pain, and they aren’t moving, you must go looking for trouble If you have multiple meetings, always ask, has anything changed? Use the negative reversal Use DISC to determine how to look for trouble with different clients   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Mike Montague interviews Jade Simmons on How to Succeed with Purpose. Whether it’s a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best. The inimitable world-class concert pianist and powerhouse activational speaker is CEO of Jade Media Global, a former runner-up in the Miss America pageant, and a former Presidential candidate in 2020!   Find her at https://jadesimmons.com/ The best attitude, behavior, and technique on how to succeed with purpose Your purpose is not what you do, it’s what happens in others when you do what you do Attach your purpose to every role you have Your “why” remains the same, the “hows” can change all the time Purpose is for everyone, not just “special” people Decide that life doesn’t happen “to” you, it happens “for” you How Jade defines success The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Matt Rappaport is a Sandler client and founder of Detroit Event Company. In this episode this episode, we do a casual case study interview to see how he has used Sandler to sell his intangible services and find success with his event business. Find him at: https://www.detroiteventcompany.com/ Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services.   The best attitude, behavior, and technique on how to succeed at selling services It begins with trust What to look for in your prospects and your team How you may adjust the Sandler method for certain services How to decide who your market is and how to price your services What to do if you have trouble with bonding How to minimize ghosting Being the smartest person in the room is no better than having the most expensive house on the block   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, and systematizing personal brand growth and relationship building at scale so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry.  Find her at: https://abetterjones.com/  Mike Montague interviews Kasey Jones on How to Succeed at Personal Branding. The best attitude, behavior, and technique on how to succeed at personal branding: Personal branding is about being known in your industry, for what you do How to build your reputation Why it’s important to familiarize yourself and your name with your target audience Strategy first, then tactics Write out the things that differentiate you personally and professionally How to get more specific about your audience How to reach your audience Network on social Get started and keep getting better before people start following you   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there! The best attitude, behavior, and technique on how to succeed at improving your batting average: The success triangle Simplify Mindset Get comfortable with being uncomfortable Techniques need attitude and behaviors to be successful It’s harder to qualify someone than close a deal The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed 

Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement.   Find her at: https://authenticinfluencegroup.com/    The best attitude, behavior, and technique on how to succeed at non-personal communication: Work on one skill at a time as you get better at them Look for specific non-verbal clues and dig for what they mean for that client Use open body language Look for someone licking their lips 20 seconds to make that first impression Zoom with cameras on Call out a handshake or hug if it’s someone new Take a break between Zooms Find ways to amp your energy up Watch for head nods   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too. The book acts as a framework, a tool to help you think about your own life and the lessons you’re gaining from it in real-time. Aaron shares his stories not just to teach you, but to help you draw out the inspiration for your own stories and lessons.   He also shared his story at the 2022 Sandler Summit. Click here to join us next year in 2023:  https://events.bizzabo.com/392186  The best attitude, behavior, and technique on how to succeed at suspending your disbelief What it means to suspend your disbelief and why we should Just because something is challenging doesn’t mean it’s not for you Putting in the hard work doesn’t mean the outcome will be perfect Commit to the process and not the outcome How to identify your self-limiting beliefs Visualize the outcome you want with clarity Don’t allow other people to set your goals or your value   The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed

Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. Kristen is a co-author of Stop Decorating the Fish.    Find the book and podcast at: https://www.stopdecoratingthefish.com/  The best attitude, behavior, and technique on how to succeed at making real progress Make sure you spend your time fixing the customer’s problem Who is your primary customer, and what is their need? Give before you get Not all problems are worth fixing, you may just need to redefine the problem Simple is hard; complex is easy Avoid the “Seductive Seven” Use constraints management You can measure too much, and it just becomes noise The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed