How to Succeed Podcast

Get ready to embark on a journey through the realms of unparalleled hospitality as we dive into the mind of a visionary disruptor. Join Mike and the newly appointed director of community engagement at Sandler, as he sits down with none other than the maestro of guest enchantment, Will Guidara. His accolades include being the Best Selling Author of the captivating masterpiece "Unreasonable Hospitality," and a former co-owner of the legendary 11 Madison Park.   From forging connections that defy the limits of the transaction to infuse every interaction with the magic of storytelling, Will Guidara unravels the threads of thought that have woven his path to success. And it's not just about service; it's about the symphony of human connection, where every note is pure authenticity.    So, gather 'round as we embark on a voyage into the realm of hospitality that transcends logic, defies reason, and invites you to experience the magic of the extraordinary. Timestamps:   0:00:20 How did you come up with the name unreasonable hospitality? 0:03:35 A goal without a strategy is nothing more than a pipe dream. 0:10:26 How to treat your employees well. 0:15:26 How to avoid playing it safe in hospitality. 0:22:46 How do you do it well? 0:27:12 How do you define success? Key highlights:   Go beyond the ordinary and strive for transformative experiences that leave a lasting impact. Striking the right balance between meticulous control and creative autonomy is crucial. Create stories that endure in the memories of customers.  Technology can enhance the human experience when used to augment personalization and efficiency, rather than replace genuine human interactions. Creating a business foundation of trust and loyalty by focusing on genuine connections and memorable experiences Success is built on creating extraordinary moments that transcend reason and convention solidifying a brand's reputation and fostering customer loyalty. Investing in creating enduring relationships and experiences that stand the test of time. Adapt and evolve practices based on feedback, new insights, and changing customer expectations.   =========================================   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   =========================================  

The Future of Sales: Personalized, Predictive and Customer-Centric Have you ever wondered what it takes to design a customer-focused sales process that delivers? Emily Regia, Sandler's enterprise marketing manager, joins us at Inbound to share her expertise and insights on keeping the customer at the heart of our business. She unravels how understanding your customer's journey can lead to a more personalized and effective marketing strategy. The conversation goes deeper into how tools like HubSpot have been instrumental in Sandler's success by ensuring the right leads land in the right place.  In an age where AI dominates conversations, how do you keep the human touch alive? Emily discloses how to add that personal element to AI-generated messages. She also sheds light on how predictive AI can provide more comprehensive insights into customers and how platforms like 6Sense can contribute to that. The discussion goes into the specifics of using AI for personalized messaging and sales forecasting and reveals how the partnership with DealIQ can help predict outcomes. So, if you're striving to make your sales and marketing strategies customer-centric, this episode is packed with valuable insights that can drive your efforts. Join us, as Emily provides a masterclass on designing a customer-focused inbound marketing process. (0:00:14) - Designing a Customer-Focused Sales Process Emily explains how HubSpot's features help customize conversations with leads, emphasizing customer journeys and value-adding materials. (0:05:55) - Improving Website Conversations and AI Tools We discuss customer journeys, website conversations, chatbots, phone numbers, event-based activities, and human support. (0:13:51) - AI for Personalized Messaging and Sales Forecasting AI-generated messages, Six Sense, Deal IQ, Podio, and customer insights are discussed to add a human touch. Find more information about Sandler's customer-focused sales process at www.sandler.com/inbound. 

Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina.  Discover tactics that are not just tools, but rather a philosophy that hinges on authentic communication, mutual understanding, and empathic engagement.   Join us, we will show you how to approach sales with empathy, authenticity, and a genuine desire to understand the unique needs of each prospect. Timestamps:   0:00:20 How to use sailor tactics skillfully. 0:03:32 How to ask good questions? 0:08:42 If you think it or feel it say it. 0:16:03 Reversing the curiosity curve. 0:20:47 When to use the softening statement and the question. 0:26:06 How do you define success? 0:29:01 The negative reverse sell concept and how it can be applied to sales. Key highlights:   The foundation of effective sales communication lies in genuine curiosity and active listening. The curiosity curve is a powerful tool for keeping cengaged. Negative reverse selling helps you challenge the prospect's assumptions or expectations in a non-confrontational manner. Self-awareness helps you gauge when to deploy specific tactics and maintain a genuine connection. Successful sales conversations are not scripted monologues but dynamic dialogues.  The tactics triangle emphasizes building relationships based on trust and understanding.  The more you seek to understand, the better equipped you are to offer tailored solutions.   =========================================   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   =========================================

Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training. Lisa is a powerhouse of knowledge, sharing her insights on learner autonomy and how to create a learning environment that values and utilizes what each individual brings to the table. She brings to light the importance of different contexts for learning and how giving people choices shapes their learning journey. We also dive into how Sandler's Sales Development Series has been reimagined to incorporate these concepts for the best possible learning outcomes for our clients. Moving from the theoretical to the practical, we talk about how these principles apply to sales training. We break down the benefits of engaging content and the power of role-play in enhancing information retention. With Lisa's expert guidance, we explore engagement ideas for virtual instructor-led sessions and discover the innovative 'trap exercises,' pattern interrupts, and other education best practices she and her team have built into the new Sales Development Series. We explore the role of collaboration within the sales team, with the managers and leaders, and with your Sandler coach to get the best results and return on investment, so tune in and join us in relaunching the classic Sandler sales training through the lens of collaborative learning.

In today’s episode, it is our greatest privilege to have a very special guest, Holly Hunt, who has spent over 17 years in the telecom and tech industries. Holly has not only garnered numerous accolades but has also broken barriers as a woman in business and sales. With her wealth of experience, she's here to share her insights on how she has thrived as a woman in a male-dominated industry.   Join us as we realize the importance of resilience, empowerment, and fostering a sense of belonging in the professional sphere to drive success. Timestamps:   0:00:16 Introduction to this episode. 0:01:53 What she loves about her career.  0:06:38 Advice for young women in business. 0:12:11 What successful business women do that men don't. 0:18:06 How to know when to let the balls drop.  0:22:28 Recognize and stay in tune with yourself. 0:26:53 How do you define success for yourself? Key highlights:   Embrace authenticity and gain confidence to excel in any role, regardless of stereotypes or expectations. Seek out role models and mentors to guide your journey.  Create safe spaces and support networks, fostering a community where women can share experiences and learn from one another. Focus on leaving a positive impact on others and making a lasting difference, both personally and professionally. Face obstacles with resilience and determination, using setbacks as stepping stones toward success. Success has different seasons, and it's essential to manage your energy and time effectively. Engage with support groups, mentors, and colleagues to combat isolation and build a strong sense of community. Foster a culture of open communication, where individuals can express their needs and challenges without fear.  Trust in your abilities and don't hesitate to contribute your ideas and insights. Sharing experiences and knowledge accelerates personal and professional growth while creating a culture of mutual support. Measure success by the positive impact you make on others and the legacy you leave behind.   =========================================   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   =========================================  

Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry. Learn how to ask the right questions and create tension to motivate prospects towards making informed decisions. Explore the importance of clarity and curiosity in your attitude as a sales professional and how to foster genuine connections with your prospects. Uncover the secrets of controlling conversations, avoiding tangents, and maintaining focus to drive prospects towards a favorable decision. Tune in now to revolutionize your sales approach and propel your career to new heights!  Don't miss this exclusive interview with Jason Stevens, a leading expert in sales, management, and customer service training, and take your sales game to the next level!  Timestamps:   0:00:16 How to get prospects to move forward 0:01:38 The difference between practical and conceptual questions 0:04:34 rust the system and trust the buyer 0:07:16 Conceptual vs technical sales is a problem for a lot of salespeople 0:09:32 The importance of knowing the root cause 0:11:54 How to figure out your technique in a conversation 0:14:12 How to be more strategic about tracking 0:19:04 Controlling conversation over spread 0:21:35 How to define success for yourself Key highlights:   Understanding that big questions motivate people, and sales professionals need to focus on the key questions that will drive prospects towards a decision. Recognizing the difference between conceptual and technical problems and tailoring the sales approach accordingly to address the prospect's specific needs. Developing an adaptive mindset that is open to new possibilities and nuance, leading to more successful sales interactions. Fostering trust and breaking the stereotype of salespeople to create genuine human interactions and connections with prospects. Effectively dealing with prospects who seem disengaged by asking direct questions and seeking clarity about their level of interest.   =========================================   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   =========================================  

To succeed at revisiting pain, take a "doctor" mindset and use the pain funnel to uncover the buyer's issues. Move from superficial problems to root causes and business impact. Reinforce this process throughout sales conversations and coaching. Be authentic, not scripted. Revisiting pain is an ongoing process, especially with multiple stakeholders. Continuously discover new pain points. Use the funnel internally too, helping your team set goals to address their pain points. Coach them after setbacks when receptive. Overall, master the pain funnel with empathy and authenticity to help buyers solve problems and drive sales success.   Watch this video to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the doctor mindset and mastering the pain funnel process.   Timestamps:   00:02:34 Understanding the forgetting curve. 00:04:10 The power of reinforcement. 00:08:09 The importance of pain. 00:13:17 Gain in the future. 00:17:27 Pain with multiple decision makers. 00:19:31 Pain discovery and aligning. 00:24:58 Salesperson's drive and potential. 00:28:49 The importance of the journey. 00:31:44 Sports and Sales Lessons. 00:34:36 Overcoming challenges in running Key highlights:   Revisiting pain is an important aspect of the sales process.  Understanding the pain of the buyer is crucial for success in sales. The forgetting curve suggests that 90% of information is forgotten within 30 days if not reinforced or put into practice. The concept of revisiting pain is similar to the approach taken by doctors when diagnosing and treating patients. A pain funnel is a tool used to uncover and understand the buyer's pain points. Salespeople need to take a doctor's approach and become trusted advisors to their buyers.   =========================================   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   =========================================  

#sandler #sandlerworldwide One common misconception about AI coaching is that people prefer human coaches over chatbots. However, research shows that many individuals prefer talking to a chatbot when it comes to mental health issues. According to studies conducted by Oracle and independent researchers, three out of four people would rather speak to a chatbot about their mental health than their manager, and two out of three would prefer a chatbot over their general physician. tune in to this episode to discover the benefits of AI coaching in unlocking your full potential. Find out how AI can provide guidance and support in your personal and professional growth.   Timestamps: 0:01:16 Discussed the development and the need for AI coaching solutions 0:04:13 Covered advantages of AI coaching like accessibility and misconceptions about lack of human connection 0:06:11 Emphasized having an open attitude to get the most out of AI coaching 0:06:57 Compared appropriate uses of AI vs human coaching 0:10:06 Highlighted the importance of identifying problems for AI to address properly 0:11:13 Provided an overview of features like AI coaching, challenges, and access to human coaches 0:13:54 Talked about how conversing with an AI coach can help destress and improve wellbeing 0:15:46 Explained how challenges help build healthy habits over time   Key highlights: Research shows that people are often more comfortable talking to a chatbot about mental health issues than to a manager or physician. AI coaching can help individuals get out of a stressed state and reconnect with their thinking and creativity. Success is defined by a combination of curiosity and contentment. ========================================= SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  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 =========================================

#sandler #sandlerworldwide How can you be intentional? Educate yourself, and focus on impact and equity to create real change! In this episode, Dr. Nika White talks about intentional inclusion in the workplace. He believes that intentional inclusion means being proactive and strategic to create an inclusive environment, not just passively waiting for it to happen. The conversation goes on by emphasizing that inclusion does not happen organically, organizations need to be intentional through policies, systems, and accountability. Dr Nika states that belonging is the outcome of diversity and inclusion efforts. When people feel a sense of belonging, they perform better Join us for a must-hear episode with Dr. Nika White, discussing the keys to achieving intentional inclusion! Don't miss out on this valuable opportunity. Timestamps: 00:26 What is intentional inclusion and how does it work?  02:48 Creating a sense of belonging in the workplace.  05:16 How belonging is the outcome of diversity equity and inclusion.  07:41 Common mistakes people make when they are trying to be intentional.  09:54 How can we get smarter about defining learning and development philosophy? 12:15 How to create a culture of belonging.  14:57 Measuring the right things to make an impact.  17:33 How do you look at equity in the workplace?  20:12 What can the organization do to educate people about the community? 22:18 What success looks like for me.   Key highlights: Intentional inclusion requires being proactive, strategic, and calculated. Passively waiting for it to happen is not enough. Belonging, the outcome of diversity and inclusion efforts is important because it allows people to perform better and contribute more. Common mistakes include performative actions, lack of diverse leadership, and not measuring inclusion efforts properly. Simple things organizations can do include shifting mindsets to see inclusion as everyone's responsibility and educating themselves. Organizations should measure equity, not just equality, to drive sustainable change in policies, systems, and procedures ========================================= SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos   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 =========================================

#sandler #sandlerworldwide In this episode, Tom Albert, founder, and CEO of Measured Risk, discusses how understanding supply chain risk can be relevant in these fields. In addition, he also delves into the importance of inspiring others in leadership and sales. Tom emphasizes the importance of seeking other perspectives and ideas to increase the potential for success and generate more innovative solutions. To achieve this, he suggests creating a brain trust of thinkers who can facilitate a room where ideas can be shared and discussed. The video also touches upon the importance of mentoring and being around people with high-performing thinking and kindness at their heart!   Don't miss this episode with Tom Albert, founder and CEO of Measured Risk, as he shares insights on supply chain risk and how to inspire others to achieve their dreams and actions Timestamps 00:00:40 Sales pipeline and supply chain.  00:03:51 The speed of trust. 00:07:47 Sales Archetypes.  00:11:12 AI tools and human leadership. 00:16:29 Technology as a facilitator. 00:19:00 Stepping out of corporate worlds. 00:23:39 Exponential growth through partnerships. 00:26:07 Overcoming personal and career challenges. Key highlights The importance of thinking nonlinearly and having a differentiated thinking style in business relationships. Using technology and data to inspire and motivate teams without overwhelming them. The relevance of supply chain risk management to sales pipeline management and leadership. The mindset required to step out of the corporate world and become a business owner and entrepreneur. The importance of mental agility, attitude, and curiosity in achieving success as a team. Achieving goals through measured risk and taking little steps towards achieving one's goals. ========================================= SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  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 =========================================