How to Succeed Podcast

This Week, discover the positive aspects of selling in the fourth quarter and gain practical tips for success. Uncover the "four gifts of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.   Join Mike Montague and Lisa LS in a compelling discussion on the challenges and opportunities encountered by salespeople in the fourth quarter. In this episode, the hosts delve into the reasons behind salespeople's struggles during this period and offer invaluable insights to overcome common obstacles.   Tune in to learn how to equip yourself with these invaluable gifts and position yourself for sales success not only in the current year but also in the future! Timestamps:  1:29 - Discussion on the challenges salespeople face in the fourth quarter 9:15 - Positive aspects of selling during the holiday season 14:23 - Positive beliefs for sales success during the end of the year 16:40 - Embracing continuous learning and building trust with customers 17:36 - Confidence in oneself and the offering 20:17 - The gift of prospecting and filling up the calendar 22:50 - Creating a qualification list for ideal clients 23:48 - Qualification criteria: pain, investment, and decision-making process 26:43 - Importance of open and honest communication for building trust with clients 27:15 - Gathering information about clients' personalities and tailoring communication styles 29:13 - Utilizing previous connections and allies in organizations to build relationships 31:20 - The complexity of decision-making processes in sales Key Highlights   Challenges and opportunities faced by salespeople in the fourth quarter. The importance of continuous learning, especially in the fourth quarter, to prospect and fill the pipeline for the upcoming year. The significance of clarity and confidence in the sales process for both buyers and sellers. A well-outlined path builds trust and guides buyers through the process. Prospecting, creating a wish list for ideal clients, clarity and confidence in the sales process, and effective negotiation techniques are identified as the four gifts that can lead to sales success. =========================================   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   =========================================

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness.   Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnels. In this episode, Hannah dispels common myths and misconceptions surrounding revenue funnels, emphasizing the importance of aligning marketing and sales processes for a seamless buyer journey. Gain practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement.   Don't miss out on this episode packed with actionable strategies to enhance your revenue funnel mastery!   Timestamp  0:13 - Introduction and Defining the Revenue Funnel 2:40 - Critique of the Funnel Metaphor and Misconceptions  4:42 - Importance of Alignment and Behavior Change 8:19 - Steps for Building a Revenue Funnel and Commonalities 11:20 - Structuring the Revenue Funnel and Conclusion 12:20 - Sales and Marketing Integration, Targeting, and Fundamentals 22:34 - Final Insights and Metrics in the Revenue Funnel   Key Highlights   Integration of marketing and sales processes into a unified revenue funnel, reflecting the buyer's decision-making process. Misconception of separate funnels and handoffs between departments, highlighting how these hinder the buyer journey and create bottlenecks. Fundamental stages of awareness, consideration, decision, and post-purchase within the revenue funnel are underscored as essential components for success. The importance of continuously delivering value to customers and adapting to evolving buyer behaviors to ensure sustained success. Practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement to align with changing buyer behavior =========================================   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   =========================================  

Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there. In this episode, Daniel reveals the common misconceptions about marketing, emphasizing the importance of authentic and consistent engagement with your audience.    Tune in for a deep dive into the mindset of a successful marketer and discover why creativity and human connection will be more vital than ever in the evolving landscape.  Timestamps:   0:00:08 Marketing mindset and attitude with a focus on helping the audience. 0:04:08 Marketing consistency and millennial mindset. 0:11:31 Sales and marketing alignment, AI's role, and creativity's importance. 0:18:26 Marketing channels and their effectiveness. 0:22:14 Marketing, creativity, and success with Daniel Murray. Key highlights: Showing up consistently helps in building trust and staying top of mind for the audience. Authenticity builds a stronger connection with the audience and fosters trust. The level of content produced needs to be higher than before to break through the noise and grab the audience's attention. Adding a personal touch, being creative, and understanding the human aspect of marketing are essential for success. Building and maintaining an owned audience, such as through podcasts and newsletters, is powerful. Success is defined by continuous improvement and adaptability.  Facilitating interactions within a community, whether through events, webinars, or meetups, is a valuable aspect of marketing.  Video content is becoming increasingly important.  Competing against oneself and striving to be better each day is a powerful metric for success. =========================================   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 current state of chat GPT, its recent updates, and the game-changing features it brings to the table.   Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ledwein, the AI sales guy and Sandler trainer. He shares insights on the dynamic landscape of chat GPT, its latest features, and the transformative impact it can have on your sales process. Jordan discusses the rapid advancements in chat GPT, including its transition to GPT-4, partnerships with Microsoft, Bing integration for web crawling, and the introduction of DALL-E for image generation. Discover how these innovations reshape the sales landscape, providing salespeople with tools for enhanced research, customer insights, and more efficient processes.   Stay ahead in the world of AI-driven sales by tuning in to the full episode and unlocking the potential of chat GPT for a more productive and informed sales approach. Timestamps:   0:12 The current state of chat GPT with updates and growth. 2:05 AI enhancements for salespeople in 2023. 7:07 Using AI to enhance sales processes. 12:28 Using AI tools for sales meetings and follow-up. 16:49 Using AI to improve sales conversations. 21:31 AI in sales with Jordan Ledwein Sandler. Key highlights:   In the rapidly evolving landscape of AI and sales technology, staying informed and adapting to changes is crucial. Partnerships, such as Microsoft and open AI, leading to the integration of features like web crawling with Bing and image generation with DALL-E. AI as a supportive tool to enhance decision-making rather than replacing human involvement entirely. Salespeople's Ideal Attitude: The ideal attitude for salespeople in adopting AI is described as being a continuous learner. AI for industry research, analyzing buyer profiles, and streamlining meeting follow-ups through automated note-taking. Using AI to enhance weaknesses and supplement human skills. Custom instructions in chat GPT are highlighted, allowing users to provide context about themselves and their goals. AI can help in generating content quickly and efficiently. =========================================   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   =========================================

Join Mike Montague and Louie Gravance as they dive into the secrets of making customer service a superpower. Louie, a longtime Walt Disney Company employee with over 25 years of experience at the Disney Institute in Orlando, Florida, shares insights from his distinguished career in designing live experiences. Tune in as they discuss the transformative nature of service, the importance of exceeding customer expectations, and the power of creating moments of spontaneity. Don't miss this episode filled with valuable lessons from Louie's book, "Service is a Superpower: Lessons Learned in the Magic Kingdom." Join us on March 20th at the Sandler Summit for more insights. Tickets are available at sandler.com/summit.  Tune in now and discover how to make customer service your superpower!    Timestamps: 0:00:12 Making customer service a superpower through improv and spontaneity. 0:07:51 Sales techniques and the importance of listening. 0:11:56 Creating emotional connections with customers through storytelling and branding. 0:19:19 The impact of a sales training organization. 0:23:36 Customer expectations and Disney magic. 0:30:46 Customer service and leadership insights.   Key highlights: Service is not just performative; it is transformative. All service is performative; there's no business but show business. Cataloging successful interactions creates the illusion of spontaneity. Understanding clients' emotional connections to the brand or product is vital. Bringing theatrical elements into the business world creates memorable experiences. Clients will always find what they're looking for; set positive expectations. Understand the audience (clients) and what they need in the "show." Acknowledging and learning from mistakes contributes to personal and professional growth. You can build, dream, design, and create the most fantastic place in the world, but it takes people to make that dream a reality." The reciprocal relationship: making the company stronger benefits the client as well. Service goes beyond creating memories; it leaves a lasting impact on individuals and organizations.   ========================================= 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   =========================================  

Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Denser as she unveils the leadership and teamwork lessons drawn from this remarkable expedition.    Embrace the mindset of transparency, trust, and continuous learning that fuels success both on the mountainside and in the corporate realm. Join Mike Montague and Claudia Denser in an engaging conversation where they explore the intricacies of overcoming challenges, fostering resilience, and uncovering beauty amidst adversity. Tune in to this enlightening episode for a deeper understanding of personal growth and leadership insights.    Don't miss out on this empowering conversation—listen now!  Timestamps:   0:00:14 Climbing Mount Kilimanjaro and leadership lessons. 0:03:56 Physical and mental challenges of climbing Mount Kilimanjaro and running ultra marathons. 0:09:12 Climbing Mount Kilimanjaro and its challenges. 0:13:54 Trust, communication, and relationships during a mountain climbing expedition. 0:18:35 Communication, teamwork, and success on Mount Kilimanjaro. 0:22:53 Leadership, growth, and success with a climber of Mount Kilimanjaro. Key highlights:   Success is linked to a mindset of continuous learning and openness to new experiences. In challenging situations, transparency and open communication are crucial. Trust is essential in any team or expedition. Trusting the leader's guidance is crucial for success. Avoid a closed mindset, as it can hinder progress and problem-solving. Success often depends on the strength of the team and the support system. Perseverance is key in both personal and professional challenges. A leader's role is not just to give orders but to facilitate the success of the entire team. Challenges and difficulties often lead to valuable lessons and personal growth. Lessons learned from personal challenges, such as mountain climbing, can be applied to professional settings. Success is often a collective effort. =========================================   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 future of sales leadership! Join the conversation on deal coaching with Troy Kanter.   Dive into the challenges faced by sales leaders and the common mistakes in deal coaching. Learn why meaningful and timely feedback is the key to success. Explore the need for a structured approach, as Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Octus IQ's contributions, bring data-driven insights into deal coaching. Gain insights into the ideal attitudes for deal coaching, finding the balance between nurturing sales reps and maintaining objectivity. Uncover the behavioral aspects of coaching with recommended weekly rhythms for one-on-one sessions. Caner introduces seven critical questions that revolutionize deal coaching, from identifying the buyer to evaluating the value in the sales process. Learn the importance of reps self-assessing and holding themselves accountable.   Don't miss out on this opportunity to enhance your sales leadership skills! Tune in to our podcast for practical advice and insights into improving de Timestamps:   00:01:11 Deal coaching is the most underdeveloped management skill in sales leadership. 00:05:00 Emphasizing the impact of deal coaching on a sales team's development and organizational success. 00:07:04 Sales is a conversation between adults to uncover the truth. 00:08:28 Behavior part of deal coaching, including the suggested frequency and cadence. 00:10:29 Challenges of sales managers spending too much time on non-deal coaching activities and the need for a shift in focus. 00:11:52 Importance of spending 80% of the time on strategic deal coaching for sales managers. 00:16:00 The future of selling highlights the importance of creating value through human connection, empathy, and meaningful conversations that AI cannot replicate. 00:18:23 Addressing the role of sales managers in coaching and teaching reps who may not be ready to execute the plays. 00:22:47 The importance of distinguishing between deals based on confidence scores for effective decision-making. 00:24:51 The potential for Deal IQ to drive adoption and accelerate value in sales organizations. Key highlights:   Deal coaching is highlighted as a critical but often underdeveloped skill in sales leadership. Unstructured and subjective methods are common pitfalls in deal coaching. There is a need for a structured approach to deal with coaching. Lack of a structured approach can lead to downstream problems in forecasting and pipeline management. The ideal attitude for deal coaching involves a balance between nurturing and developing sales reps while maintaining objectivity. Seven Critical Questions for Effective Deal Coaching Sales reps are encouraged to self-assess and hold themselves accountable by thoroughly addressing the seven critical questions. Providing timely and meaningful feedback is highlighted as impactful in shaping successful sales teams. =========================================   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 Discover the power of emotional relevance with Mike Montague and Alon Zaibert!    Join them as they delve into the art of creating memorable emotional anchors in client interactions, emphasizing its significance in building trust and strong relationships. Join the conversation that explores the future of sales in a tech-driven world and gain practical strategies for standing out. Uncover the secrets to cultivating lasting connections, navigating potential pitfalls, and mastering the art of emotional intelligence.    Don't miss out on practical strategies for incorporating emotional relevance in sales calls – it's the key to standing out in the modern business landscape! Timestamps:   0:00:16 Emotional relevance in sales and client relationships. 0:05:18 AI's impact on sales and the importance of emotional relevance. 0:09:52 Emotional relevance in marketing and customer relationships. 0:14:46 Emotional relevance in sales calls. 0:21:30 Sales pitches and emotional relevance. 0:26:17 Emotional relevance in marketing and personal connections. 0:31:02 Emotional relevance and personal growth. Key highlights:   Understand the difference between emotional relevance and emotional intelligence. Actively create emotional experiences during client interactions.  Establishing a strong relationship with clients is crucial for success in complex and lengthy sales cycles. Recognize the potential negative impact of emotional relevance. Consider creating a metric or assessment tool to measure the emotional connection in relationships. Encourage openness and trust in sales calls by starting with personal sharing.  Focus on building and cultivating relationships rather than just pursuing sales opportunities.  Allow yourself to be vulnerable in interactions. Strive to create positive, memorable experiences that contribute to a client's overall positive perception of your brand or service. Whenever possible, aim for face-to-face interactions to enhance the emotional connection. =========================================   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   =========================================