How to Succeed Podcast

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 =========================================

Sales expert Ken Guest shares his top tips for pipeline management, including putting only qualified deals in the pipeline, removing unlikely deals, using the 'five lenses of pipeline management,' and the importance of honesty and follow-ups. The podcast also covers strategies for dealing with ghosting, understanding changing situations, defining success, and the impact of decision makers on pipeline management. Don't miss this informative discussion on closing more deals!

Learn the key factors to succeed on video calls, the benefits of being on video during calls, the power of video calls for human connection, defining success and overcoming challenges, finding joy and meaning in work, understanding the misconception of finding your passion.

#sandler #sandlerworldwide Welcome to the world of social media mastery with Shaily Hakimian. Discover the secrets to success in the ever-evolving landscape of digital marketing and building genuine connections online. This episode is packed with valuable insights and actionable tips from a true expert, whether you're an aspiring influencer, a budding entrepreneur, or simply curious about the dynamics of online engagement. Don't miss out on this exhilarating episode that promises to transform your social media game and equip you with the skills needed to shine in the digital spotlight. Tune in, take notes, and let's level up together! Timestamps: 0:00:00 Social media success and misconceptions. 0:02:28 Personal branding and LinkedIn optimization for business success. 0:05:20 Using social media for sales and marketing. 0:10:32 Social media marketing strategies for salespeople. 0:13:37 Social media content creation and scheduling tools. 0:18:36 Effective social media strategies and overcoming self-doubt. 0:21:18 Success, failure, and growth in social media marketing. Key highlights: Posting consistently and providing valuable insights and information to your audience is more effective than bombarding them with frequent but low-quality content. Your online presence should reflect your expertise, passion for your job, and the value you can provide to your audience. Social media can help you build trust and relationships with your audience before even getting on a call with them. Consistency helps keep you top of mind with your audience. While automation tools can be helpful, they shouldn't replace the human touch and authenticity in your content. Start your content with a hook that grabs your audience's attention and answers the "What's in it for me?" question. Understanding your audience's needs and pain points is key. Success means different things to different people and can evolve over time. Focus on finding the right fit clients rather than trying to grow her business exponentially ========================================= 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 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. Timestamps: 0:00:00 Collaborative learning in sales training. 0:02:03 Modern adult learning concepts and techniques. 0:07:42 Sales training and information retention. 0:12:37 Sales techniques and collaborative learning. 0:16:01 Sales training and collaborative learning. 0:20:55 Sales development, growth, and collaboration. Key highlights: Collaborative learning, where learners actively engage with each other and facilitators, is essential for effective adult education. Modern adult learning focuses on experiential learning, application in real-world contexts, and active engagement with the material. Engagement, humor, and excitement in learning environments can trigger better memory retention and make the learning process more effective. Sometimes, a single impactful lesson or insight can be worth more than a comprehensive program. Sales is ultimately a conversation between adults to uncover the truth. Honest and open communication is fundamental to successful sales. Learning should focus on acquiring and applying skills, not just accumulating knowledge. Maintaining an appropriate balance of energy in learning sessions is crucial. ========================================= 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 Step into a world of insights with Bob Bolak, a seasoned networking expert, and explore the keys to thriving in the trade show arena. Discover how to turn every event into a platform for building lasting connections and boosting your business prospects. In this illuminating conversation, we delve into the power of setting clear goals, using proven conversation frameworks, and immediate follow-up to ensure your networking success. Are you ready to revolutionize your trade show networking game? Dive in now and let's make every event a springboard to your success journey! Timestamps: 0:00:15 Networking and trade shows for introverted professionals. 0:03:37 Networking and trade show mindset and strategies. 0:08:13 Sales techniques and networking strategies. 0:10:33 Networking strategies for sales professionals. 0:15:08 Networking strategies at trade shows. 0:17:40 Networking techniques and follow-up strategies. 0:23:31 Networking techniques at a conference. 0:26:45 Success, failure, and Sandler techniques with a sales leader. Key highlights: Approach trade shows and networking events with a mindset focused on building relationships rather than immediate sales. Having quantifiable goals helps measure success. Employ conversation frameworks to initiate discussions effectively. Engage with different types of people, whether they are extroverted or introverted, and make efforts to connect with those who may be more reserved. After meeting someone at a trade show, connect with them on LinkedIn or follow up promptly. After the event, assess your performance, evaluate the effectiveness of your conversations, and make necessary adjustments to your networking strategy for future events. Paid events may attract more qualified attendees and demonstrate your commitment to networking. Be adaptable in your networking approach. ========================================= 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 =========================================

Uncover the secrets to impactful public speaking! Discover the art of becoming an effective communicator in business and personal growth. Join Mike Montague and Grant Baldwin of Speaker Lab as they unravel the essentials of powerful speaking techniques, from presentation preparation to landing speaking gigs. They highlight the significance of engaging and resonating with the audience through an authentic, adaptable, and well-prepared presentation, emphasizing the importance of both structure and flexibility in successful public speaking. Don't miss this insightful conversation offering valuable insights into the multifaceted benefits of public speaking! Timestamps: 0:00:17 Speaking as a business and growing a career in public speaking. 0:03:03 Public speaking as a business development tool. 0:05:27 Public speaking skills and preparation. 0:10:55 Developing public speaking skills and debunking myths. 0:13:42 Public speaking preparation and scripting. 0:19:34 Speaking engagements and how to land paid gigs. 0:22:30 Finding and acquiring paid speaking gigs. 0:25:10 Public speaking techniques and tips. 0:30:16 Storytelling and connecting with audiences through personal experiences. 0:33:06 Speaking, entrepreneurship, and personal growth with Grant Baldwin. Key highlights: Effective public speaking necessitates balanced preparation between scripting for organization and an organic approach without verbatim memorization. Adapting the content to audience needs and making real-time adjustments based on audience reactions are crucial for engagement and connection. The "SPEAK" framework involves selecting a problem to solve, preparing the talk, establishing expertise, acquiring speaking gigs, and understanding when to scale. Clear goals drive the call-to-action at the end of speeches, whether aimed at obtaining more speaking opportunities or generating clients. Authenticity is key for speakers, encouraging them to be themselves while balancing structure and spontaneity in speech preparation and delivery. Having a structured speech with strong openings, key moments in the middle, and compelling closings aids in time management and allows for adjustments during the speech. ========================================= 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 =========================================

Dive into this enlightening podcast discussion featuring Nick Gray, the mastermind behind successful event hosting. Uncover the secrets to creating meaningful connections through gatherings and learn why hosting your own events can be a game-changer for your career and relationships. Join us on this journey to event success and discover how structured approaches, two-hour time limits, and social proof can transform your networking game. Let's make every event a stepping stone to success! Timestamps: 0:00:00 Hosting successful networking events. 0:04:19 Event planning and guest engagement strategies. 0:07:28 Networking events and name tags. 0:11:28 Party planning and social dynamics. 0:15:27 Hosting networking events for business growth. Key highlights: Hosting events can be a powerful way to grow your career, make valuable connections, and even boost sales. Strategies like confirming attendees in advance and using a core group of trusted friends to ensure a successful turnout. Designing events that cater to various personality types can make them more enjoyable and productive. A structured approach to hosting events, including using name tags for everyone and implementing icebreakers to facilitate conversations. Setting a strict two-hour time limit for events, especially during the workweek, can make it more likely that people will attend and ensure that the event ends on a high note. The key is to make hosting a habit to continually expand your network. Sharing photos and updates from your events on social media can serve as social proof and attract more attendees to future gatherings. Success, according to Nick Gray, is having the freedom to work on what you want when you want and being in control of your time and schedule. ========================================= Make sure to follow Nick Gray: Nick Gray's Personal Website Read these articles and become the life of the party: Party Times: Start, End, & Best Times Icebreaker Name Tags: Examples and How to Do It RIGHT How to Host an Event: Parties & Networking Where to Throw a Party? Ideas and Venues for 2023 Icebreaker Activities for Your Next Event 7 Small Trade Show Booth Ideas for 2023 How to Introduce Two People via Email: Sample Scripts ========================================= 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 =========================================