Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling.   Get the new Sandler Book at: https://shop.sandler.com/books/gold-medal-selling    In this episode: Best attitude, behavior, and technique to Succeed at Gold Medal Selling Train to sell the way Olympians train to compete Belief in affirmations takes time and training Check-in on your goals and update them Create a vision board You need a monthly, weekly, and daily plan to reach your goal Do the behaviors you commit to every day Take control of the sales process Remember you’re not always going to like all your tasks all the time Keep pushing past your comfort zone to do things differently for different results Get the new Sandler Book at: https://shop.sandler.com/books/gold-medal-selling  The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!  

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More.   Find Mark at https://markgoulston.com/   Find his book Just Listen at https://www.amazon.com/gp/product/0814436471/   In this episode: Best attitude, behavior, and technique on How to Succeed at Selling More by Listening More Listen without memory or desire People want to choose to buy, not feel pushed to buy The Miracle on 34th Street strategy To sell more never answer a question in your first conversation Notice when the prospect uses emotionally charged language and ask them to tell you more about that Compelling vs Convincing Mark’s definition of success The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Oksana Esberard, author of Next Level You and mental health advocate, on How to Succeed and Stay Mentally Healthy.   Find Oksana at https://www.sattva.me/   Get her book at https://www.amazon.com/Next-Level-You-transformed-mindfulness-ebook/dp/B082DJCF3H/    In this episode: Best attitude, behavior, and technique on How to Succeed and Stay Mentally Healthy You don’t have to trade your health for success Mindfulness and wellbeing defined The first step is to be aware of your stress Sit in stillness and silence to reset between tasks Prioritize your sleep to improve your productivity What are you actually doing to improve your mental health? How often? Schedule your mental health activities or you won’t do them What you eat and drink has a huge impact on how you feel and work The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Mark Hayward on How to Succeed at Having a Side Hustle.   Find Mark and his podcast at https://absolutebusinessmindset.com/    In this episode: Best attitude, behavior, and technique on How to Succeed at at Having a Side Hustle What is active fundraising? Who this episode is for You don’t have to go “all in” you can dip your toe in the water Your side hustle evolves over time A humble attitude is great to start with Play the long game Get your tools and techniques in place before you launch Do something you enjoy Just get started Mark’s favorite quote The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Gleb Tsipursky on How to Succeed at Avoiding Business Disaster.   Find Gleb at: https://disasteravoidanceexperts.com/   Find his best-selling book at: https://disasteravoidanceexperts.com/nevergut/    In this episode: “Go with your gut,” can get you into big trouble Beware of your cognitive biases Hire diverse thinkers The data is objective, your interpretation of it isn’t Use the data to guide your actions and be open to change as the data changes The normalcy bias can negatively impact your view of the future Five questions to avoid decision disasters in your daily life Eight steps to make the best decisions possible The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Dave Tuttle, VP of Enterprise Sales at ZipRecruiter,  on How to Succeed at Leading a Remote Sales Team.   Find ZipRecruiter at https://www.ziprecruiter.com/    Find Dave at https://www.linkedin.com/in/davetuttle/    In this episode: Best attitude, behavior, and technique to Succeed at Leading a Remote Sales Team Start with your culture Set up your meeting for all participants to be interactive Use something like Salesforce to manage and measure expectations without micro-managing Hiring the right person is even more important now Biggest obstacle Dave had to overcome Play by the rules, but be ferocious The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague Interviews Magda Khalifa on How to Succeed when the Odds are Stacked Against You.   Find Magda at: https://magdakhalifa.com/ Get her best-selling book: https://www.amazon.com/American-DREAM-Discipline-Resilience-Adaptability-ebook/dp/B07YVPV24P Learn more about The Freedom Triangle: https://thefreedomtriangle.com/    In this episode: Best attitude, behavior, and technique to succeed when the odds are stacked against you Find the root cause of your unhappiness When you feel stuck, write your thoughts down Successful people are focused The freedom triangle is time, health, and mind freedom Success is improving yourself incrementally from the person you once were The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Ray Setter on How to Succeed at Customer Service.   Find Ray on LinkedIn here: https://www.linkedin.com/in/ray-setter-6a550a146/   In this episode: The best attitude, behavior, and technique for How to Succeed at Customer Service What do we mean by customer service? The only reason you’re in business is your customers It’s about solving problems A positive attitude doesn’t guarantee a sale The first rule of life is to have a good time Be ready to take care of the customer right now Do your difficult tasks early Ask questions Don’t speak just to fill the silence Figure out your customer's DISC and adapt to it Don’t pounce It’s ok to fail The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Brian Jackson on How to Succeed at Active Fundraising.   In this episode: Best attitude, behavior, and technique on How to Succeed at Active Fundraising. What is active fundraising? Why it’s important to not take a “no” personally What your parents taught you about money could be hurting you Beyond making your calls The purpose of what you’re doing is to get paid Use bracketing, round numbers, and third party stories Create a playbook for your fundraisers Brian’s favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Nigel Dunand, Sandler trainer from the UK, on How to Succeed at Putting Yourself First.   Are you feeling a second wave of anxiety or frustration coming from the prolonged pandemic?   In this episode: Best attitude, behavior, and technique to Succeed at Putting Yourself First Put your mask on first How can you deal with big problems, like COVID, in a sustainable way? What energizes and de-energizes you? What can you do differently to have more things energize you? Don’t do one thing for too long Give yourself permission to work less Take care of yourself now (during COVID) so you can stay healthy for the future Beware of creating new, bad habits during this difficult time The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

Mike Montague Interviews Laura Janusik on How to Succeed at Listening intelligence.   Find Laura at: http://listeningtochange.com/   In this episode: Best attitude, behavior, and technique to succeed at listening intelligence The cognitive and behavioral components of listening Listen like everyone has the answer but you Good and bad active listening behaviors The four different ways of listening Adjust your listening style to fit the person you are speaking with The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!  

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Rich Isaac on How to Succeed at Understanding the Decision Making Process. Best attitude, behavior, and technique on How to Succeed in Understanding the Decision Making Process Fear of asking who makes the decisions could lead to some dangerous assumptions Do a mini-submarine early in the process What NOT to ask about “decision-makers” You may have to help them create a decision-making process Is there something you can insert in the process that makes you stand out? A math equation for decision making power Favorite Sandler Rules for How to Succeed at Understanding the Decision Making Process The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!  

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Dr. Benjamin Hardy on How to Succeed at Understanding Your Personality.   In this episode: Best attitude, behavior, and technique on How to Succeed at Understanding Your Personality Personality changes over time Are personality tests valid? Although we’ve changed in the past, we tend to think we’ll remain the same in the future Why it’s important to know who you WANT to be Beware the Fundamental Attribution Error Your personality is not innate and unchangeable Predictors of your personality Your goals should shape your personality Why you should tell people your goals How personality tests can give you a fixed mindset Traumatic memories can stunt your growth – and how to change that Success is being who you planned to be -Dr. Benjamin Hardy has a PhD in Organizational Psychology -He’s the bestselling author of Willpower Doesn’t Work -His website gets hundreds of thousands of views monthly -From 2015-2018, he was the #1 writer in the world on Medium.com -His blogs have been read by over 100 million people and are published everywhere -He grew his email list to almost 400,000 in 3 years without using paid ads -He and his wife adopted 3 kids from the foster system; a month later, his wife Lauren became pregnant with twins, giving birth to daughters - all within 2018.    He has a new, controversial and mind-blowing book coming out: Personality Isn’t Permanent, (Portfolio; on sale 6/16/2020). This book:   Debunks the most pervasive myths about personality Explains why personality tests like Myers-Briggs and Enneagram are non-scientific, harmful, and lead people to mediocrity Reveals how past traumas negatively shape personality, and how-to re-frame those traumas and change your memories and identity narrative And tons more… The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague Interviews Bill Cates on How to Succeed with Radical Relevance. Find Bill Cates online at https://referralcoach.com/    In this episode: Best attitude, behavior/technique to Succeed at Radical Relevance Meet people in favorable circumstances There are 17 principles of Radical Relevance Narrow your market to reach your target audience Start small and THEN go bigger Lead with value by putting others first Be relevant or be forgotten Success is abundance with balance Find Bill's book, Radical Relevance, on Amazon here: https://www.amazon.com/Radical-Relevance-Sharpen-Marketing-Message/dp/1888970022  The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!  

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Clint Babcock on his new book and How to Succeed at Negotiating from the Inside Out.   Get the new Sandler book at https://shop.sandler.com/category/books or Amazon for the Kindle version!   In this episode: Best attitude, behavior, and technique on How to Succeed at Negotiating from the Inside Out What type of negotiating is best in the digital space? What kind of negotiator are you? How to not give too much away during a negotiation Do not make a concession – especially not margins - right away Use the negotiation matrix and pie negotiations The three steps of negotiating When to use BATNA Clint’s favorite Sandler Rule for negotiating from the inside out Who the book is for Get the new Sandler book at: https://shop.sandler.com/category/books or Amazon for the Kindle version! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution.   In this episode: Best attitude, behavior, and technique to Succeed at Vision-Based Execution Have a clear plan for your future The three parts of your brain The goal is your what and the vision is your why Vision boards help bring clarity Commit to your goal Your vision board isn’t just about your future, it’s also about the journey Tell others about your goals for accountability and support The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.   In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You need a new upfront contract The rule of three-plus How to play hot potato It’s just data The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process.   In this episode: Best attitude, behavior, and technique on How to Succeed at Using Body Language in the Sales Process We communicate in three ways: body language, tonality, and words Body language can even come across through the phone Pay even more attention to your body language for first impressions Something as simple as smiling and nodding can make a big difference Don’t hide your hands or your face (sunglasses, hat, hair) while talking with a prospect Why and how to do the Superman/Wonder Woman pose before a big meeting Deep breathing and positive affirmations Why you should be aware of your prospect’s feet Doug’s favorite Sandler rule for body language The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews George McGehrin on How to Succeed at Finding a New Job. George is the president of the McGehrin Group, an executive headhunter and recruiting firm.   Find them online at: https://www.mcgehringroup.com/  Connect with George at: https://www.linkedin.com/in/gmcgehrin/    In this episode: Best attitude, behavior, and technique on How to Succeed at Finding a New Job. In this COVID-19 unemployment rate, attitude is more important than ever You are probably making what you think you’re worth If you aren’t getting the salary or position you want at your current company, are you staying there too long? Those who prepare the most get the most offers Do you prepare 15-20 hours for a high-level interview? Know the problems the organization is trying to solve The unbelievably low rate of getting a position by applying online Network and keep track of your math to get your new position How little time you have to convince someone to interview you Customize your resume to their pain points How George defines success now Activity breeds activity The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.   Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell   Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Episode 400 features Mike Montague interviewing Todd Herman, author of The Alter Ego Effect, on How to Succeed at Embracing Your Alter Ego. You can also get the audiobook and Kindle version of his book on Amazon here: https://www.amazon.com/Alter-Ego-Effect-Identities-Transform-ebook/dp/B075WPWMSK   In this episode: Why embrace your alter ego? Even Superman needed an alter ego Specializing on one thing may hurt you How playfulness, discovery, and curiosity can help you How to use totems and artifacts to activate enclothed cognition Don’t fake it ‘till you make it, do this instead How many alter egos should you have? How to turn your alter egos on and off The hardest part of using alter egos Don’t wear the labels of others How Todd defines success A big hurdle Todd had to overcome Favorite rule to live by Find Todd Herman, The Alter Ego Effect, and get the audiobook and Kindle version of his book on Amazon here: https://www.amazon.com/Alter-Ego-Effect-Identities-Transform-ebook/dp/B075WPWMSK The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Jason Caywood, Sandler trainer from Salt Lake City, on How to Succeed at Understanding IR Theory.   In this episode: Best attitude, behavior, and technique on How to Succeed at Understanding IR Theory If you don’t get IR theory right, here are the consequences What is IR theory? How to create positive attitudes regarding your IR How comparisons impact your IR What can we do to separate our Identity from our Role? Listen to your self-talk Meet people where they are How Jason defines success The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople   In this episode: Best attitude, behavior, and technique for How to Succeed at Three Hidden Traits of Successful Salespeople Hidden trait number one: Patience What is patience? Hidden trait number two: Empathy Hidden trait number three: Being Skeptical How to put all three traits together Clint’s favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Sandra Crozier-McKee on How to Succeed at Emotional Intelligence   In this episode: Quick takeaways: Best attitude, behavior, and technique for How to Succeed at Emotional Intelligence What is emotional intelligence? Good and bad attitudes regarding EQ What to do with your emotions and the emotions of your clients Develop new neural pathways We have an obligation to be aware of the emotion we bring to sales Is EQ more important than IQ? Sandra’s favorite Sandler rule and quote The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Terri Trespicio on How to Succeed at Finding Your Voice and Your Audience Terri Trespicio is an award-winning writer, speaker, and brand advisor, and works with individuals and organizations to help nail their messaging and engage clients, customers, and fans. Her TEDx talk, “Stop Searching for Your Passion,” has earned more than 4 million views. She was recently named by Hubspot as one of the “Top 15 female speakers who are killing it” (she came in at #2—Oprah was #8), and cited as one of the world’s leading creatives by Creative Boom magazine. Find Terri at: https://territrespicio.com/ In this episode: What does it mean to find your voice and you audience? Speak to them, not about you Your platform is the body, your message is the soul Do you start with your message or the people you want to serve? Either spark a connection or compel action A thought leader changes the way you think about your work How to start finding your voice and your audience Find their assumptions and challenge them What’s at stake? Show expertise by having an opinion about what you do There is nothing new, but say it in a new and surprising way Best attitude, behavior, and technique for How to Succeed at Finding Your Voice and Your Audience Find Terri at: https://territrespicio.com/ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Mike Montague interviews Sandler trainer, Bill Morrison, on How to Succeed at Remote Training with your sales team. In this episode: Best attitude, behavior, and technique on How to Succeed at Remote Training Remote training is not just doing your regular training online Get clear on where your people are now, and where you want them to be Remote learning is about helping people change The difference between knowledge transfer presentations and real training Make it relevant and participatory Train the leader first After the training, you have to practice and then follow up Don’t be afraid of accountability Bill’s definition of success Bill’s favorite rule – never try to lose on a surface pain The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell  Don't forget to subscribe and leave us a 5-star review in iTunes!