How to Succeed Podcast

Sandler Training

The How to Succeed Podcast is the show that helps to get to the top and stay there! It is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information on Sandler Training, visit www.sandler.com/sell.

How to Succeed at Sandler Rule #5 - Never answer an unasked question
Trailer 3 min 50 sec

All Episodes

Mike Montague interviews Kevin Hallenbeck on How to Succeed at Sales Certification.   In this episode: The best attitude, behavior, and technique on how to succeed at sales certification What sales certification means and what value it has The three levels of certification Why having your people get certified, instead of just “trained,” leads to better results How important is the certification to you and your team? Success defined Favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Nov 29

20 min 24 sec

Mike Montague interviews Danny Wood, Sandler trainer from New Jersey on How to Succeed at Burning Bridges. Learn how to get from where you are to where you want to be by getting committed and become the person you need to be to reach your goals.   In this episode: The best attitude, behavior, and technique on how to succeed at burning bridges This kind of burning your bridges is NOT about relationships Burn bridges that are holding you back Don’t put all your eggs in one basket Embrace risk Don’t take “Hopeium” Are you an “at leaster”? Have no guts, no gains moments each day Set goals Journal Use reminders Don’t look at what you’re achieving, but what you’re becoming Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Nov 22

25 min 16 sec

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World. The urgent need for corporations to address bias and subtle, often unintentional, discrimination has become apparent. Live in Their World is committed to addressing incivility and demographic-based bias, such as that related to race/ethnicity and gender, to help create workplaces that are more respectful for all.   Find Robin and her VR training organization at: https://www.liveintheirworld.com/    In this episode: The best attitude, behavior, and technique on how to succeed at living in their world Look at the situation through your client’s eyes Show respect for what the client gives or has given you Favorite questions to get to understand someone’s world Use roleplays, but remember to receive in the other person’s feet How Robin describes success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Nov 15

24 min 33 sec

Mike Montague interviews Mike Crandall, Sandler trainer from Oklahoma, on How to Succeed at Understanding Motivation. Mike is the author of Motivational Management the Sandler Way.    Get the book on Amazon or the Sandler Shop: https://shop.sandler.com/books/motivational-management-sandler-way    In this episode: The best attitude, behavior, and technique on how to succeed at understanding motivation Practice an attitude of understanding Your motivation may be totally different than someone else’s motivation Truly seek to understand the other person’s motivation A lot of people’s motivations have changed due to Covid How to navigate working in the office again There’s never been a better time to try something new Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Nov 8

22 min 57 sec

Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.    Get the book on Amazon at: https://www.amazon.com/21st-Century-Prospecting-Authoritative-Development/dp/1737010267/    In this episode: The best attitude, behavior, and technique on how to succeed at 21st-century prospecting How to find the sweet spot between pushing too hard and never asking for the sale Technology is your accelerator, not your differentiator Brevity is your friend in digital communications End your call to action with a question mark Is “liking” someone’s content a prospecting strategy? Use third party stories Ask clarifying questions Don’t take too long to set up a call or an appointment Take 8 seconds to sell a 3 - 5 minute conversation Use a business edge tone of voice Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Nov 1

30 min 36 sec

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management.   Find Sharina and her game-changing sustainable plastics at https://utopiaplastix.com/.    In this episode: The best attitude, behavior, and technique on how to succeed at supply chain management Are you proactive or reactive? You can address global issues with a local initiative Start with where you get your product, could it be local? Identify the problem and where you want to be Sharina’s definition of success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Oct 25

25 min 49 sec

Mike Montague interviews Cal Thomas on How to Succeed at Hiring in a Tight Labor Market.   In this episode: The best attitude, behavior, and technique on how to succeed at hiring in a tight labor market Have a plan and actively execute it Thoughts become things 10% of your time should be in recruiting mode Hire slowly, fire quickly You need a pipeline Use the S.E.A.R.C.H. model Create a diverse team Use behavioral interviews Ask your employees to help you recruit new employees Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Oct 18

20 min 49 sec

Mike Montague interviews Rebecca Heiss on How to Succeed at Fearing Less. The scariest thing is living a life full of fear. That’s not living. That’s relying on fear-based instinct to make choices for us. Rebecca has dedicated her life to pushing back on those instincts and leaning into the discomfort. Rebecca Heiss is a speaker and author of Instinct. Find her at https://rebeccaheiss.com/.    In this episode: The best attitude, behavior and technique on how to succeed at fearing less Biology and psychology conspire to make us more fearful People actually cheer us on when we push past our fear Fear feels real at the moment - we have to determine if it is real Change your feeling of fear to a feeling of excitement The placebo effect is real Slow your breath Distract yourself Start with a small step Seven instincts hold us back Rebecca’s definition of success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Oct 11

21 min 50 sec

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. Mike and Dan collaborated on a new free course in Hubspot Academy called Selling in a Hybrid World.   You can take the course by enrolling at https://www.sandler.com/hybridselling.    Dan Tyre is author of Inbound Organization and was employee #6 and the first salesperson at Hubspot. Outside of HubSpot, Dan leverages his 42 years of multidisciplinary business experience in sales, marketing, and service to help scale fast-growing companies and coach those that want to harness the power of Inbound Marketing to improve their bottom line.    In this episode: The best attitude, behavior, and technique on how to succeed at selling in a hybrid world Determine what will be done digitally and what won’t Be a helper Contact prospects multiple times in multiple ways Listen, don’t talk Stand up more and sit less Prep and debrief the call Don’t stack Zoom calls without prep and debrief time in between   Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Oct 4

26 min 58 sec

Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. Get ready to learn how to silence your inner critic and lead and sell with confidence.  Find Kris at https://www.kriskelso.com/ Find the book at https://www.overcomingtheimpostor.com/ In this episode: The best attitude, behavior and technique on how to succeed at overcoming the imposter The imposter syndrome defined We all figure it out as we go Use the feelings of insecurity and fear as a sign you are working on something big How to take away the fear of being exposed How to reframe negative feelings to positive ones The definition of success for Kris Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Sep 27

28 min 10 sec

Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive.   In this episode: The best attitude, behavior, and technique on how to succeed at being assertive There’s a balance between being too assertive and too “nice” Transactional analysis allows us to read where our client is I want it, but I don’t need it Record and practice, practice, practice Have a vision and goals for the short term as well as the long term Use softening statements Be firm enough to let your client’s experience their pain It starts with yourself Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Sep 20

23 min 5 sec

Mike Montague interviews Jennifer Crow on How to Succeed at Stopping Human Trafficking in Africa. Jennifer is one of our non-profit scholarship award winners from Oklahoma, and she works to stop human trafficking worldwide with special emphasis in Africa.   Learn more about her and her mission at https://beautifuldream.tv/   In this episode: The best attitude, behavior, and technique on how to succeed at stopping human trafficking in Africa The story of human trafficking in Africa, Oklahoma, and around the world How Jennifer’s team uses Sandler techniques to stop human trafficking How traffickers manipulate their victims How the I/R theory can help What you can do to help Make it about them Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Sep 13

29 min 33 sec

Mike Montague interviews Sophia Stone on How to Succeed at Experiential Learning. Sophia is the Learning Experience Designer at Sandler reimagining our sales training programs for the modern learner. Learn how to get the most out of your training and the most out of your team from our internal expert! In this episode: The best attitude, behavior, and technique on how to succeed at experiential learning Experiential learning defined The science says we learn better interactively and when it’s fun Knowledge transfer and crystalized intelligence doesn’t guarantee the use of that knowledge on the job Fluid intelligence allows you to take your knowledge and use it in new ways How to create an experiential learning situation Use peer learning The optimum length of time for training sessions There are multiple types of experiential learning How different generations like to learn Move towards personalization Help your learners take ownership Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Sep 6

27 min 20 sec

Dr. Alison Escalante is a Pediatrician, TEDx Speaker, and writer on a mission! Effective action under pressure is the theme of all her work. We live in a culture of criticism and anxiety the drains our joy and tells us all the things we should be doing. It’s a ShouldStorm! But, she have developed a clear 3-step method to help us as parents and as leaders. Parents can raise kids skillfully AND enjoy doing it! Find her at: https://theprimarycarer.com/  Mike Montague interviews Alison Escalante on How to Succeed Under Pressure.   In this episode: The best attitude, behavior, and technique on how to succeed under pressure. Too much pressure leads to deteriorating performance The pandemic has added to our pressure Don’t get caught in a “Shouldstorm” Sigh, see, and start The goal is to never start without sighing and seeing first Do it or don’t do it, but don’t waste time and energy worrying about not doing it Alison’s definition of success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!  

Aug 30

26 min 19 sec

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges. How do you keep selling when the warehouse is empty or there is not enough staff to deliver? How do you deliver bad news to prospects and clients when you have shipping delays or price increases?   In this episode: The best attitude, behavior, and technique on how to succeed through supply chain challenges Don’t jump right in to solve the problem People want to be heard and understood and you can do that for them Truly utilize active listening techniques - with every client in every situation Validate your client’s emotion in the situation Understand your own emotional triggers Prepare some responses that feel comfortable for you so you’re ready Solve the problem - even at a loss - to keep a lifelong customer Problems give you an opportunity to show how much you care How Emily defines success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Aug 23

29 min 13 sec

Mike Montague interviews Michael Gordon on How to Succeed at Improving Your Money Concept. Mike and Mike talk about how your beliefs around money affect your sales and career success and what helpful, positive beliefs around money sound like.   In this episode: The best attitude, behavior, and technique on how to succeed at improving your money concept What is your money concept? You’re making what you think you’re worth Changing your beliefs about money could double your income Can you articulate your attitudes and beliefs about money? Positive money concepts When you believe you’re worth more, you’ll start making more Buyer empathy can hurt you Help your client discover the cost of the problem Leave your child in the car You can’t lose something you never had Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Aug 16

22 min 58 sec

Mike Montague interviews Susan Sykes on How to Succeed at Taking a Day Off. Susan is a long-time Sandler trainer and co-author with Dave Hiatt of the newest Sandler book, Yes, You Can Take A Day Off. The book is designed to help entrepreneurs and small business owners set up their business' team, process, and structure so they can have a guilt-free day off!   Check out the new book on Amazon or the Sandler Shop! https://shop.sandler.com/books/you-can-take-a-day-off    In this episode: The best attitude, behavior and technique on how to succeed at having a day off How do I take a day off when there is so much to do? Three traps to avoid when growing your business You get to choose how big you want to get or if you want to be a solopreneur You can learn how to generate revenue There is a difference between sales and marketing Know your why and set goals Continually learn and improve yourself Develop your leadership compass A coach may be able to help you apply the ideas in the book Track leading indicators Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment! 

Aug 9

24 min 53 sec

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. Hamish is a Sandler trainer from Calgary, AB, Canada and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner. You can check out his books on Amazon or the Sandler Shop.   In this episode: The best attitude, behavior, and technique on how to succeed at trials and demos Don’t offer a demo if you don’t have to Know WHY you’re doing a trial or demo Real prospects will put skin in the game Set up the post demo appointment before you start the demo When to ask, “And who else?” Have a quick call with all decision-makers before the demo begins You may have to back off the demo and work on the terms first Hamish’s favorite Sandler concept     Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Aug 2

25 min 13 sec

Dr. Ruth Gotian is the Chief Learning Officer and Assistant Professor of Education in Anesthesiology and former Assistant Dean of Mentoring and Executive Director of the Mentoring Academy at Weill Cornell Medicine. She has been hailed by the journal Nature and Columbia University as an expert in mentoring and leadership development and is currently a contributor to Forbes and Psychology Today where she writes about ‘optimizing success’. She also has a weekly show and podcast by the same name where she gathers high achievers to talk about their journey to success. In 2021, she was one of 30 people worldwide to be named to the Thinkers50 Radar List, dubbed the Oscars of management thinking and is a semi-finalist for the Forbes 50 Over 50 list. Do a passion audit at www.ruthgotian.com/passionaudit Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement.   In this episode: The best attitude, behavior, and technique on how to succeed at high achievement What success is Do something important, not just interesting The four pillars of success Focus on what you’re good at AND have a passion for Develop a team of mentors Don’t ask anyone to be your mentor Find your North Star Ruth’s biggest lesson Remember PIE - Performance, Image, and Exposure Ruth’s favorite quote Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jul 26

22 min 14 sec

John Davis survived his biggest fear and went from being paralyzed to being a professional stuntman. At 22 years old John Davis' spine broke in half dashing his dreams of being a Stuntman, Fight Director, and Martial Artist. Doctors told him he may never walk again, and if he did he could never have a physical career. Using what he now calls the "Five F Formula," John Overcame the limiting beliefs of others and brought himself back. He went on to perform over four thousand live comedy sword fighting stunt shows all over the world including performing more than one hundred shows on the most remote bases in both Iraq and Afghanistan on six USO tours. He is known as the corporate action hero! Find John Davis at: https://www.corporateactionhero.com/  Get his book at: https://www.corporateactionhero.com/gift.html Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response. What can you learn from a comedy sword-fighting stuntman? Just listen...    In this episode: The best attitude, behavior, and technique on how to succeed at hacking the fear response The fear response and how it relates to sales Identify what your fear is Alleviate the fear in the sales cycle How to overcome your fear How to overcome your customer’s fear Meet them where they are Focus on the purpose of what you’re selling, not the money Get them to take action It’s not your sale, it’s theirs Your free gift John’s life-changing moment You only have the current moment John’s favorite quote Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jul 19

24 min 22 sec

Mike Montague interviews Janice Lintz on How to Succeed at Changing the World. Janice Schacter Lintz is a passionate, accomplished hearing loss consultant and advocate. She is well known and respected for her ability to assess situations, identify areas for improvement, recommend solutions, and implement programs that help organizations improve customer service and grow profits. Her ability to break down issues and do what is needed to affect change has earned her unprecedented access to business leaders, government officials, political leaders, and respected academians around the world.   Find Janice at: https://janicelintz.com/    Learn more about hearing access at: https://www.hearingaccess.com/    In this episode: The best attitude, behavior and technique on how to succeed at changing the world How Janice is changing the world Find the right lever - pain points Follow up In the subject line of your email put the number request Dress and act professionally Don’t rant Give a turnkey solution and make it easy for them to say yes Keep a communication log Use photos to prove your points Janice’s definition of success Never waste a crisis Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jul 12

33 min 43 sec

To celebrate episode #500 and over 2 million total downloads, we flip the tables to get Mike Montague's top lessons learned from hosting the show! Mike Crandall, Sandler trainer from Oklahoma, interviews Mike about How to Succeed at Being a Lifelong Learner. Mike Montague is Global Head of Content and a Certified Trainer at Sandler Training Worldwide, where he hosts the How to Succeed podcast and other live events. His humorous, real-world approach to difficult questions and his authentic stage presence empower professionals to and improve their life and business. Mike has performed for over 2,000 audiences as a public speaker, radio personality, game show host, and DJ, where he opened for Billy Idol and Frankie Valli. He is also the author of LinkedIn the Sandler Way and an international expert on social selling.   Follow Mike Montague on LinkedIn at: https://www.linkedin.com/in/mikedmontague/    In this episode: The best attitude, behavior, and technique on how to succeed at being a lifelong learner What Mike has learned from hosting 500 episodes of this podcast What it means to be a lifelong learner What surprised Mike about the 500 people he interviewed The difference is what you’re willing to do and for how long What advice Mike would have given himself 5 years ago You don’t need motivation – you just need to do it If you wrote a book, what would be the title? What to expect from the How to Succeed Podcast going forward How to use this podcast to be a better lifelong learner Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jul 5

30 min 58 sec

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology. Radical generosity is the against-the-grain secret weapon of real influencers, and it will allow you to boost referrals, retention rates, and ROI like few other strategies. But be warned, gifts with strings attached backfire. John Ruhlin has gifted on behalf of everyone from Forbes Magazine to the Fortune 500 and his tactics lead to appreciative responses and wide-open checkbooks. Mastering reciprocity, the hidden bottom-line booster Laser-targeting whom to give a gift and when to use thrift Uncovering your client’s inner circle and becoming part of it Find John Ruhlin at: https://johnruhlin.com/ Find Giftology at: https://giftologygroup.com/    In this episode: The best attitude, behavior, and technique on how to succeed at giftology Giftology is about relationships Make the gift about them Don’t send the gift after the deal is closed Give gifts because you want to, not because you have to Focus on the who, not the what It’s the thoughtful thought that counts Finding the right gift takes focus and listening Go deep into the details Give useful artifacts Look at your ROR, not your ROI How John defines success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jun 28

31 min 50 sec

Mike Montague interviews Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia. Find Mark and the book at: https://www.thecareertoolkitbook.com/  In this episode: The best attitude, behavior, and technique on how to succeed at creating a toolkit What a toolkit is You only have to be, “ok” Keep getting incrementally better Learn to negotiate Create peer learning groups Don’t try to sell me and tell me it’s networking True networking is relationship building How Mark defines success Mark’s favorite quotes Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jun 21

21 min 22 sec

Mike Montague interviews Jeff Peek, an immigration attorney, on How to Succeed at Keeping Your Clients. Jeff is highly experienced with criminal trials, having defended numerous clients against serious charges. He has also represented clients in deportation hearings, in consulates and in immigration offices, fighting and advocating for the rights of immigrants before judges, prosecutors, and local law enforcement. Jeff has advanced the due process rights of immigrants and is a passionate advocate and voice for those who have been marginalized and those who have lacked proper representation. Find Jeff Peek at: https://www.peekandtoland.com/ He shares incredible advice for having difficult conversations with your clients, getting referrals, and keeping your clients for the long-term. In this episode: The best attitude, behavior and technique on how to succeed at keeping your clients Doing your business well is not always enough to keep your clients Sometimes you have to move ahead before you see the path Don’t duck phone calls How to have difficult conversations Lean in when things go sideways Four ways to keep clients when things don’t go perfectly Have a touch system in place for your clients Find a way to look at repetitive tasks with new eyes Jeff’s favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Jun 14

28 min 7 sec

Mike Montague interviews Brandi Heather on How to Succeed at Moving From Diversity to Inclusion. Brandi brings a creative and innovative combination of training and subject matter expertise to her leadership role as Chief Knowledge Officer of AMPED2PLAY Inc. Brandi’s exceptional knowledge of inclusion strategies, implementation solutions, and user-directed tools reflects her Adapted Physical Activity and Play Development Specialist experience, now reflected in the vision and mission of AMPED2PLAY. She is also a Canadian best-selling author of ‘Return To Play: Rebuilding Resilience, Risk and Reconnection’, and Podcast Host of “Play For A Change.”   Find Brandi and Amped Training at: https://amped2play.com/    In this episode: The best attitude, behavior, and technique on how to succeed at moving from diversity to inclusion Diversity does not necessarily lead to inclusion When you open a door for one, you open it for everyone How to deal with feeling uncomfortable talking about diversity Practice “curious kindness” Put the person first Open the box Inclusions starts with I The way to get her free book Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!  

Jun 7

31 min 47 sec

Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. Shawn Nason, founder & CEO of the Nason Group ecosystem (MOFI, Disruptor League, TruthTellers, and The Pink Couch), lives his life with a commitment to make everyone he meets a part of his family. Armed with the gift of discernment, he has the uncanny ability to walk alongside people as they struggle to connect with their deepest passions and engage their most debilitating demons. He challenges the world around him to be fully present, get real, and knock down the barrier that separates the various compartments in their lives.   Find Kiss Your Dragons at: https://www.amazon.com/Kiss-Your-Dragons-Relationships-Heartsets-ebook/dp/B08QPLN3GQ    Find Shawn at: https://shawnnason.com/    In this episode: The best attitude, behavior, and technique on how to succeed at radical relationships What are radical relationships What does it mean to kiss your dragons Five mindsets Your “heart sets” Use HITL How Shawn defines success Shawn’s favorite quote Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

May 31

21 min 8 sec

Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision. Oleg is a thought leader, author, business educator, consultant, and coach with over 25 years of experience operating businesses and consulting Fortune 500 companies both in the UK and internationally. Oleg is on the Thinkers50 Radar, Global Gurus Top 30, has been recognized as #1 Global Thought Leader on Culture by Thinkers 360, is #1 Global Leading Coach (Marshall Goldsmith Thinkers50) and has been named as one of the Top 10 Most Inspiring Global Thought Leaders by The Excelligent. Having been named as ‘the da Vinci of Visionary Leadership’ by many leading authorities of our time, Oleg Konovalov is helping companies to create and execute their vision, diagnose and treat organizational diseases, maintain a strong productive corporate culture and achieve superior business performance. He is the author of The Vision Code (2021), LEADEROLOGY (2019), Corporate Superpower (2018), Organisational Anatomy (2016), and Hidden Russia (2014).   Find Oleg at: https://www.olegkonovalov.com/    In this episode: The best attitude, behavior, and technique on how to succeed at creating a compelling vision What the vision code is Spend less time thinking about the past and more thinking about the future and solutions Ego kills vision Bold thinking wins Give people a direction to set them free How to set a big enough vision that is still achievable How does your vision help others? Oleg’s definition of success Learn as much as you can, help as much as you can Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

May 24

17 min 1 sec

Mike Montague interviews Dre "DreAllDay" Baldwin on How to Succeed at Working on Your Game. Dre's been a professional basketball player, publishing YouTube content since 2005, and has authored 27 books. He has even done 4 TEDx talks!   Find Dre and his books at: https://dreallday.com/  Get The Mirror of Motivation for free at: http://MirrorOfMotivation.com/   In this episode: The best attitude, behavior, and technique on how to succeed at working on your game What “work on your game” is Who this is for Create a system to do the discipline for you Be, do, have What a professional is One day at a time works How Dre defines success Dre’s biggest failure It’s about perseverance Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

May 17

26 min 5 sec

Mike Montague interviews Pete Oliver on How to Succeed at Making the Climb to Sales Leadership. Pete is an award-winning Sandler training from Boston, now in Hawaii and also Texas! He is author of the new Sandler book, Making the Climb: From Salesperson to Sales Manager and Beyond! Making the Climb by Peter Oliver is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization.   Get the new book in the Sandler Shop or on Amazon here: https://www.amazon.com/dp/B094DNT8P5/ref=cm_sw_em_r_mt_dp_6D153FTWR1Q6N4AVAA5J In this episode: The best attitude, behavior, and technique on how to succeed at making the climb to sales leadership Why make the climb? The different skillsets from sales to sales manager Everyone won’t sell like you do Four leadership roles Managing up What’s in your toolkit? Use the Sandler pain funnel to manage your people’s problems Keep your questions open-ended Pete’s favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

May 13

21 min 58 sec

Mike Montague interviews Ryan Bennett on How to Succeed at Creating an Intentional Day. Ryan Bennett is a High-Performance Coach, Author, and Speaker who guides people to reach their full potential in their lives, businesses, and teams through his proven method of intentional growth. Before becoming an author, Ryan was the founding team member of a tech startup company in which he helped build from just an idea into a successful, venture-backed brand with Fortune 500 clients.   The Intentional Day is a quarterly guide that provides a path for participants to turn their dreams, goals, and learnings into a process that will accelerate them to achieve their goals, build momentum in their lives, and become the person they never thought possible.   Find Ryan and get the book at: https://www.theintentionalday.com/    In this episode: The best attitude, behavior and technique on how to succeed at creating an intentional day Be intentional about your day to be intentional about your life It’s about growth, not accomplishments Do you know what to do to be intentional or do you need more research? Break your goals down into daily actions Four stages of intentional growth Understand your why Find a growth partner Start small and build momentum Even if you can’t do your normal routine one day - do something What to do if you skip your daily action How Ryan defines success Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

May 10

18 min 30 sec

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.   In this episode: The best attitude, behavior, and technique on how to succeed at your 30-second commercial. The turtle story and your 30 second commercial How much would your sales increase if you could increase your conversation starter success rate? Think “you, you, you” What problems are you fixing and how do they impact people? Use different lures for different clients Pain points vs features and benefits The conversation starter is simply to get to the next step Two or three more questions will help get them in the pain funnel When asking for referrals, go with a leading indicator Wait on the details and credibility indicators People don’t argue with their own data Brian’s next goal Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

May 3

22 min 12 sec

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. Michael J. Coles, the co-founder of the Great American Cookie Company and the former CEO of Caribou Coffee, did not follow a conventional path into business. He does not have an Ivy League pedigree or an MBA from a top-ten business school. He grew up poor, starting work at the age of thirteen. He had many false starts and painful defeats, but Coles has a habit of defying expectations. His life and career have been about turning obstacles into opportunities, tragedies into triumphs, and poverty into philanthropy.   Get his book, Time To Get Tough, at: https://www.amazon.com/Time-Get-Tough-Cookies-Business/dp/0820354627    In this episode: The best attitude, behavior, and technique on how to succeed at getting tough Why Michael says it’s Time to Get Tough - TTGT Take risks early in your career Hope for the best and plan for the worst It’s okay if you forget the oven mitts...once A mistake Michael made his first day as CEO of Caribou Coffee Before you figure out how to do more, figure out what you’re doing well Michael’s definition of success and a challenge he had to overcome   Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Apr 26

26 min

Mike Montague interviews Alan Stein Jr. on How to Succeed at Raising Your Game. Performance coach Alan Stein Jr. shares the secret principles used by world-class performers that will help you improve your productivity and achieve higher levels of success.   Alan Stein, Jr. is a keynote speaker and author who spent 15+ years as a performance coach working with the highest-performing basketball players on the planet (Kevin Durant, Stephen Curry, and Kobe Bryant). He now teaches audiences how to utilize the same strategies in business that elite athletes use to perform at a world-class level.   Get the book at: https://www.amazon.com/Raise-Your-Game-High-Performance-Secrets/dp/1546082867    In this episode: The best attitude, behavior, and technique on how to succeed at raising your game Eliminate blaming, complaining, and making excuses Your belief is more powerful than your circumstances Just because something is understandable doesn’t make it acceptable Whatever you look for, you will find Make choices that fit your goals Use small acts of discipline to build momentum How Alan defines success and his favorite quote Description: Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Apr 19

22 min 20 sec

Mike Montague interviews Beth Weissenberger on How to Succeed at Personal Integrity.   In this episode: The best attitude, behavior, and technique on how to succeed at personal integrity The definition of personal integrity Make a promise to yourself with a consequence/reward and someone to hold you accountable Whatever you believe, you prove 80% of your inner dialogue is negative and repetitive You have a chicken voice, a brat voice, and a weatherman's voice How to tell those voices to shut up Find what works for you, not anyone else How Beth defines success Stop keeping your dreams private Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Apr 12

23 min 18 sec

Mike Montague interviews Josh Linkner on How to Succeed at Big Little Breakthroughs.   In this episode: The best attitude, behavior, and technique on how to succeed at big little breakthroughs Innovations aren’t just for people wearing lab coats and hoodies Playing it safe is risky If it’s not broken, break it Reach for weird How to practice creativity every morning Don’t put Legos together with the directions Creativity isn’t wizardry The bad idea brainstorm Get 5% more creative   Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Apr 5

20 min 29 sec

Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen.   In this episode: The best attitude, behavior, and technique on how to succeed at making things happen Steve makes billionaire’s wishes come true How to get rich people to talk to you Go for the stupid, the laughable People always laugh a few seconds before they start applauding Don’t give your clients what they ask for, give them what they dream and desire Have you diluted your dream? How to start Ignorance and passion make a great cocktail Start with what you can do to help the other person Think, create, and disrupt - don’t create a transaction How Steve defines success now Steve’s favorite quote from his dad Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Mar 29

27 min 56 sec

Mike Montague interviews Greg Rice on How to Succeed at Communicating More Effectively. In this episode:   The best attitude, behavior and technique on how to succeed at communicating more effectively Use the SAVE methodology Stay curious and pay attention Apply one technique at a time Debrief and take notes AFTER the conversation Be mindful - focus on your breathing Perceptual positions Learn to ask for clarity Help people to self reflect How Greg defines success Be vulnerable Greg’s favorite quote Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Mar 22

26 min 45 sec

Mike Montague interviews Antarctic Mike on How to Succeed at Meeting New People.   In this episode: The best attitude, behavior, and technique on how to succeed at meeting new people How to meet new people during Covid Meet people with a “no strings attached” mindset You never know who they may know Keep the focus on them Check out lunchclub.com Ask people about their story and let them talk about themselves There’s a fine line between being pushed and shoved Sometimes, you just have to show up Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Mar 15

33 min 7 sec

Mike Montague interviews Dave Mattson on How to Succeed at Scaling Sales Success.   Get the Kindle Version here: https://www.amazon.com/Scaling-Sales-Success-Principles-Leaders-ebook/dp/B08Y568MZS/    In this episode: The best attitude, behavior, and technique on how to succeed at scaling sales success Who the book is for Listen for the truth no matter who’s telling you Macromanage, don’t micromanage It’s hard to scale if you’re busy fighting fires yourself What can you do to help your sales team drive revenue? Manage up, not just down Delegate in a way that helps people grow Tap into people’s why Don’t let time compression fool you Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Mar 8

21 min 31 sec

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits.   Find Luanne and ARBI at: https://www.arbi.ca/    In this episode: The best attitude, behavior, and technique on how to succeed at fund development for non-profits What is fund development? Why people donate to non-profits How to keep your pipeline full How to find the right match for the donor How Sandler training helped Luanne The fear of being told no Favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Mar 1

25 min 22 sec

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling.   Get a free trial of Vidyard at: https://www.vidyard.link/sandler    In this episode: The best attitude, behavior and technique on how to succeed at video selling What video selling is, and isn’t Misconceptions and benefits of video selling Watching yourself on video will help your sales skills Vidyard makes it easy and fast to get started with video selling The best time to use video Use video to manage your team When not to use video How analytics on your videos can help your sales Best practices for creating your videos How long your videos should be Rachel’s definition of success One obstacle Rachel had to overcome Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Feb 22

33 min 40 sec

Mike Montague interviews Karl Kapp on How to Succeed at Gamification.   Find Karl at: http://karlkapp.com/   In this episode: The best attitude, behavior, and technique on how to succeed at gamification Gamification defined Common mistakes in creating gamification Behaviors to gamify for your sales team What to do with people who cheat or quit the games Some of Karl’s favorite games Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Feb 15

27 min 3 sec

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.   Find Cassie at: https://kramerps.com/   In this episode: The best attitude, behavior, and technique on how to succeed at keeping your financial house in order What are your financial goals and are you prepared to get there? Choose to believe what you WANT to believe and own it Create your budget before each week and stick with it Set a time to do your bookkeeping every week Don’t comingle funds Reconcile your books Reasons to use a tax preparer Be okay with FOMO Use the 30-day rule Cassie’s definition of success and favorite quote Favorite Sandler lesson Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Feb 8

24 min 52 sec

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling.   In this episode: The best attitude, behavior, and technique on how to succeed at neuro selling Do your negative thoughts overpower your positive ones? Are you selling logically to people buying emotionally? Align with your buyer Exercise in the morning to get in the right hormonal state Journal daily Reset with silence and meditation How to calm the limbic system in your client and you Simplify your message Use metaphors, analogies, and third party stories Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Feb 1

21 min 25 sec

Mike Montague interviews Hamish Knox on How to Succeed When a Client Leaves. Hamish is a Sandler trainer from Calgary, AB, Canada and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner.   In this episode: The best attitude, behavior, and technique on how to succeed when a client leaves What to do when a client tells you he’s going to leave Take the awkwardness away No now doesn’t mean now forever It’s not win or lose; it’s win or learn Set mutually agreed on ground rules for when to connect again Maintain funnel freedom Deal with issues when they’re at 10%, not 90% 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 on iTunes!

Jan 25

22 min 15 sec

Mike Montague interviews Randy Seidl on How to Succeed at Being Part of a Sales Community. In this episode:   Join the Sales Community at https://www.salescommunity.com/ The best attitude, behavior, and technique on how to succeed at being part of a sales community A community can help build and maintain excitement How to be a great community member Be a part of the conversation Share your skills and borrow skills from others How to start conversations with people you don’t know in the community The difference between a private online community and social media How to get the most out of your time spent in the community Randy’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 on iTunes!

Jan 18

25 min 30 sec

Mike Montague interviews Akshay Nanavati, best-selling author of Fearvana, on How to Succeed at Finding Bliss.   Find Akshay at: https://fearvana.com/ and buy the book on Amazon.   In this episode: The best attitude, behavior, and technique on how to succeed at finding bliss If you don’t find a worthy struggle, the struggle will find you anyway Don’t let your goal be comfort Suffer well Fear propels you to prepare Go deeper into your fear to overcome it Use the five whys technique Get clear on your why Emotions aren’t good or bad Use your emotions to motivate you Focus on the process, not your goals Unidentify with your label Akshay’s definition of success and 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 on iTunes!

Jan 11

27 min 32 sec

Mike Montague interviews Brian Jackson, Sandler trainer from San Diego, on How to Succeed at Leading a Diverse Team.   In this episode: The best attitude, behavior, and technique for how to succeed at leading a diverse team How to hire a diverse team What type of diversity are we talking about? Use the same rule for different outcomes for different types of people You will have to manage each member of the diverse team differently Sometimes what we do determines how we feel Use the “prove me wrong” technique Pause in between tasks and prepare for your next thing and how different it may be Use assessments for leading your team 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!

Jan 4

28 min 42 sec

Mike Montague interviews Wade Rowan, Sandler trainer from Chattanooga, on How to Succeed at Identifying Your Personal Advantage.   In this episode: The best attitude, behavior and technique for how to succeed at identifying your personal advantage Develop an outlook of possibility and not an outlook of limitation Start with what gets you up in the morning Become a staff-a-scope Slow down to speed up David had advantages over Goliath What two great joys and two great challenges have you experienced? How to turn a disadvantage into an advantage Wade’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!

Dec 2020

20 min 6 sec