Selling the Sandler Way Podcast

Podcast Summary Jennifer Cobb, the trailblazing NASCAR driver and entrepreneur, takes the wheel in our latest episode to share her extraordinary journey through the fast lanes of racing and business. Join us as Jennifer recounts her impressive achievements, like her standout sixth-place finish at Daytona, and navigates the challenges of a male-dominated sport without the cushion of major financial sponsorships. She opens up about the pivotal role her family, particularly her late mother, had in her career, and how she managed to balance racing with life's practicalities, such as securing health insurance and buying a home. Now, Jennifer channels her unstoppable drive into a new role at Fastener Supply Company, where her story continues to inspire. Listeners will discover the profound parallels between the relentless world of racing and the high-stakes field of sales. From overcoming initial fear and intimidation to developing an entrepreneurial mindset, Jennifer and I exchange personal stories about the transformative journey towards confidence and the establishment of equal business stature. We discuss the critical importance of understanding one's purpose and the essential support of a dedicated team, illustrating how these elements are key to thriving in both racing and business landscapes. The lessons learned on the racetrack translate seamlessly into the business world, offering invaluable insights for anyone striving to achieve their goals. Our conversation goes beyond the track and the sales floor to delve into the art of authenticity and resilience. Jennifer shares her experiences as a college student balancing academics, cheerleading, and a part-time job, all while pursuing her passion for racing. We talk about the discipline required to maintain routines and handle multiple responsibilities, highlighting how these skills are vital for success in any field. Through stories of embracing failure, navigating setbacks, and the humor found in unexpected moments—like setting a microwave on fire during a sales demo—Jennifer's journey is a testament to perseverance and the power of embracing life's learning opportunities. (00:03) Female NASCAR Pioneer's Longevity and Perseverance (09:18) Entrepreneurial Mindset for Success (16:45) Authenticity and Tenacity in Success (23:33) Entrepreneurial Mentoring and Female Racing (31:55) Learning From Failure in Sales (00:03) Female NASCAR Pioneer's Longevity and Perseverance This chapter features a conversation with Jennifer Cobb, a trailblazer in the NASCAR world as a part-time professional race car driver, team owner, and entrepreneur. We explore her impressive journey, highlighting her achievements as a female driver with notable records in the NASCAR Truck Series, including her sixth-place finish at Daytona, which was recently surpassed by Natalie Decker. Jennifer shares her experiences and challenges in a male-dominated sport, emphasizing her perseverance and longevity without the backing of significant financial sponsors. She also reflects on the support from her family, especially her late mother, and how she managed to balance racing with personal responsibilities like securing health insurance and purchasing a home. Jennifer now channels her determination into her role at Fastener Supply Company, resonating with others who have shown grit in their careers. (09:18) Entrepreneurial Mindset for Success This chapter explores the transformative journey from fear to confidence in the realm of sales, drawing parallels with the racing world. I share my initial trepidation with cold calling and the intimidating presence of gatekeepers, especially in the manufacturing sector, and how adopting a mindset of equal business stature became crucial. By shifting from a need-based approach to recognizing the value I bring, both in sales and racing sponsorships, I highlight the importance of confidence and team support. Additionally, I reflect on the significance of understanding one's 'why' in both racing and sales, emphasizing the passion and commitment to not only personal goals but also the responsibility towards a team. The chapter underscores the lessons learned from racing that translate into my business career, particularly the drive that comes from a clear purpose and the support of a dedicated team. (16:45) Authenticity and Tenacity in Success This chapter explores the journey of perseverance and determination, highlighting the experiences of a college student juggling academics, cheerleading, and a part-time job while pursuing a passion for race car driving. I share how my no-nonsense father instilled a strong work ethic, refusing to let me quit during challenging times. Reflecting on pivotal moments, such as entering Daytona for the first time, I discuss how these experiences shaped my mindset to never give up during tough times. The importance of consistent behavior and having a clear 'why' is emphasized, drawing parallels to the discipline required in sales. We explore how maintaining routines and balancing multiple responsibilities are crucial for success, and how these lessons apply to both racing and life. (23:33) Entrepreneurial Mentoring and Female Racing This chapter explores the journey of balancing spontaneity with productivity, highlighting how personal tricks can aid in achieving goals despite a lack of strict discipline. I share anecdotes from my entrepreneurial experiences, from starting with Avon at 18 to eventually selling fasteners in the racing industry. Emphasizing the importance of passion, consistency, and persistence, I recount humorous and challenging moments, such as accidentally setting a microwave on fire during a sales demo. Additionally, I touch on my approach to mentoring and public speaking, where I share my story to inspire others and offer guidance to those interested in sales or racing. (31:55) Learning From Failure in Sales This chapter explores the resilience and learning mindset required to overcome failures, both in high-speed racing and in sales. We discuss the importance of understanding why failures occur, emphasizing that analyzing and fixing issues is crucial for growth and success. By comparing experiences in racing and professional life, we highlight how setbacks provide valuable learning opportunities and can lead to improved performance and stronger outcomes. We also reflect on how acknowledging and taking responsibility for mistakes can foster trust and cooperation among peers. Finally, we touch on the qualities necessary for transitioning into new professions, especially in sales, and the significance of embracing failure as a natural and beneficial part of the journey.  

Podcast Summary Eric Bailey, president of Bailey Strategic Innovation Group and bestselling author of "The Cure for Stupidity," joins us to unravel the complexities of human behavior through the lens of brain science. Inspired by a spontaneous New Year's resolution, Eric's journey from various industries to authoring a transformative book is nothing short of fascinating. He brings to light how our perception can mislead us and the illusion of certainty that our brains create, urging us to engage in self-reflection and adapt our communication for better understanding. Explore the captivating concept of schadenfreude and its impact on both personal and professional life. We shed light on how this feeling of pleasure in others' misfortunes shows up in sports and workplace rivalries, and how it can affect team cohesion and organizational culture. The importance of acknowledging non-verbal cues, or emotional "leakage," is emphasized to ensure teamwork and cultural integrity aren't compromised. Eric and I delve into the role culture plays in achieving collective success, stressing that it's not just about top-down mandates but about the attitudes and behaviors of everyone involved. Effective communication and leadership are the pillars of a successful workplace culture, and this episode dives deep into these essentials. From the pitfalls of uncommunicated expectations to the virtues of "radical curiosity," we highlight how leaders can transform their interactions from transactional to relational, fostering genuine connections with their teams. Emphasizing the importance of managing individuals and embracing generational shifts in communication, we advocate for environments where genuine emotional experiences are valued, ultimately enhancing leadership effectiveness and employee retention. (00:01) The Cure for Stupidity (12:51) The Impact of Culture on Success (17:06) Building and Nurturing Workplace Culture (29:43) Effective Leadership Communication and Training (36:13) Mastering Curiosity and Communication in Leadership (00:01) The Cure for Stupidity This chapter features an engaging conversation with Eric Bailey, the president of Bailey Strategic Innovation Group and author of the bestselling book, "The Cure for Stupidity: Using Brain Science to Explain Irrational Behavior." We explore Eric's journey from various industries to becoming an author, sparked by a New Year's resolution during a family road trip. Eric shares insights from his book, which is grounded in brain science principles, covering topics such as our tendency to believe our perception of the world is reality and the illusion of certainty. These concepts highlight how our brains can lead us to mistakenly assume we are correct in our interactions with others. Eric emphasizes the importance of self-reflection and adapting our communication to improve understanding, as exemplified by host David's personal anecdotes about learning to distinguish between opinion and fact in his communication. (12:51) The Impact of Culture on Success This chapter explores the intriguing concept of schadenfreude, the pleasure derived from someone else's misfortune, and its implications in both personal and professional settings. We discuss how this phenomenon can manifest in sports rivalries and workplace dynamics, particularly in competitive situations like vying for promotions. The conversation highlights the importance of recognizing these feelings and shifting focus towards collective success, emphasizing the role of team cohesion and cultural alignment in organizations. We consider the challenges faced in team environments, such as sales, where internal dissonance can affect client perceptions and outcomes. The chapter also touches on the non-verbal cues, or "leakage," that reveal our true emotions, potentially undermining teamwork and organizational culture. Finally, I reflect on the pivotal role of culture in fostering successful collaborations and achieving shared goals within companies. (17:06) Building and Nurturing Workplace Culture This chapter focuses on the essence and influence of culture within organizations, emphasizing that culture is defined by the attitudes, beliefs, and behaviors of its people, not merely dictated from the top. I explore how nurturing desired cultural traits, like communication and accountability, requires active participation and feedback from everyone involved. Addressing generational perceptions, I highlight how every generation tends to label the next as self-absorbed, referencing historical views dating back to Aristotle. We also discuss the impact of technology on communication, particularly among younger generations, noting how reliance on digital expressions like emojis and abbreviations may lead to a diminished experience of genuine emotions. This shift could result in amplified emotional responses when real emotions are encountered. (29:43) Effective Leadership Communication and Training This chapter explores the critical importance of clear communication and setting expectations in leadership. We share a real-life example of a leader who struggled with an employee's tardiness due to vague instructions about start times. Highlighting the pitfalls of assuming common sense in workplace norms, we discuss how misunderstandings can arise from uncommunicated expectations, leading to potential conflicts. We emphasize the necessity for leaders to have uncomfortable conversations to ensure clarity and alignment within teams. Furthermore, we touch upon the shortcomings of performance reviews when expectations aren't clearly set and revisited. Lastly, we underline the need for proper training for leaders to equip them with the skills necessary to effectively manage and communicate with their teams. (36:13) Mastering Curiosity and Communication in Leadership This chapter explores the critical leadership skills necessary for success, focusing on the importance of teaching leaders how to communicate effectively, coach, lead, and handle difficult conversations. We emphasize the concept of "radical curiosity," which encourages leaders to adopt a mindset of learning from everyone they meet, regardless of their hierarchical position. By fostering curiosity and asking questions, leaders can create stronger connections with their teams and transform interactions from transactional to relational. The conversation highlights the significance of managing individuals rather than just teams and taking personal responsibility for employee retention. The chapter concludes with a call to catch ourselves when pretending to be know-it-alls, advocating for a shift toward learning and understanding to enhance leadership effectiveness.  

Renowned speaker and author Krish Dhanam shares his compelling journey from a Zig Ziglar seminar to transforming his career in sales. Experience firsthand the enlightening stories and personal anecdotes that reveal how stepping out of comfort zones can shape the mindset of the top 3% who thrive in the effective zone. Krish's insights into mindset shifts and embracing change illuminate the path to achieving sales success and overcoming any obstacles in your way. Uncover the secrets to effective leadership and consistent success as we discuss the importance of consistent daily actions over sporadic efforts. Drawing inspiration from the Sandler sales approach and Zig Ziglar's teachings, we explore how establishing a structured plan and growth mindset within teams can lead to sustained achievements. Learn how to prioritize what you can influence and use motivation, consistency, and strategic planning to reach and surpass your goals. Discover the power of product conviction and peak performance as Krish highlights the impact of belief and confidence in sales and leadership. With personal anecdotes and wisdom from mentors, we discuss how instilling conviction in your team about the transformative potential of your products can drive excellence and peak performance. This episode is packed with actionable strategies and insights that will challenge you to recognize that true success starts from within. (00:03) Success Mindset and Overcoming Obstacles (14:17) Daily Behavioral Plan for Sales Success (26:12) Product Conviction and Peak Performance (31:49) Peak Performance and Sales Habits (43:33) Inner Conviction for Sales Success   (00:03) Success Mindset and Overcoming Obstacles This chapter features an engaging conversation with Krish Dhanam, a seasoned speaker and author with a remarkable journey in the sales industry. We explore Krish's transformative experience attending a Zig Ziglar seminar, which marked a pivotal turning point in his career. Krish shares insights on the importance of stepping out of comfort zones, emphasizing the distinction between comfort zone thinkers and effective zone thinkers. He highlights the mindset of the 3% who operate in the effective zone, characterized by their proactive and innovative approach to challenges. We also discuss how individuals can identify where they stand and strategies to transition into becoming effective zone thinkers, focusing on mindset shifts and embracing change. (14:17) Daily Behavioral Plan for Sales Success This chapter focuses on the mindset required for effective leadership and consistent success. We explore how leaders can prioritize negotiable factors they can influence rather than getting bogged down by uncontrollable elements. The importance of consistent daily actions over sporadic efforts is emphasized, drawing on the Sandler sales approach and the insights of renowned motivational speaker Zig Ziglar. By implementing a structured, methodical plan and fostering a growth mindset within teams, leaders can achieve sustained success without relying on last-minute, frenzied activity. Additionally, we highlight the importance of establishing clear foundations, visions, and benchmarks to guide the growth process and ensure accountability. Through stories and personal experiences, the discussion underscores the power of motivation, consistency, and strategic planning in reaching and exceeding goals. (26:12) Product Conviction and Peak Performance This chapter explores the fluidity of the PEST model in management, emphasizing the importance of belief and conviction in leadership and sales. I discuss how having absolute confidence in a product or service can be as comforting as a doctor assuring a patient with experience and certainty. The conversation highlights how this conviction impacts clients and the significance of preparation and effort, regardless of past successes. Reflecting on personal experiences and teachings from mentors like Mr. Ziegler, I stress the importance of honoring one's profession and consistently striving for excellence. Furthermore, we examine the idea that the true essence of replicating success within a company lies in instilling conviction in the team about the transformative power of their products or services. By nurturing this belief, organizations can achieve peak performance and significantly enhance their impact. (31:49) Peak Performance and Sales Habits This chapter explores the nuances of sales management and personal productivity, emphasizing the importance of recognizing one's strengths and finding complementary partners in the workplace. We discuss the concept of being a creator who generates ideas and the necessity of having a trusted executor to bring those ideas to fruition. The conversation highlights the importance of viewing oneself as part of an assembly line where everyone's output serves as someone else's input, promoting efficiency and teamwork. We also reflect on the difference between individuals who work for a paycheck versus those driven by a mission to make a difference. A personal anecdote underscores the lasting impact of genuine passion and excellence, while Stanley Marcus's wisdom about sales is quoted to reinforce the value of client relationships. The chapter concludes with advice on maintaining peak performance through non-negotiable daily disciplines and the importance of being a time miser to eliminate frivolity and focus on meaningful interactions and tasks. (43:33) Inner Conviction for Sales Success This chapter challenges us to rethink our approach to success by focusing on the mindset and conviction we bring to our daily lives. Instead of searching for external tactics, Krish Dhanam encourages us to recognize that true success lies within us and is influenced by our thoughts and actions. It's a reminder that while tactical strategies are important, the foundation of success is built on our internal mindset and how we engage with our goals. As we reflect on this, the chapter leaves us with the powerful insight that success is as much about our internal perspective as it is about external actions. Until next time, keep this mindset in focus for good selling.

Nashville's own Benji Harris, a gifted songwriter and composer, joins us to unravel the profound influence of music on the corporate world. From his early days forming a band in middle school to sharing stages with country stars, Benji has skillfully woven his experiences into his work with Song Division—pioneering a unique approach to employee engagement and company culture through music. Prepare to be captivated by his journey and insights on using music to transform attitudes and behaviors within corporate environments. Explore the power of musical team-building exercises where skepticism morphs into enthusiasm and teamwork. Benji sheds light on the science behind these experiences, from the release of dopamine and oxytocin, to the tangible shift in mood and collaboration among team members. He emphasizes the fun factor with engaging elements like costumes and props, which break down barriers and foster genuine connections. This approach not only reinforces core values but also creates a memorable shared experience that lingers long after the event. Our conversation goes beyond music to reveal how Sandler training techniques can revolutionize communication, both in sales and personal interactions. We touch on the concept of "planned spontaneity," where preparation meets intuition for a seamless presentation style. Whether you're aiming to boost team cohesion or enhance your leadership skills, the insights shared in this episode offer a fresh perspective on nurturing a cohesive work environment. Tune in to discover how music and communication strategies can lead to meaningful professional and personal growth. (00:02) Music in Corporate Culture (11:31) Musical Team Building Experiences (20:07) The Power of Musical Team Building (33:27) Effective Communication Techniques in Sales (46:03) Podcast Promotion and Copyright Protection (00:02) Music in Corporate Culture This chapter welcomes Nashville-based songwriter, composer, and educator Benji Harris, who shares his journey from discovering the emotional power of music as a child to becoming a professional musician. We explore Benji's path, from forming his first band in middle school to performing with country stars and eventually finding his place in Nashville. The conversation shifts to his involvement with Song Division, a company that brings music into the corporate world to enhance employee engagement and company culture. Benji explains how Song Division uses music as a universal language to foster connection, bonding, and retention among teams through unique musical experiences at corporate events. The discussion touches on the synergy between music and corporate culture, highlighting how music can influence attitudes and behaviors, aligning with concepts like Sandler's success triangle of behavior, attitude, and technique. (11:31) Musical Team Building Experiences This chapter explores the transformative power of music in team-building activities within corporate environments. I discuss how music can effectively convey core values by not only highlighting their importance but also illustrating the consequences of not adhering to them. By engaging participants in a unique song-writing exercise, where initial skepticism and discomfort give way to excitement and camaraderie, teams experience a tangible shift in behavior and mindset. This process leverages the science of music to foster dopamine and oxytocin release, enhancing mood and bonding among team members. By providing fun elements like costumes and props, we encourage participants to embrace the experience fully, resulting in improved collaboration and lasting connections. (20:07) The Power of Musical Team Building This chapter explores the transformative power of music in building team cohesion and enhancing leadership development. We discuss the often-overlooked element of trust within new teams, emphasizing its critical role alongside technical aspects like roles and responsibilities. The chapter highlights a unique program that uses music as a tool to foster trust and understanding among team members, allowing them to connect on a deeper level by sharing personal motivations and values. Through songwriting, teams create a shared experience that breaks down workplace barriers, encouraging open communication and strengthening company culture. We reflect on the reactions of executives who witness the unexpected yet powerful impact of this approach, affirming the importance of innovative strategies in nurturing a positive and cohesive work environment. (33:27) Effective Communication Techniques in Sales This chapter explores the transformative impact of Sandler training on both professional and personal interactions. I discuss how the Sandler method has revolutionized my sales approach by providing a structured way to guide conversations with potential clients, emphasizing the importance of asking the right questions and allowing the client to do most of the talking. This methodology extends beyond the sales environment, influencing personal relationships and interactions. We also examine the concept of "planned spontaneity," where preparation and practice allow for a confident, flexible presentation style that appears spontaneous to the audience. Sharing experiences from being on stage, I highlight how self-deprecation and audience engagement create a relaxed atmosphere, making presentations more relatable and enjoyable. Through these strategies, the chapter underscores the value of preparation, intuition, and adaptability in effectively connecting with an audience. (46:03) Podcast Promotion and Copyright Protection This chapter is an introduction to the How to Succeed podcast featuring Benji Harris. I invite you to stay tuned for our upcoming episodes, which will be available for download on your favorite podcast platforms. Our goal is to provide valuable insights and strategies to help you succeed in your endeavors. I look forward to sharing more content with you soon, and until then, I wish you good selling.  

  Podcast Summary Unlock the secrets of seamlessly integrating cutting-edge technology with traditional sales methods. Join us as we engage with Jeremy Thomson, a seasoned expert in the Sandler network, exploring the transformative impact of tools like AI and ChatGPT. We promise to guide you through the rapid evolution of CRM systems, illustrating how once-basic platforms have morphed into essential, AI-enhanced allies in the sales arena, crucial for staying ahead in a competitive market. Our conversation sheds light on the delicate balance between technology and the human touch in sales. Jeremy shares invaluable insights on how to view technology as a supportive teammate, rather than a substitute for the vital relationship-building skills that define successful salespeople. We emphasize the importance of maintaining a growth mindset and customizing technology to fit unique organizational needs, allowing sales professionals to enhance efficiency and focus on their core strengths: connecting with clients. Explore the crucial intersection of behavior and technique in adopting new technology with us. We discuss strategies to leverage tools like CRM systems and voice intelligence for maximum impact, highlighting the shift in accountability to the individual sales rep. From self-diagnosis to refining communication strategies through call recordings, Jeremy's expertise offers a roadmap to boosting sales effectiveness. By blending traditional Sandler methods with modern tech advancements, sales professionals can ensure continued success and relevance in an ever-evolving market. (00:03) Technology in Sales and Success (08:03) Embracing Technology in Sales (15:30) Leveraging Technology for Sales Effectiveness (21:12) Leveraging Technology for Sales Efficiency (29:03) Staying Ahead With Technology in Sales (00:03) Technology in Sales and Success This chapter focuses on the rapid advancements in technology within the sales landscape, featuring insights from Jeremy Thomson, a seasoned expert in the Sandler network. We explore the transformative impact of tools like AI and ChatGPT, highlighting how quickly these innovations have been adopted and integrated into daily business practices. The discussion underscores the challenges of keeping up with fast-paced tech changes, where new features can become obsolete within months as competitors catch up. We reflect on the evolution of tools like CRM systems, which have transitioned from mere reporting mechanisms to powerful performance-enhancing platforms, largely due to AI integration. Additionally, the chapter touches on the acceleration of tech adoption due to the COVID-19 pandemic, using Zoom as a prime example of a tool that became indispensable overnight. The conversation suggests that AI is becoming so embedded in technology that soon it will simply be considered a standard component of tech solutions. (08:03) Embracing Technology in Sales This chapter explores the role of technology in enhancing sales efficiency while maintaining the human element in the sales process. We discuss the importance of viewing technology as a tool or teammate rather than a replacement for human interaction, emphasizing that technology should support and not replace the critical relationship-building aspect of sales. We highlight the potential pitfalls of over-reliance on technology, such as hiding behind it or using it as a crutch, which can lead to issues like sending inaccurate information. Emphasizing a growth mindset, we urge embracing new technological advancements and making the best use of the tools available, even if they aren't our first choice. The chapter also underscores the importance of customizing technology to fit organizational needs, which is crucial for successful adoption and integration into business processes. (15:30) Leveraging Technology for Sales Effectiveness This chapter explores the crucial intersection of behavior and technique when adopting new technology, especially in sales. We emphasize the importance of understanding and utilizing tools like CRM systems and voice intelligence to their full potential to drive change and efficiency. A month of regular use typically suffices to get comfortable with new tech, but ongoing engagement and self-reflection are essential. For instance, using call recording technology not only aids in note-taking but also enhances self-assessment by allowing sales reps to review and refine their communication strategies. The discussion underscores the shift in accountability to the individual sales rep, who can now self-diagnose performance without relying solely on managerial feedback. This self-improvement process is highlighted as a critical component of leveraging technology to boost sales effectiveness and personal development. (21:12) Leveraging Technology for Sales Efficiency This chapter explores the integration of technology into sales processes and emphasizes its role as a supportive teammate rather than just an administrative tool. We discuss the importance of foundational elements like CRM systems, which, while not glamorous, are essential for data management and driving success. We highlight how technology can enhance prospecting, though its utility depends on the business model. The real value of tech is realized during the sales process by identifying strengths and gaps, enabling salespeople to optimize their performance without needing more leads. We stress the significance of automation in freeing up time for meaningful sales activities. Key takeaways include mapping out the sales process to find tech solutions that aid at different stages, understanding that less can be more with tech integration, and choosing tools that can grow with your needs. (29:03) Staying Ahead With Technology in Sales This chapter focuses on the importance of embracing technology to enhance the buyer's experience and the necessity for professionals to stay competitive in the ever-evolving tech landscape. We explore how buyers are becoming increasingly tech-savvy and the implications for those who lag in adopting new tools. Jeremy, a seasoned trainer in the Sandler world, shares insights on integrating technology with traditional Sandler methods to excel in sales. By incorporating these tech advancements, professionals can elevate their strategies and maintain relevance in a competitive market. This episode offers valuable lessons on blending technology with sales expertise to ensure success.  

What if aligning personal passions with professional goals could revolutionize performance in your organization? This episode offers a roadmap to uncovering how "Desired Based Leadership" can transform your team's motivation and productivity. We welcome Phil Putnam, author and thought leader, as he shares insights drawn from his formative experiences with communication and relationship-building. Discover the untapped potential of integrating personal aspirations into workplace culture, and learn strategies to create a harmonious environment where both employees and companies thrive. Our discussion navigates through the often-overlooked gap between company-imposed objectives and individual motivation, shedding light on generational shifts in leadership perspectives. We explore the challenges of motivating teams, especially within remote work settings, where maintaining engagement is crucial. Phil emphasizes the importance of understanding what employees truly value, shifting away from outdated management styles to foster genuine satisfaction and productivity. The conversation touches on practical approaches to overcoming organizational resistance to change, particularly in leadership and sales environments. We also tackle the financial aspects of employee retention, presenting compelling arguments for investing in genuine leadership development over the costly cycle of replacing talent. Highlighting the essential mindset and behaviors for effective leadership, we delve into the significance of aligning roles with personal aspirations. Phil shares innovative approaches to incorporating differing perspectives in decision-making, turning potential resistance into a wellspring of creative solutions. This episode is a must-listen for anyone looking to enhance leadership practices and sustain motivation within their organization. (00:00) Driving Top Performance Through Desired Leadership (05:46) Motivating Performance Through Personal Goals (11:15) Overcoming Leadership Resistance (18:22) Employee Replacement Cost and Leadership Development (31:18) Leadership Mindsets and Behaviors for Success (44:17) Discovering Employee Motivations for Success (55:23) Future Podcast Announcement (00:00) Driving Top Performance Through Desired Leadership This chapter features a conversation with Phil Putnam, author of "Desired Based Leadership," where we explore his unique approach to driving top performance by aligning personal desires with workplace goals. Phil shares his early experiences learning about communication and relationship-building from his mother, which influenced his leadership style. He emphasizes the importance of understanding and prioritizing the personal aspirations of team members to foster motivation and performance. Rather than focusing solely on the company's success, Phil argues that leaders should support employees in achieving their personal life goals through their work. This approach not only enhances motivation but also reduces friction, creating a win-win scenario for both the employee and the organization. We also touch on why this method is not more widely adopted, despite its evident benefits. (05:46) Motivating Performance Through Personal Goals This chapter explores the disconnect between company-imposed goals and personal motivation, emphasizing the importance of aligning personal aspirations with professional objectives to drive employee engagement. We discuss how many organizations fail to make this connection, often due to generational differences in leadership, where older generations value loyalty to a company over individual desires. This misalignment can hinder employee motivation, especially in a remote work environment where interactions are more transactional. By highlighting the need for a shift in perspective, we address how understanding and incorporating personal goals into company culture can enhance productivity and satisfaction. Additionally, we touch on how remote work might influence this dynamic by potentially reducing the human element in daily interactions. (11:15) Overcoming Leadership Resistance This chapter explores the challenges and resistance faced by organizations when attempting to implement change, particularly in leadership and sales environments. We examine the complex dynamics between senior leadership and their responsibilities, acknowledging the pressures they face while emphasizing the need for servant leadership. We also discuss the problematic cycle of leadership hazing and how it perpetuates ineffective practices. Furthermore, we address the financial misconceptions about prioritizing employee satisfaction and the importance of patience and trust in managing human resources. The conversation highlights the unique difficulties of sales leadership, such as time constraints and the reliance on short-term results, and considers the role of revenue enablement in supporting sustainable success. (18:22) Employee Replacement Cost and Leadership Development This chapter explores the financial implications of employee attrition and retention strategies. We break down the staggering costs of replacing individual contributors, highlighting that replacing a $150,000 employee can cost up to $225,000. In contrast, providing a 10% raise to retain high performers costs significantly less, making it a financially sound strategy. We also address the common practice of promoting top-performing salespeople into leadership roles without considering their interest or aptitude for management. This has become an entrenched habit, influenced by a historical lack of focus on developing genuine leadership skills and the pressures of sales leadership roles. Finally, we discuss the tendency of sales leaders to revert to their comfort zones, focusing on processes and strategies when under pressure, rather than investing in their people as key business assets. (31:18) Leadership Mindsets and Behaviors for Success This chapter explores the essential components of success, emphasizing the importance of mindset, behavior, and technique. We examine how a leader's understanding of their team's motivations can drive performance, stressing that individuals are often more motivated by personal goals than company success. The conversation highlights a significant gap in hiring practices, noting that companies often fail to assess whether a role aligns with a candidate's personal aspirations. This oversight can lead to suboptimal performance. Additionally, we discuss the parallels between sales techniques and effective hiring, suggesting that sales leaders, with their skills in discovery and value-based selling, are well-equipped to enhance hiring processes by focusing on the candidate's goals and motivations. (44:17) Discovering Employee Motivations for Success This chapter explores the dynamics of embracing differing perspectives in a business environment to foster innovation and improvement. We begin with an anecdote about the value of integrating a 'mismatcher' into decision-making processes, highlighting how leveraging opposing viewpoints can enhance the quality of new ideas and initiatives. This approach transforms potential resistance into a valuable asset. Additionally, we discuss the critical importance of distinguishing between obstruction and constructive disruption, ensuring that differing opinions serve to improve rather than hinder progress. We also emphasize the necessity of understanding employees' personal goals and aligning them with organizational objectives to unlock their highest performance. This involves discovering what employees truly desire and assessing whether the company can meet those needs, thereby creating a mutually beneficial relationship. The chapter concludes with insights into maintaining ongoing alignment with employees' evolving goals to sustain their engagement and motivation over time. (55:23) Future Podcast Announcement This chapter encourages listeners to check out our upcoming podcast on various streaming platforms and concludes with a positive note of "good selling." It highlights that the How to Succeed podcast is a property of Sandler Systems LLC and emphasizes the legal protection of the content under U.S. copyright laws. For those interested in learning more about Sandler services, we recommend consulting with a local Sandler trainer or visiting our website for additional information.  

Join us as sales leadership veteran Michael Norton shares his deep expertise on the frontlines of sales management. With decades of experience, Michael offers a unique perspective on the complex role of frontline sales managers, who are the unsung heroes behind every successful sales team. Discover how these leaders navigate the competing demands of upper management, peers, and other departments, all while juggling the multifaceted challenges of being a player-coach. Learn about the critical importance of time management and the seemingly Herculean tasks these managers face each day. In our engaging discussion with Michael, we explore actionable sales leadership strategies that empower teams to take ownership of their territories. Michael passionately argues that treating their areas like their own businesses can massively boost productivity and efficiency. We dive into the essence of leading by example, maintaining alignment with company values, and fostering a culture of excellence. Through personal stories and reflections, Michael illustrates the significance of embodying the qualities we wish to see in our teams, highlighting the importance of prioritizing tasks and preserving a proactive mindset. Finally, we unpack the essential mindsets and techniques that define effective sales leadership. It's about valuing people over numbers and understanding the diverse motivations that drive a multi-generational team. Michael emphasizes the power of honesty, transparency, and consistency in building trust and cohesion within a team. Reflecting on Zig Ziglar's timeless wisdom, we underscore the value of planning and organization as key components of success. Michael advocates for continuous learning, reminding us that sales leadership is a skill that can be developed over time, leading to not only meeting targets but achieving lasting success. (00:00) Frontline Sales Managers (08:00) Sales Leadership Best Practices and Behaviors (16:36) Sales Leadership Techniques for Success (22:29) Effective Sales Leadership Mindset and Techniques (00:00) Frontline Sales Managers This chapter explores the critical role of frontline sales leaders as the linchpin to a sales team's success. I engage with Michael Norton, an expert with decades of experience in sales leadership, to uncover the multifaceted responsibilities of sales managers. We discuss how sales managers not only manage their teams but also navigate the demands from upper management, peers, and other departments like marketing and HR. The conversation highlights the challenges of juggling various roles, such as being a player-coach, which often proves to be a losing proposition due to the complexities it introduces. We also emphasize the importance of time management amidst constant demands, showcasing the Herculean task that sales managers face daily. Overall, this chapter provides insights into the indispensable role of sales managers and the myriad challenges they encounter. (08:00) Sales Leadership Best Practices and Behaviors This chapter focuses on effective sales leadership and management strategies, emphasizing the importance of empowering sales teams to treat their territories like their own businesses. We explore how prioritizing tasks and avoiding procrastination can significantly enhance productivity and efficiency. Highlighting the role of a sales leader, we discuss the importance of leading by example in responsiveness and work ethic, ensuring alignment with the company's mission, vision, and values. We also touch on the multifaceted role of sales leaders, who must balance growing the business, supporting their team with the necessary tools and skills, and fostering a winning attitude. Through personal anecdotes and reflections, we underscore the critical nature of embodying the qualities we wish to see in our teams. (16:36) Sales Leadership Techniques for Success This chapter focuses on the essential behaviors and techniques that sales leaders should master to enhance team performance and achieve success. We explore the importance of prioritizing people over numbers, emphasizing the need for understanding the diverse motivations and learning styles of a multi-generational sales team. Key techniques highlighted include being straightforward and honest with the team, especially when delivering bad news, and maintaining consistency in communication and management practices. Additionally, we stress the significance of building trust through transparency and nurturing relationships, which can be pivotal in effectively leading a sales team. By concentrating on these fundamental aspects, sales leaders can not only meet their targets but also foster a more cohesive and motivated team. (22:29) Effective Sales Leadership Mindset and Techniques This chapter explores the critical aspects of effective sales leadership, emphasizing the importance of setting aside personal ego to prioritize team success. We discuss how the success of a sales manager is measured by the achievements of their team rather than individual accomplishments. Highlighting the legacy of Zig Ziglar, the significance of planning and organization in daily routines is stressed, advocating for the use of to-do lists and tackling the toughest tasks first. We examine the necessity of maintaining the right mindset, particularly in team selling environments, where equal business stature is crucial for credibility and influence. Emphasizing that sales leadership is a learned skill rather than an inherent trait, we underline the importance of continuous learning and adaptation to excel in this challenging role.  

Unlock the secrets of the Karpman Drama Triangle and transform your approach to sales, management, and relationships! In our latest episode, expert guest Danny Wood joins us to unravel the complex roles of persecutor, rescuer, and victim that can disrupt personal and professional dynamics. Through lively examples from family settings to high-stakes sales environments, we shed light on how these roles manifest and challenge us to become more self-aware. By recognizing how these patterns play out, you'll gain powerful insights into fostering healthier, more productive interactions in every area of your life. We further explore the psychological underpinnings of these roles, focusing on transactional analysis and the significance of maintaining an "adult" perspective. Danny and I discuss strategies for breaking free from ingrained patterns that unconsciously influence our professional interactions, emphasizing the importance of setting aside ego to prevent defensive behaviors. Discover mindset shifts and techniques that can elevate good salespeople to extraordinary levels by sidestepping these psychological pitfalls. Tune in for practical, actionable guidance on mastering the psychological sales game and building a more harmonious team environment. (00:00) Understanding Cartman's Triangle Concept (15:20) Mastering the Psychological Sales Game (00:00) Understanding Cartman's Triangle Concept This chapter introduces the concept of the Karpman Drama Triangle, exploring its implications in sales, management, and personal life. I am joined by Danny Wood, who explains the three roles within the triangle: persecutor, rescuer, and victim. We discuss how individuals can shift between these roles within a single interaction and the potential negative impacts on relationships. Through examples from family dynamics and sales management, we illustrate how people unconsciously engage in these roles, often without recognizing it as a game. The conversation highlights the importance of awareness to avoid falling into these destructive patterns and encourages reflection on personal and team dynamics to foster healthier interactions. (15:20) Mastering the Psychological Sales Game This chapter explores the dynamics of transactional analysis within team settings, focusing on the roles of persecutor, rescuer, and victim. We discuss how individuals often unconsciously engage in these roles, leading to dysfunctional interactions. By recognizing triggers and staying in the "adult" position, we can prevent ourselves from getting emotionally entangled in these games. We highlight the importance of leaving ego aside to avoid defensive behavior when faced with confrontation. The conversation also touches on how deeply ingrained patterns from our upbringing can influence professional interactions, often without our awareness. We stress the significance of understanding these dynamics, as they can transform good salespeople into exceptional ones. Techniques and mindset shifts are emphasized as key to navigating and avoiding these psychological traps.  

Unlock the secrets to mastering time management and elevate your sales leadership game with insights from Dan Stalp, a seasoned performance consultant and trainer at Sandler. In our enlightening conversation, we challenge the myths of multitasking and highlight the art of distinguishing between cognitive and routine tasks to supercharge productivity. Our discussion promises to transform your chaotic workdays into structured, effective sessions through proactive planning and the strategic use of time blocks. Discover the power of prioritization and focus, a hallmark of successful leaders who concentrate on three or fewer vital tasks each day. With Dan's guidance, we explore innovative strategies like color-coding tasks to emphasize income-generating activities. By embracing the DISC personality model, you'll gain a nuanced understanding of how different personality types influence time management and delegation skills, equipping you to navigate these challenges with ease. Finally, we introduce the Sandler "cookbook" concept, a strategic tool for planning and organizing sales activities that promote consistent effort and predictable success. This approach not only balances managing existing accounts with pursuing new opportunities but also helps avoid procrastination. Whether you're facing the dilemma of a disrupted schedule or seeking to model effective time management for your team, our episode offers a comprehensive guide to mastering sales time management, ensuring you lead with efficiency and respect. Join us on the How to Succeed Podcast for a wealth of insights and practical tips to elevate your sales leadership journey. (00:00) Improving Time Management for Sales Managers (08:39) Prioritizing Vital Functions for Sales Managers (15:23) Leadership Strategies for Time Management (23:49) Mastering Sales Time Management (33:59) Effective Sales Time Management Tips (00:00) Improving Time Management for Sales Managers This chapter focuses on the intricacies of time management for sales managers, with insights from Dan Stout, a world-class performance consultant and trainer at Sandler. We explore the common struggles with multitasking, debunking the myth that it is always beneficial. Dan emphasizes the importance of distinguishing between cognitive tasks that require focused attention and routine tasks that can be managed simultaneously. We also touch on the significance of proactive planning to avoid the pitfalls of reactive behavior, which often results in a chaotic day. By incorporating structured time blocks and avoiding learned helplessness among team members, sales leaders can enhance productivity and create a more respectful and effective work environment. (08:39) Prioritizing Vital Functions for Sales Managers This chapter explores the importance of focus and prioritization in leadership and productivity. We discuss how successful leaders manage their time by identifying three or fewer vital functions to concentrate on daily, rather than trying to accomplish everything at once. By categorizing tasks with color coding, such as green for income-generating activities, leaders can quickly assess their productivity and ensure they are spending the majority of their time on crucial tasks. We emphasize the difference between being intentional with priorities and simply reacting to daily demands, highlighting the tendency for some to focus on easy tasks instead of the essential ones. We also touch on the DISC personality model to understand how different personality types can influence time management and delegation skills. (15:23) Leadership Strategies for Time Management This chapter explores the intricate relationship between time management and personality types using the DISC model. With 19 years of coaching experience, I reflect on how different personality traits influence our time management challenges and strategies. For Dominants (D), the challenge lies in prioritization and delegation to prevent overloading themselves. Influencers (I) often struggle with saying no due to their people-pleasing nature. Steady personalities (S) procrastinate to maintain peace, while Conscientious types (C) are hindered by the need for perfection. I suggest practical tips, like encouraging Cs to start projects and perfect them along the way, much like a sailboat adjusting its course. Additionally, I address the role of leaders in modeling effective time management for their teams, emphasizing the importance of being a credible example for others to seek advice. If a leader is not perceived as efficient, team members may not be inclined to seek guidance, highlighting the necessity for leaders to continuously work on their time management skills. (23:49) Mastering Sales Time Management This chapter focuses on effective time management for sales leaders by introducing the Sandler concept known as the "cookbook." We explore the importance of differentiating between leading and lagging indicators, emphasizing that sales success is better achieved by controlling what you can, rather than solely relying on outcomes. The cookbook serves as a strategic tool for planning and organizing daily and weekly behaviors and activities necessary to meet ambitious sales goals, such as a $10 million quota. By reverse engineering necessary actions, such as face-to-face meetings and outbound calls, and focusing on consistent effort, sales leaders can create a predictable path to success. The discussion highlights how this structured approach not only guides salespeople in balancing time between growing existing accounts and seeking new opportunities but also helps them avoid the pitfalls of procrastination, akin to a runner's dilemma when bad weather disrupts their training schedule. (33:59) Effective Sales Time Management Tips This chapter focuses on enhancing sales leadership through effective time management strategies, as discussed with Dan Stalp. We explore how the mindset and approach to time management can significantly boost efficiency and effectiveness in daily operations. Key insights include the importance of structured daily routines and the prioritization of tasks to optimize productivity. Listeners are encouraged to revisit our earlier episode on Cookbook for further details and techniques related to this topic. Thank you for joining us on the How to Succeed Podcast, where we continue to equip you with the tools for successful selling.  

Matt Detjen, author of "The Art of Powerful Sales Communication," joins us for an insightful conversation about revolutionizing sales strategies with effective communication. Matt shares his transformative experience from attending a pivotal sales course in 2007, which inspired him to write his book during the pandemic. In our discussion, he expands on techniques like reflective listening, which goes beyond traditional listening by actively engaging with clients and providing feedback to establish mutual understanding. This approach not only clarifies communication but also fosters deeper, more collaborative relationships with clients. We further explore how building trust and empathy can make a significant difference in sales interactions. Through illustrative exercises and real-life examples, Matt explains how acknowledging and addressing issues openly can transform defensive responses into opportunities for building trust. We emphasize the importance of meaningful interactions, moving past superficial connections to establish real rapport. Techniques like Sandler's "upfront contract" aid in setting clear agendas, ensuring expectations are met, and managing meeting times effectively. Finally, Matt delves into the art of persuasive communication, where mindset and behavior play crucial roles alongside traditional persuasion skills. He introduces the success triangle concept: prioritizing trust and communication skills over product knowledge. With actionable advice on persuasive outlines and reflective techniques, Matt equips listeners with tools to enhance clarity and direction in sales meetings. His insights align with Sandler's philosophy, offering enriched perspectives for those eager to elevate their sales communication prowess.   (00:03) The Art of Powerful Sales Communication (10:42) Building Trust in Sales Communication (15:18) Building Trust Through Empathy and Rapport (29:37) Mastering Persuasive Sales Communication (37:30) Persuasive Outline and Reflecting Techniques (42:36) Elevating Sales Communication Skills   (00:03) The Art of Powerful Sales Communication This chapter introduces Matt Detjen, an author and Sandler client, who discusses his book "The Art of Powerful Sales Communication." Matt shares his journey in sales, highlighting a pivotal course he took in 2007 that transformed his approach to sales communication. He explains how the book was born during the COVID-19 pandemic when he realized the need to make the powerful lessons from the course accessible to a wider audience. We explore the transition from focusing solely on product knowledge to emphasizing effective communication, especially in high-stakes roles like senior account management. One key concept Matt introduces is reflective listening, which goes beyond the traditional notion of listening by actively engaging with the speaker and providing feedback to ensure a mutual understanding. This approach not only clarifies communication but also encourages further dialogue, paving the way for a more collaborative relationship with clients. (10:42) Building Trust in Sales Communication This chapter explores the crucial role of reflection and trust in effective sales communication. I share an exercise used in classroom settings that highlights the tendency of individuals to default to defensive responses when faced with criticism, instead of reflecting and owning the issue. By acknowledging and addressing problems openly, we not only defuse potential negativity but also build trust with customers. We emphasize the importance of bringing issues to the table proactively, fostering a shared journey with customers where intentions and progress are transparently communicated. Trust becomes the cornerstone of this relationship, especially during the discovery phase of sales, which is pivotal in either nurturing or damaging the customer relationship. Through reflective practices and open dialogue, we lay the foundation for a trust-filled relationship, essential for successful sales outcomes. (15:18) Building Trust Through Empathy and Rapport This chapter explores the vital connection between empathy and trust in sales communication, drawing insights from Matt's book, "Reflect the Art of Powerful Sales Communication." We acknowledge the challenges sales professionals face in overcoming preconceived notions from past buyer-seller interactions. Empathy plays a crucial role, as recognizing that each client is an individual with unique experiences and concerns can strengthen trust. We address the pitfalls of superficial rapport-building, such as focusing excessively on trivial topics like a fish on the wall, and emphasize the importance of meaningful interaction. Real rapport is cultivated through clear communication, setting expectations, and establishing mutual understanding. We highlight techniques such as the "upfront contract" from Sandler to set agendas and manage meeting time effectively, fostering genuine connections and productive sales engagements. (29:37) Mastering Persuasive Sales Communication This chapter explores the critical components of successful sales communication by emphasizing the importance of mindset, behavior, and the art of persuasion. We discuss the concept of the success triangle, where building trust and communication skills take precedence over the product itself. We tackle the stigma associated with persuasion, arguing that effective persuasion is about ethically presenting facts to influence decision-making positively. Drawing parallels to a doctor's responsibility, we highlight the seller's role in addressing customer needs through learned communication skills. The chapter also introduces actionable behaviors, such as employing the high school speech model of telling, reinforcing, and recapping key points, which enhances clarity and direction in meetings, especially in corporate environments. This approach not only facilitates effective internal communication but also ensures alignment and purpose throughout any sales interaction. (37:30) Persuasive Outline and Reflecting Techniques This chapter focuses on enhancing persuasive communication by utilizing effective outlines and reflective listening techniques. We explore the importance of structuring conversations with strategic bookends, such as teasing the outcome and closing strong, to guide listeners through a persuasive journey. The conversation highlights the tactic of reflecting, emphasizing the need to sift through conversations to capture and reflect key insights back to the listener in our own words. We also discuss practicing reflective listening in low-risk environments like conversations with family and friends, particularly with children, to hone the skill. Additionally, there's an engaging comparison to personal relationships, where the urge to "fix" is contrasted with the need to simply listen. Finally, I share how to connect with me and access my resources for further exploration into these techniques. (42:36) Elevating Sales Communication Skills This chapter features a conversation with Matt Detjen, author of "Reflect," a book that emphasizes the art of powerful sales communication. We explore how building trust-based relationships is crucial for long-term success in sales, beyond just the product or company history. Matt's insights align with Sandler's philosophy, providing an enhanced perspective for those familiar with Sandler's training. For listeners eager to elevate their sales communication skills, "Reflect" offers valuable lessons that complement and extend the teachings from Sandler consultants and trainers. Don't miss the opportunity to enrich your sales approach by engaging with Matt's work.  

Award-winning sales guru Alana Nicol joins us to shed light on the dynamic world of sales coaching. We dissect the multiple roles that sales leaders juggle—supervision, training, coaching, and mentoring—and why a balance among these is crucial. Alana shares her insights on how great leaders go beyond mere supervision to foster an environment ripe for growth and development. Learn how coaching serves as a pivotal tool for honing the skills of your team members, guiding them along their career paths while embedding them into the organizational culture. Imagine your sales team as professional athletes; even the best need consistent practice to stay at the top of their game. This episode explores the importance of pre-call planning and practice, with Alana offering practical strategies to help overcome common challenges like time constraints. Transform your sales meetings with the power of role-playing in a supportive environment, boosting both confidence and performance. Our discussion brings to light how meticulous preparation can elevate the outcomes of your sales endeavors, regardless of how seasoned your team might be. Leverage the transformative "more, better, different" model to uncover areas ripe for improvement in your sales strategy. Alana emphasizes the value of a growth mindset and the necessity of one-on-one coaching to drive personal and professional success. This episode serves as a toolkit for leaders striving to develop their teams, urging them to focus on genuine growth rather than getting sidetracked by administrative tasks. Whether you're an experienced sales manager or just starting out, you'll find valuable insights to enhance your leadership skills and propel your team to new heights. (00:00) - Sales Coaching Strategies and Techniques (11:27) - Effective Sales Coaching Practices (15:38) - Enhancing Sales Leadership Through Coaching   (00:00) Sales Coaching Strategies and Techniques   This chapter focuses on the crucial role of sales coaching in enhancing the performance of sales teams. Alana Nicol, a David H Sandler award winner, shares insights into the various responsibilities of sales leaders and how they can effectively support their teams. We discuss the four essential hats that sales leaders must wear: supervisory, training, coaching, and mentoring. The supervisory role ensures salespeople engage in the right activities, while the training role involves imparting new skills and knowledge. Coaching is emphasized as a one-on-one activity to enhance existing skills, distinct from training. Lastly, mentoring is highlighted as a way to guide individuals through cultural norms and career pathing. This chapter highlights the balance required among these roles and how sales managers often spend too much time on supervision, overlooking the other important aspects of their leadership duties.   (11:27) Effective Sales Coaching Practices   This chapter explores the importance of pre-call planning and practice in sales leadership. We discuss how these elements are crucial for improving deal outcomes and developing sales teams, comparing it to how professional athletes consistently practice to maintain their skills. We emphasize that even experienced salespeople can benefit from structured preparation, challenging the common misconception that practice is unnecessary. We also highlight the significance of creating a safe environment for role-playing to boost confidence and performance. Finally, we address the obstacles leaders face, such as time constraints and lack of processes, and suggest simple yet effective strategies for consistent practice and coaching, enhancing both individual and team success.   (15:38) Enhancing Sales Leadership Through Coaching   This chapter focuses on the "more, better, different" model as a powerful coaching technique for sales managers. We explore how this model helps identify areas for improvement by asking what actions should be increased, improved, or changed, promoting a positive and balanced approach between tactical and strategic thinking. The discussion emphasizes the importance of a growth-oriented mindset, prioritizing one-on-one coaching, and creating a safe environment for salespeople to practice and improve without fear of judgment. We highlight the value of pre-call planning as a tool for sales leaders, even those with less experience, to effectively coach their teams and accelerate their own learning. The key takeaway is that great leaders focus on developing their people, driving success through growth and achieving both personal and professional goals, rather than getting bogged down in administrative tasks.

Unlock the secrets to mastering feedback with insights from Joni Hibdon, acclaimed author of "The Leader's Guide to Mastering Feedback." You'll gain a deeper understanding of how to navigate the complexities of feedback in leadership, especially in challenging sales environments. Our conversation with Joni unveils her transformative journey, sparked by a pivotal conversation with a colleague, which revealed the hidden dangers of overcommitting. We explore common leadership pitfalls, such as the tendency to focus on outputs over individuals, and discover how a balanced, empathetic feedback approach can empower teams and resolve conflicts. Joni's story highlights the profound impact of candid feedback and why it's an indispensable tool for any leader aiming to inspire growth and improvement. Step into a world where feedback is not just about correction but a catalyst for mutual success and growth. Learn how curiosity and tone are key to creating a safe space for feedback, ensuring that it is received positively and constructively. We discuss the importance of timing, phrasing, and the SBI (Situation, Behavior, Impact) model, a practical framework for delivering impactful feedback. Celebrate the power of positive feedback in reinforcing the behaviors you want to see more of, and discover the high costs of neglecting this critical leadership skill. Joni shares her personal definition of success, reflecting on the joy of helping others thrive, and we close with strategies that will help you support and coach your team toward achieving their professional dreams. (00:11) - Mastering Feedback for Sales Leaders (08:44) - Effective Feedback for Sales Leaders (14:39) - Effective Communication for Feedback Success (22:12) - Feedback Strategies for Success   (00:11) Mastering Feedback for Sales Leaders   This chapter focuses on the intricacies of giving feedback as a leader, featuring insights from Joni Hibdon of JDH Insights. Joni, author of "The Leader's Guide to Mastering Feedback," shares her journey into the realm of feedback, revealing how pivotal it has been in her professional life. We explore common challenges leaders face when providing feedback, such as the fear of emotional reactions from employees, and how to effectively coach around these obstacles. Joni recounts a personal story of transformative feedback she received, highlighting the importance of discernment in leadership roles. We also address the unique challenges sales leaders encounter, emphasizing the need for a balanced approach that considers both the performance and the personal dynamics of team members. Throughout, we examine strategies to improve feedback delivery, fostering growth and understanding within teams.   (08:44) Effective Feedback for Sales Leaders   This chapter focuses on effective feedback and coaching strategies for leaders to foster a supportive environment that encourages employee growth and success. We explore the importance of creating a mentally and emotionally safe space for employees to receive feedback, emphasizing the significance of the relationship between leaders and their teams. By setting clear expectations and fostering open communication, leaders can help employees process feedback constructively. We discuss the importance of engaging employees in reflective conversations about their performance and setting actionable goals for improvement. Additionally, we highlight the role of tonality and word choice in delivering feedback, underscoring the impact of different communication styles on the effectiveness of the coaching process. Ultimately, this chapter emphasizes the shared responsibility between leaders and employees in cultivating a productive and growth-oriented workplace culture.   (14:39) Effective Communication for Feedback Success   This chapter explores the importance of approaching feedback conversations with curiosity rather than judgment. By setting a tone of openness and inquiry, leaders can create a safe environment that encourages employees to engage and improve performance. We discuss how curiosity can help uncover the reasons behind employees' choices and how leaders can take responsibility for their role in team dynamics. The two-by-two feedback model is introduced, emphasizing mutual feedback between leaders and employees to foster better communication and relationships. Highlighting positive behaviors and achievements is also essential, as it reinforces desired actions and outcomes. We reflect on the inevitability of feedback, whether through sales outcomes or performance metrics, and stress the importance of fine-tuning the feedback process to better understand and address underlying issues.   (22:12) Feedback Strategies for Success   This chapter introduces the SBI model developed by the Center for Creative Leadership, emphasizing Situation, Behavior, and Impact, with some schools adding Explore or Expect. Joni Hibdon, an executive and emerging leaders coach, shares her definition of success, highlighting the fulfillment she derives from helping clients achieve personal growth. Joni reflects on past feedback, learning to balance her superhero persona with realistic expectations, and the value of receiving and growing from feedback as both a coach and performer. We explore parallels between performers and salespeople in handling feedback, emphasizing the importance of self-reflection and learning from experiences. Joni shares her favorite quote about intention, urging us to consciously shape our days. As we wrap up, Joni encourages regular feedback practice in everyday situations, stressing its transformative potential in building relationships and achieving results.

Unlock the secrets to thriving in sales with Dr. Ona Love-Brown, as we explore the profound idea of answering the call to be in sales. Whether you view sales as a calling, a mission, or a business necessity, Dr. Love-Brown provides invaluable insights on overcoming self-doubt and embracing the sales journey. Learn about the essential qualities that set successful sales professionals apart, such as an affinity for people and the constant need for personal evolution. Discover how optimism and resilience play a crucial role in sales success. Dr. Love-Brown shares practical advice on cultivating a supportive mindset and seeing sales as a means to help others. We dive into creative problem-solving, genuine connections, and the importance of being an attentive listener. By adopting long-term, sustainable behaviors and maintaining personal well-being, you can consistently show up as your best self and provide real value to your clients. Step into the world of leadership and individuality in sales with our compelling discussion on empowering your team and creating memorable client experiences. Learn from inspiring stories and personal reflections on the importance of bringing your unique personality into your professional endeavors. Dr. Love-Brown's wisdom reminds us to act from a place of truth and power, striving for greatness while navigating external challenges. Tune in to be inspired, uplifted, and equipped with the tools to excel in your sales and leadership roles. (00:11) Answering the Call to Sales (05:15) Cultivating Sales Success With Optimism (12:27) Empowering Leaders and Dazzling Techniques (19:12) Finding Success Through Individuality (26:35) Embracing Personal Power for Sales (00:11) Answering the Call to Sales This chapter explores the concept of answering the call to be in sales with Dr. Ona Love-Brown. We discuss the notion that sales can be a calling, a mission, or a necessity for business success. Dr. Love-Brown shares insights on overcoming internal doubts and embracing the journey of becoming a successful sales professional. We touch on the importance of having a natural affinity for people, the need to constantly evolve, and the significance of having the right attitude in sales. We also examine the different motivations people have for entering the sales field, from financial goals to the desire to help others, and how these motivations shape their approach and success in sales. (05:15) Cultivating Sales Success With Optimism This chapter focuses on the belief that sales is fundamentally about helping others and cultivating a supportive, optimistic mindset. We explore the importance of creative problem solving, the ability to connect genuinely with people, and the necessity of being a good listener. The discussion emphasizes that true sales success comes from resilience, persistence, and maintaining one's own well-being, akin to putting on your own oxygen mask first in an airplane emergency. We also touch on the significance of adopting behaviors that promote long-term success and sustainability, such as regularly overcoming obstacles and consistently showing up at your best, ultimately aiming to become top-tier sales professionals who provide real value. (12:27) Empowering Leaders and Dazzling Techniques This chapter explores the essence of true leadership, emphasizing the role of leaders in uplifting and encouraging their team members, particularly during challenging times. We highlight the distinction between leaders and managers, focusing on how true leaders foster a team-centric mindset and go the extra mile to support their colleagues. Additionally, we discuss the importance of dazzling clients and creating memorable experiences that set one apart in the sales industry. We share an inspiring example of a speaker who went above and beyond to impress potential clients, demonstrating how extraordinary efforts can yield significant rewards. Finally, I reflect on the personal journey of bringing personality and wholehearted effort into professional endeavors, offering advice on embracing individuality and style in the workplace. (19:12) Finding Success Through Individuality This chapter highlights the importance of instilling values of greatness and excellence from an early age, drawing from the personal experiences and teachings of family members. I reflect on the influences of my mother, father, and grandparents in shaping my work ethic and dedication to exceeding client expectations. We explore the significance of personal connection, attention to detail, and the impact of thoughtful gestures in professional relationships. Additionally, I discuss the value of self-awareness in developing interpersonal skills and the importance of finding one's unique voice, especially when working alongside prominent figures. I share insights into how helping others and creating engaging, high-energy environments contribute to a fulfilling and successful career, and recount a personal journey of overcoming self-comparison to embrace my own contributions and strengths. (26:35) Embracing Personal Power for Sales This chapter centers on the importance of acting from a place of truth and power, especially in sales and leadership roles. We explore how living by empowering quotes, like "Evil prevails when good men and women do nothing," can inspire individuals to make a significant impact in their fields. Dr. Ona Love Brown, known as the Message Midwife, shares her insights on coaching top executives and customizing corporate training to meet specific needs, emphasizing the importance of striving for greatness and making a positive difference. The chapter concludes with a reminder to shine your light and achieve exceptional results despite external challenges.

Can setting clear boundaries actually help you excel in your sales career? We had an enlightening conversation with Michele Delgado from Hartmetrics, who reveals how setting boundaries isn't just about saying "no" but is a pathway to professional success and personal well-being. Michele shares her own transformative journey within the sales industry, highlighting how establishing upfront contracts and maintaining clear communication can prevent burnout and ensure better service. We also tackle common fears like the dread of losing clients when not meeting immediate demands, and offer strategies to overcome imposter syndrome and build confidence. Michele's insights continue as we discuss the irreplaceable role of human connections and empathy in the workplace. Learn how personal experiences, such as dealing with a family member's illness, can deepen your understanding and foster stronger relationships with colleagues. Michele emphasizes the power of curiosity and open-mindedness in creating a supportive and flexible work environment. Finally, we delve into the crucial role of leadership in enabling employees to set and respect their own boundaries, shifting the focus from short-term gains to long-term satisfaction and celebrating personal milestones to bolster confidence. Tune in for actionable advice on maintaining a healthy balance between professional and personal life. (00:10) Setting Boundaries for Professional Success (07:30) Building Boundaries Through Human Connections (13:05) Empowering Boundaries for Professional Growth (00:10) Setting Boundaries for Professional Success Michele Delgado from Hartmetrics explores how to succeed at setting boundaries, particularly in sales. Michele shares her journey, emphasizing the importance of setting boundaries to avoid burnout, especially when starting out in sales. We discuss common misconceptions and fears that hold people back, such as the fear of losing clients if immediate demands aren't met. Michele highlights the significance of building strong relationships, clear communication, and setting upfront contracts with clients. We touch on overcoming imposter syndrome and maintaining confidence in what you're selling. By establishing boundaries, you can provide better service and maintain a healthy work-life balance. (07:30) Building Boundaries Through Human Connections Michele highlights the importance of human connection and communication in professional settings. We explore how personal experiences, like dealing with a family member's illness, can unexpectedly foster empathy and understanding between colleagues. Sharing such experiences can transform professional relationships and set a foundation for better communication and boundary-setting. We discuss how staying curious about others' behaviors and circumstances can lead to more compassionate interactions. By asking neutral questions and remaining open to different scenarios, we can create a more supportive and flexible work environment, ensuring that both professional and personal needs are met effectively. (13:05) Empowering Boundaries for Professional Growth Michele focuses on the crucial role of leadership in creating a supportive environment for employees, especially salespeople, to set their own boundaries and make choices that benefit both them and their clients. We explore the importance of maintaining open communication, building strong relationships, and shifting the focus from short-term wins to long-term satisfaction. Emphasizing the value of presenting solutions rather than problems, we also discuss the challenges faced by individuals who feel like outcasts and the importance of celebrating personal milestones to build confidence. Finally, we touch upon the necessity of recognizing and managing negative self-talk to maintain a positive mindset and ensure healthy interactions.

Unlock the power of Account-Based Marketing (ABM) and revolutionize your business strategy with insights from Kerri Martinek, head of global brand and marketing at Sandler. Discover why targeting entire accounts instead of individual leads is crucial in the B2B world, particularly when dealing with comprehensive buying committees that can include up to 20 people. Learn how even small businesses can leverage tools like ZoomInfo and HubSpot to implement ABM effectively without breaking the bank. Kerri demystifies common misconceptions around ABM, proving that it's not just for large enterprises, and offers practical advice on creating target account lists and balancing personalized buyer experiences with a broader focus. Ready to elevate your ABM game? This episode dives into advanced tactics to create impactful workflows and automation strategies using next-level tools like HubSpot Copilot. You'll hear about real-world success stories featuring high-touch campaigns and multi-channel approaches that drive impressive conversion rates and meet pipeline goals. Whether you're just starting or looking to refine your ABM efforts, the episode provides valuable encouragement and resources, including free materials on Sandler's website and an invite to the Sandler Summit in Orlando. Don't miss this opportunity to harness the full potential of ABM and transform your business outcomes. (00:11) Account-Based Marketing Strategies for Small Businesses (12:41) Advanced ABM Tactics and Success (20:49) ABM Encouragement and Resources (00:11) Account-Based Marketing Strategies for Small Businesses This chapter explores how to effectively implement Account-Based Marketing (ABM) for businesses of any size. Kerri breaks down the fundamentals of ABM, emphasizing its importance in targeting entire accounts rather than individuals, particularly in a B2B context. We discuss the shift in focus from individual leads to comprehensive buying committees, which can range from 14 to 20 people, and the need for more strategic use of marketing budgets in a post-pandemic landscape. Keri addresses common misconceptions, such as ABM being exclusive to large enterprises, and highlights accessible tools like ZoomInfo and HubSpot for smaller businesses. We also touch on the paradox of needing to expand focus to an entire account while creating personalized buyer experiences. Finally, we explore the creation of target account lists, distinguishing between dream accounts and ideal client profiles based on current engagement and business needs. (12:41) Advanced ABM Tactics and Success Kerri talks about on creating effective workflows and automation strategies for Account-Based Marketing (ABM). We explore how tools like HubSpot and ZoomInfo can facilitate high-touch campaigns through emails, social media, landing pages, and forms. Emphasizing the importance of personalization, we discuss segmenting audiences by industry, role, and interests, and utilizing advanced CRM tools like HubSpot Copilot for deeper insights. We highlight the benefits of a multi-channel approach and the significance of tracking key metrics, such as conversion rates and pipeline goals. Lastly, we share real-world success stories and advice on starting small and gradually building confidence and traction in ABM strategies. (20:49) ABM Encouragement and Resources Kerri encourages listeners not to be intimidated by Account-Based Marketing (ABM) despite its seemingly complex and resource-intensive nature. It highlights that even small components of ABM can be tried without significant investment, and the worst-case scenario is that it doesn't work, allowing you to continue with other strategies. The discussion also emphasizes the availability of free resources on Sandler's website, including white papers, webinars, and summit recordings, to help you get started with ABM. Additionally, an invitation is extended to join the Sandler Summit event in Orlando on April 2nd and 3rd, 2025, for further learning and networking opportunities. The key takeaway is to give ABM a shot and utilize the available resources to support your efforts.  

Unlock the secrets to transforming sales leadership with the power of gender equity in our eye-opening conversation with Wendy Walbridge from Spiral Up. Discover how embracing women in leadership roles can revolutionize relationships, productivity, and company performance. Learn about the cultural shift towards feminine values and the undeniable economic influence women hold today. Wendy breaks down compelling statistics and makes a strong case for why gender diversity is a win for everyone, not a zero-sum game. Challenge the status quo in sales careers as we confront persistent stereotypes and biases. Tune in to understand why the most successful salespeople often rely on listening and emotional intelligence rather than pushy tactics. We dive into the sometimes heated issues of equal pay and hidden privileges, exploring how biases affect raises and opportunities. Get an insider's view of the evolving landscape of education and hiring practices, and why practical experience is becoming more valuable than ever. Adaptability and continuous learning emerge as crucial elements in navigating the modern job market. Finally, embark on a journey of personal growth and resilience. Wendy shares her powerful story of overcoming chronic illness, offering lessons in autonomy, creativity, and self-compassion. We stress the importance of emotional literacy for men and women, encouraging everyone to find their voice and master negotiation skills. Reflect on what it means to redefine success and step outside your comfort zone. Plus, get the scoop on our latest podcast episodes and the upcoming "Spiral Up" coaching group, designed to help women elevate their personal and professional lives. (00:11) Empowering Women in Sales Leadership (16:40) Challenging Bias in Sales Careers (24:14) Personal Growth and Overcoming Challenges (00:11) Empowering Women in Sales Leadership This chapter explores the importance of sharing power, especially in terms of gender equity in the workplace. Wendy Walbridge from Spiral Up discusses the benefits of having women in leadership roles and how it positively impacts relationships, productivity, and overall company performance. We examine the cultural shift towards more feminine values and the increasing economic power of women, citing significant statistics such as the high percentage of working women and their growing control over wealth. Additionally, we emphasize the need for a growth mindset and how the sales profession, traditionally male-dominated, can benefit from welcoming more women into its ranks. The chapter underscores the notion that sharing power and fostering gender diversity is not a zero-sum game but a pathway to better results and opportunities for all. (16:40) Challenging Bias in Sales Careers This chapter examines the nuanced nature of sales roles and the impact of stereotypes and biases in the industry. We explore how the best salespeople often defy the loud, pushy stereotypes, instead excelling through listening, emotional intelligence, and quiet influence. We address the issue of equal pay, highlighting that women ask for raises as often as men but receive them less frequently due to deeper biases. Privilege is also discussed, with examples illustrating how hidden advantages shape opportunities and perceptions. Additionally, we touch on the evolving landscape of education and hiring practices, advocating for a more inclusive approach that values practical experience and skills over formal degrees. The conversation concludes with a forward-looking perspective on the importance of adaptability and continuous learning in an ever-changing job market. (24:14) Personal Growth and Overcoming Challenges This chapter focuses on the significance of where we direct our attention and the impact it has on our energy and overall life. We explore the importance of emotional literacy, particularly for men, and how understanding a wide range of feelings can enhance emotional intelligence and relationship-building. The conversation also highlights the necessity of women finding their voice in challenging situations and mastering the art of negotiation. Emphasizing the importance of action, we discuss the value of facing fears and stepping outside comfort zones to live a fulfilling life. The guest shares personal insights, including overcoming a chronic illness, which provided valuable lessons in autonomy, creativity, and self-compassion. The chapter concludes with reflections on redefining success and the lessons learned from physical challenges.

Unlock the secrets to successfully raising prices for long-term clients with insights from Clint Babcock, a seasoned Sandler trainer from Tampa Bay. Overcome common sales hesitations and misconceptions, particularly the discomfort of discussing money and the fear of damaging client relationships. Clint provides indispensable advice on understanding and communicating the 'why' behind price increases, ensuring confidence in the value offered and tailoring approaches by industry specifics and adjustment scales.  Explore strategic considerations for moving upstream in the market and the acceptance of losing some clients in favor of higher-value ones. Learn the importance of having the right messenger, whether it's a senior figure or a dedicated committee, to convey price changes effectively. Clint shares negotiation tactics, including offering alternatives like reduced services or extended contracts, and the concept of BATNA to handle client reactions. Integrate price discussions into routine reviews and leverage customer contributions to maintain strong relationships amid price adjustments. Tune in for practical strategies and expert advice to navigate the complex landscape of price increases seamlessly. (00:10) How to Succeed at Raising Prices (10:54) Navigating Price Increases Successfully (24:53) Effective Price Increase Negotiation Strategies (00:10) How to Succeed at Raising Prices This chapter explores the challenges and strategies of raising prices for long-term clients. We address the initial hesitations and misconceptions salespeople might have, particularly around the discomfort of discussing money and the fear of damaging customer relationships. Clint Babcock emphasizes the importance of understanding and communicating the 'why' behind the price increase, ensuring that everyone involved believes in the value of their products and services. Additionally, we touch on how personal money concepts can affect one's confidence in justifying price changes, and highlight the necessity of adapting approaches based on the industry and the scale of price adjustments. (10:54) Navigating Price Increases Successfully This chapter explores the strategic benefits and considerations of raising prices for clients, especially when aiming to move upstream in the market. We discuss how losing some clients during this transition is often acceptable and even beneficial, as the new clients acquired at higher rates typically offer better returns. Emphasizing the importance of the right person delivering the price increase message, we highlight the potential need for a senior figure or a dedicated committee to handle tough conversations. We also touch on negotiation strategies, such as offering alternatives like reduced services or extended contracts to manage client expectations. Additionally, we introduce the concept of BATNA (Best Alternative to a Negotiated Agreement) to evaluate clients' potential reactions and the stickiness of services to retain them despite price hikes. Integrating price discussions into regular reviews is also suggested to ease the process. (24:53) Effective Price Increase Negotiation Strategies This chapter explores effective negotiation techniques and communication strategies when delivering difficult messages, such as price increases. We discuss the importance of style, using anchoring to frame price changes positively, and the value of offering options that provide perceived benefits, such as locking in rates for a longer term. Additionally, we cover the delicate balance of allowing negotiation room without compromising on pricing, and how leveraging customer contributions like testimonials or white papers can be beneficial. We also emphasize the necessity of addressing at-risk customers promptly to maintain relationships, ensuring follow-up from senior management to mitigate dissatisfaction.  

This week, we explore the intricacies of onboarding an operator with insights from Mandi Ellefson, author of Hands Off CEO. Learn how to effectively transition responsibilities, set clear expectations, and empower your team for success. Mandi provides practical advice on creating a robust framework that supports both the operator and the overall business objectives. Join us for a deep dive into the essential elements of successful onboarding. Mandi's experience highlights the balance between delegation and leadership, emphasizing strategies to ensure a smooth integration of new operators into your business. Don't miss this episode filled with actionable insights for optimizing your onboarding process and achieving operational excellence!   Timestamps: 00:01:00 Replacing yourself to focus on growth 00:10:10 Defining and standardizing excellence 00:12:33 Common hiring mistakes 00:14:56 Timing and ROI of hiring an operator 00:19:27 Being intentional during transitions 00:21:42 Calculating ROI for hiring an operator 00:23:19 Finding and onboarding operators 00:25:37 Ideal traits in an operator   Key Highlights Effective onboarding involves more than just delegating tasks; it's about setting a clear framework for success. Clear role definitions and expectations help operators perform efficiently and integrate smoothly into the team. Regular communication and feedback are crucial for aligning expectations and resolving issues promptly. Performance metrics should be used to evaluate and refine the onboarding process for continuous improvement. Addressing common onboarding challenges proactively can lead to better outcomes and a more cohesive team. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Remember to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode,  Madeline Miller focuses on engaging and coaching Gen Z employees as they move into leadership roles. Gen Z currently represents just under 20% of the workforce, but by 2030, millennials and Gen Z will make up two-thirds of the workforce. Madeline stresses the importance of early leadership development for Gen Z, to prevent the need to unlearn bad behaviors later. Gen Z faces unique challenges due to remote work and the digital landscape, which affect their communication skills. Madeline highlights the need for a balanced approach to resilience, not just focused on grit but also emotional processing, which is essential for strong leadership. She discusses how leaders can foster alignment between company goals and Gen Z's mission-driven mindset by creating opportunities for professional development and engagement.  Tune in to learn practical strategies for empowering the next generation of leaders.   Timestamps: 00:01:18 Importance of teaching leadership skills early 00:02:28 Gen Z's communication and leadership skills 00:04:29 Mindset shift needed for engaging Gen Z 00:05:34 Resilience and emotional processing 00:07:06 Leader's obligation to engage employees 00:09:58 Alignment with personal goals and values 00:13:22 Accommodating job turnover in younger workers 00:15:24 Influence through interpersonal communication 00:19:21 Setting communication standards in the company 00:21:34 How Madeline defines success 00:23:20 Overcoming the hurdle of career self-reflection   Key Takeaways: Early leadership development prevents the need to unlearn bad habits later. Gen Z's communication challenges stem from remote work and digital interactions. Emotional resilience is crucial for leadership, beyond just grit. Leaders should align company goals with Gen Z's purpose-driven values for greater engagement. Gen Z thrives in collaborative and feedback-rich environments, where they can see the impact of their work. Creating clear paths for career growth and continuous learning motivates and retains Gen Z talent. Flexibility in work environments is key to engaging Gen Z, as they highly value work-life balance. Gen Z is driven by authenticity and transparency in leadership, making it important for leaders to communicate openly. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Remember to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode of How To Succeed Podcast, we explore the concept of organizational excellence with Jim Dunn, a seasoned Sandler trainer from Charlotte, North Carolina. Jim shares valuable insights on how leaders can build exceptional organizations by fostering a culture of continuous improvement and creating systems that make their roles less central to day-to-day operations. The discussion highlights key elements such as empowering teams, keeping up with new technologies, and ensuring everyone is aligned with the company's vision. Jim emphasizes that true leadership involves making yourself irrelevant by delegating tasks and allowing others to thrive in their roles. As the conversation unfolds, Jim outlines how leaders can balance being passionate about the business and maintaining objectivity. He offers practical advice on creating clear priorities, hiring the right people, and continuously refining processes to ensure organizational growth. Whether you're a seasoned leader or an aspiring entrepreneur, this episode provides actionable strategies to take your leadership and organization to the next level. Timestamps: 00:00:00 Introduction and overview of organizational excellence 00:01:54 Misconceptions about leaders and the importance of delegation 00:04:03 Balancing passion and emotions in leadership 00:07:03 The six P's of organizational excellence 00:10:21 Defining roles and positions in an organization 00:13:14 Hiring and developing people 00:17:19 Processes, performance metrics, and the importance of flexibility 00:19:35 The role of tools and techniques in organizational excellence 00:22:18 Specific tools for prioritization, onboarding, and individual training needs 00:24:46 Customizing tools and identifying blind spots through assessments 00:26:14 The importance of continuous learning and growth Key Takeaways: Organizational excellence is about continuous improvement and ensuring teams are aligned with the company's vision. Effective leaders delegate tasks, allowing their teams to manage day-to-day operations while they focus on higher-level strategy. Passion and objectivity must be balanced; great leaders avoid getting bogged down in emotions and instead maintain a long-term vision. Creating clear priorities and defining roles within the organization is crucial for success. People development and training are ongoing processes that must be reinforced to keep the team growing. Processes need to be regularly reviewed and improved with the help of new technologies. Performance metrics should be tracked to ensure that organizational processes are working effectively and supporting growth. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Remember to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.  As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.   Timestamps:   00:00:00 - Introduction to Sales Capacity Assessment 00:05:30 - Importance of Assessments in Sales 00:08:28 - Attitude Towards Excuse Making 00:11:42 - Benchmarking Competencies 00:14:53 - Key Sales Competencies 00:16:20 - Difference Between Behaviors and Competencies 00:19:21 - Team Training and Individual Development 00:22:50 - Defining Success in Career 00:27:56 - Overcoming Challenges in Career Key Takeaways: Assessments like the Sales Capacity Assessment aid in hiring, training, and development. It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions. The assessment evaluates behavioral styles and competency levels in various sales areas. The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement. Benchmarking compares team performance against industry standards, crucial for the assessment process. It identifies both strengths and weaknesses, enabling targeted development plans. Individual learning paths can be tailored based on assessment results to address specific improvement areas. The assessment can be retaken every six months to monitor progress and adjust development plans. Success in sales involves balancing strengths with development areas. Consistent focus on critical sales activities is essential for achieving success. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode of the How to Succeed Podcast, social selling expert Richard Bliss from BlissPoint Consulting shares valuable insights on succeeding at social selling on LinkedIn. The discussion covers the evolution of LinkedIn as the go-to platform, emphasizing its ubiquity compared to other social media platforms. Listeners will gain practical tips on leveraging LinkedIn to generate leads, enhance their pipeline, and optimize social selling strategies.  Bliss explains that the algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms like Facebook or Instagram, which are more focused on entertainment. He points out that the algorithm on LinkedIn rewards meaningful interactions that lead to conversations rather than simply garnering likes or views. This shift in mindset is crucial for salespeople looking to succeed on the platform. Tune in to learn how to navigate the changing landscape of social selling and maximize your results on LinkedIn.   Timestamps:    00:02:47 The upside-down world of social selling. 00:06:03 LinkedIn content engagement strategies. 00:08:37 LinkedIn sales strategies. 00:11:15 Commenting for Sales Success. 00:14:33 LinkedIn networking strategies. 00:19:14 Underrated sales prospecting techniques. 00:22:27 Cold email techniques. 00:27:28 Engaging sales team strategy. 00:31:13 Overcoming career setback. 00:34:21 Leadership and communication skills. Key Highlights: LinkedIn has become the go-to platform for social selling, with widespread adoption among professionals. The purpose of LinkedIn is to connect with prospects and customers and build relationships, rather than entertain or distract. The algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms. Posting text-only content on LinkedIn generates more reach and engagement compared to videos or graphics. Engaging in conversations by leaving comments on prospects' posts is more effective than sending direct messages or connection requests. Leveraging the mentioned feature on LinkedIn can grab the attention of prospects without directly reaching out to them. Sales Navigator can be a valuable tool for tracking and finding prospects, but it should be used in conjunction with understanding the fundamentals of LinkedIn. Using AI tools like ChatGPT can help generate ideas for comments and responses to prospects' posts. Authentic engagement and conversations with prospects are more important than trying to cheat the algorithm or use specific posting techniques. Success in social selling on LinkedIn is measured by the number of people you can help and the level of enjoyment you derive from your work.   =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode, we discuss buying a franchise with Josh Dubois. Most people consider business ownership to replace income or build generational wealth. Franchising fast-tracks starting a business by providing systems and resources. Josh recommends exploring options over 1-2 months without pressure to decide. He outlines the process of researching franchises, speaking with owners, reviewing financials, and managing expectations. We emphasize having a strong "why" and taking extreme ownership as a franchisee. Success requires being known in the community, following the playbook, and having a positive attitude.   Josh's father transitioned from long hours in the restaurant industry to owning a dry cleaning franchise, which allowed him to attend Josh's games and eventually become a CEO. This lifestyle change inspired Josh to pursue business ownership before becoming a franchise broker to help others without promoting any specific franchise. He lives by "conquer the mind" – being conscious and positive to manifest goals.   Timestamps: 02:05 Why pick franchising over starting your own business? 04:58 Lifestyle and legacy in franchising 10:14 Lifestyle freedom in franchising 12:09 The buying process and common mistakes 17:08 Getting started and being successful 19:41 Managing expectations between franchisor and franchisee 21:22 Taking extreme ownership 23:23 Tips, tricks, and hacks for buying a franchise 25:00 You don't need to decide today   Key Takeaways:   Spend 1-2 months exploring franchise options to make an informed choice. Research thoroughly: talk to owners and review financials. A strong "why" drives motivation and focus. Extreme ownership means fully committing to the franchise's success. Being known in your community benefits your business. Follow the franchise's systems and guidelines. Maintain a positive attitude to overcome challenges. Personal experiences can inspire and guide business decisions. Hands-on ownership experience helps in advising others. A positive mindset, or "conquer the mind," is crucial for achieving goals. SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this episode, we discussed the crucial importance of assessing and developing sales capacity to drive business success. We prioritized the need for sales development and defined what constitutes success in this area. We explored how assessments can uncover valuable insights into natural sales behaviors and competencies. We shared examples of effective sales development strategies and introduced the Sandler Training's Sales Capacity Assessment as a powerful tool for self-improvement and performance measurement. Timestamps: 00:10: Using assessments to evaluate sales capacity, identify natural behaviors, and improve development.  05:06: Sales assessments, excuse making, and personal growth. 8:52 The Impact of Excuse Making on Sales Performance 12:13 Optimizing Sales Teams Through Benchmarking and Personalized Development 22:50 Balancing Strengths and Weaknesses in Personal Development 25:25 Defining Success and Overcoming Challenges in Business   Key Takeaways:  Assessments play a crucial role in avoiding costly hiring mistakes, providing accurate information about a candidate's natural behaviors and sales competencies. Benchmarking sales competencies help identify areas for development and tailor training programs to enhance sales team performance effectively. Understanding the balance between behavioral tendencies and skill development is key to maximizing individual and team success in sales roles. Excuse index scores offer valuable insights into sales professionals' focus on sales activities, highlighting areas for improvement and increased productivity. Utilizing individual learning paths based on assessment results can lead to   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this episode, we delve deep into the pervasive and often debilitating experience of imposter syndrome with Gary Frey. Gary Frey challenges the notion that feeling like a fraud is unique to a select few, revealing its prevalence across various industries and career stages. Through open and honest conversation, we explore the root causes of imposter syndrome, including self-doubt, fear of failure, and the pressure to meet unrealistic expectations. Gary shares personal experiences, offering relatable insights and practical strategies for overcoming these challenges. By emphasizing self-compassion, building resilience, and cultivating a growth mindset, we empower listeners to challenge their inner critic and unlock their full potential. Moreover, we discuss the importance of work-life balance, the dangers of burnout, and the necessity of prioritizing personal well-being. By fostering a culture of open dialogue about mental health, we aim to create a supportive environment where individuals can thrive both professionally and personally. Timestamps: 00:10: Imposter syndrome and its impact on high achievers, including C-suite executives and celebrities.  07:13: Impostor syndrome, self-doubt, and behavior in sales and leadership.  11:51: Finding the balance between career and personal life to overcome imposter syndrome.  18:03: Embracing uniqueness and niching down to find success.  22:59: Overcoming imposter syndrome and defining success through core values and purpose.  28:36: The importance of gratitude and resilience in the face of adversity.    Key Takeaways:  Recognizing and acknowledging imposter syndrome is the first step towards overcoming it. Thriving in your strengths and minimizing or outsourcing weaknesses can help combat imposter syndrome. The importance of authenticity, resilience, and finding gratitude in challenging circumstances is emphasized. Practical strategies, like the "Thrive or Wither" approach and gratitude journaling, are recommended for silencing self-doubt. Niche down to unlock unique strengths, resist the usual, and make a positive difference without conforming to societal expectations. Success is defined by integrity, humility, and the ability to make a positive impact in the lives of others.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this captivating episode, we delve into the often-overlooked potential within organizations: the 'hidden salesforce'. We explore strategies for unlocking this hidden talent pool, emphasizing the importance of cultivating curiosity and providing the necessary tools for sales success. The episode underscores the delicate balance between technical proficiency and sales acumen, highlighting the need for thoughtful, informative conversations over aggressive sales tactics. By redefining the role of technical teams and integrating them into the broader business strategy, organizations can harness their full potential and drive significant growth. Timestamps: 03:44 Discussion on hidden sales potential in professional services firms. 08:08: When to involve technical experts in sales meetings. 13:50: Unlocking hidden sales force by redefining technical teams' purpose. 19:03: Techniques for technical professionals to have meaningful conversations with clients. 22:51: Empowering teams to ask hard questions and grow business. 28:00: Sales techniques, personal growth, and networking.   Key Takeaways:  Redefine technical teams' purpose to focus on business growth, not just delivery. Empower technical teams to ask challenging questions and uncover opportunities. Prioritize high-potential leads through upfront qualification. Cultivate a culture of curiosity and inquiry to deepen client relationships. Invest time in understanding client challenges for effective solution tailoring. Overcome sales aversion by reframing sales as value delivery and knowledge sharing. Use powerful questioning to uncover client pain points and aspirations. Share industry insights to position yourself as a trusted advisor. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this insightful episode featuring Tiffany and Brad Koettels, we emphasized the pivotal role of DISC behavioral styles in navigating the complexities of sales, business, and personal relationships. Beyond recognizing the importance of understanding diverse communication preferences, we delved into the practical applications of DISC in real-world scenarios. From refining sales strategies to building stronger teams and fostering deeper connections, the podcast explored how to leverage DISC insights to achieve greater success. By dispelling common misconceptions and providing actionable advice, we aimed to empower listeners to harness the power of behavioral understanding in their personal and professional lives. Learning how to communicate effectively with different styles can transform your relationships and business interactions.   Timestamps: 0:11 How to Succeed with the Do's and Don'ts of DISC 4:14 Adapting Leadership and Sales Styles for Team Success 11:15 Adapting Communication Styles for Effective Team Collaboration 15:52 Understanding Personality Types for Better Workplace Relationships 19:21 Effective Communication Strategies for C Styles in Sales Teams 22:57 The Impact of DISC Training on Company Culture 25:37 Balancing Strengths and Weaknesses in Leadership and Parenting 27:45 Transforming Relationships and Sales with Sandler and DISC Training 29:54 Using DISC Styles to Improve Family Dynamics 32:49 Learning to Fail to Win in Sales and Life   Key Takeaways:  Platinum Rule is to treat others how they want to be treated, focusing on their preferences. Building a team with various behavioral styles enhances performance. Effective communication involves understanding others' perspectives and adjusting accordingly. Recognizing that behavioral styles are not fixed and can be adapted. Balancing strengths by leveraging the strengths of different styles to create high-performing teams. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this insightful episode, we delve into the world of pain points in sales with Emily Shaw, we tackle common misconceptions, like treating pain as a mere formality. They emphasize the power of genuine curiosity and creating a safe space for prospects to reveal their emotional drivers. We'll also hear from Mike and another sales leader who dissect various questioning techniques to make sales conversations more productive and empower prospects with informed decision-making. So, buckle up as we explore the art of uncovering pain points and fostering meaningful connections in the sales process. Learn how to create a safe space where they feel comfortable revealing their emotional drivers. But it doesn't stop there! We'll also bring in another sales leader to dissect powerful questioning techniques with Emily Timestamps: 00:03 Common mistakes in using pain in sales, including checklist mentality and lack of curiosity. 06:45 Identifying and addressing pain points in sales conversations. 11:07 Finding and articulating pain points in sales calls. 18:50 Sales techniques, including finding and quantifying pain points. 24:29 Sales techniques with Emily Shaw, Sandler trainer.   Key Takeaways:  Treat pain discovery as a genuine attempt to understand prospects, not a checkbox exercise. Uncover the prospect's emotionally compelling reason to act by creating psychological safety. Use upfront contracts and follow-up questions to make sales conversations more productive. Ask quantification questions to help prospects gain clarity and make informed decisions. Pay attention to emotional cues to identify pain points at any stage of the sales call. Articulate the impact of a problem on both the business and the individual personally. Give prospects agency over the decision-making process while providing guidance. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this episode, we dive deep into operationalizing Sandler Training for sales success. Daniel, a dedicated Sandler practitioner for over a decade, shares his journey of building and recruiting high-performing teams through this method. We also gained insights from Mike and another sales leader who implemented Sandler principles within their organizations. They discuss overcoming personal hurdles to achievement by leveraging data and self-awareness. The conversation underscores the importance of consistent application, a shared vision that unites the team, and the power of human connection, even when facing inevitable challenges. Timestamps: 00:13 Operationalizing Sandler Training for sales success.  04:26 Sales coaching and attitude, with a focus on emotional steps and buyer psychology.  08:24 Operationalizing Sandler sales methodology using data, metrics, and tools to improve efficiency and win rate.  15:28 Operationalizing sales process with playbooks, testing, and team enablement.  20:33 Sales techniques, growth strategies, and personal development with a Sandler trainer.    Key Takeaways:  Leverage Sandler Selling with upfront contracts, regular check-ins, and call evaluations to cultivate a positive sales team. Crush personal barriers by making data-driven decisions and being aware of your own biases. Consistency is key! Repetition and a shared vision are crucial for long-term sales success, but don't forget human management for those tough days. Coaching boosts performance. Weekly affirmations, feedback, and positive reinforcement are your friends. Data optimizes sales. Use metrics and tools to enhance the Sandler methodology, and explore the potential of AI to give your sales team an extra edge. Playbooks and testing reign supreme. Documented processes and experimentation are the keys to sales mastery.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In a fascinating episode, Kallie delved into the powerful world of behavioral science, revealing its surprising influence on our purchasing decisions. We often think we make rational choices, but as Kallie explained, unconscious biases and emotional triggers often hold the reins. This insightful discussion highlighted the key to successful marketing and sales: striking a perfect balance between logic and emotion. By leveraging psychological factors like loss aversion and availability bias, businesses can craft messages that resonate deeply with potential customers. Kallie emphasized the importance of creating an emotional connection, understanding that we buy not just products, but the feelings associated with them. The episode also offered practical techniques for building trust and persuading potential clients. Addressing concerns, setting clear expectations, and employing qualifying questions that empower prospects – all these elements were identified as crucial for successful sales conversations. Timestamps: 00:13 Improving sales performance in large enterprises, debunking misconceptions about training and attitude. 04:43 Sales training, attitude, and behavior change in an enterprise organization. 09:36 Changing behaviors in sales training, emphasizing specificity and safety. 14:23 Sales techniques for enterprise organizations, including upfront contracts and creating a common language. 19:39 Sales techniques, including reframing attitudes towards pricing and negotiation. 23:42 Sales strategies, failures, and success with an enterprise facilitator.   Key Takeaways:  Focus on behavior, attitude, and technique training to improve enterprise sales performance. Cultivate personal responsibility and desire for improvement in sales teams. Identify and change specific uncomfortable behaviors through targeted exercises. Create a safe learning environment that encourages risk-taking and gradual improvement. Establish a common language and unified selling methodology across the organization. Reframe pricing conversations as impact discussions to overcome negotiation challenges. Internalize the success triangle of attitudes, behaviors, and techniques for personal growth. Practice authentic, direct communication to connect meaningfully with clients and colleagues. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this episode, we embark on a deep dive into strategies that can significantly enhance sales performance within enterprise teams. Nancy Harhut dispel some common misconceptions that can hold salespeople back, and instead, focus on fostering a positive attitude, effective behaviors, and a strong sales technique toolbox.  We'll explore the importance of ongoing support and reminders to keep your team sharp and motivated. Understanding your client's specific challenges is paramount, and we'll discuss how to effectively navigate their pain points, budget realities, and decision-making timelines.  This insightful conversation will delve into the art of negotiation and pricing within the enterprise sales landscape. We'll challenge traditional thinking and encourage sellers to reframe their approach, prioritizing the customer's needs above all else. Finally, we'll acknowledge the ever-present need to navigate change, both in the market and in people's lives, equipping you with the tools to thrive in a dynamic environment. Timestamps: 00:12 Persuading people, focusing on emotional triggers and decision-making factors beyond rational considerations. 07:59 Using emotional appeals in sales and marketing. 12:25 Psychological tactics to persuade customers. 16:53 Importance of customer experience and emotional connection in sales. 21:05 Sales techniques, including building emotional connections and using open-ended questions to encourage consideration. 25:16 Persuasion techniques in sales calls, including social proof, upfront contracts, and addressing objections. 29:55 Marketing strategies and techniques with a focus on setting expectations and providing value. 32:58 Using behavioral science in marketing with a failed campaign example.   Key Takeaways:  Persuasion is influencing decisions without changing minds. Understand factors influencing people's decisions unconsciously. Emotional appeals are important in sales and marketing messages. People are more motivated to avoid pain than to gain benefits. Customer experience and emotional connection impact sales. Build emotional connections and use open-ended questions to persuade. Use social proof, upfront contracts, and address objections in sales calls. Set expectations and provide value in marketing strategies.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.   We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.   Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training event. Timestamps: 00:03 Sales training paradox, implementing vs. not implementing skills. 02:50: Sales training effectiveness and permission to try new techniques. 08:44: Behavioral changes for sales success, with a focus on trial and error, debriefing, and coaching. 12:38: Accountability, thin slicing, and techniques for sales success. 19:14: Implementing one thing at a time in sales, with a focus on creating clarity as a leader.   Key Takeaways:  Sellers prioritize easy training elements over crucial but harder ones. Training effectiveness hinges on willingness to experiment. Respect buyers' right to say no, just as sellers have the right to ask. Embrace a scientific approach - try new techniques, learn from failures, and debrief for feedback. Avoid overwhelm. Pick one new action and stick with it for a month. Use accountability partners and debriefing to solidify skills. Leaders should provide clear expectations and avoid prioritizing techniques over buyer needs.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing client success and using Sandler Rules to achieve this goal, with real-world examples shared by the experts to illustrate these principles. Join us as Mike & Berkeley discuss Sandler Rules & client-focused selling. Learn to identify perfect clients, understand their buying journeys, build trust, stand out from the crowd, and solve their problems like a pro. Master the art of the sale and skyrocket your success!    Timestamps:  3:32 Sandler sales rules and techniques for modern buyers. 11:00 Sales techniques and attitudes for success. 15:28 Sales techniques, including active listening and asking open-ended questions. 19:35 Qualifying clients and selling to people with problems. 25:01 Sandler rule implementation for sales success.   Key Takeaways  Understand the buyer's problems to offer relevant solutions. Back claims with data and leverage testimonials for credibility. Analyze past results to build a successful prospecting plan. Let prospects talk and use specific questions to gather information. Sell to those with solvable problems who are willing to invest. Ideal clients decide faster.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup.  We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward.  But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success. Join us to crack the code on building a high-performing sales team! Learn how to leverage sales enablement programs to create a team that operates with laser focus and delivers measurable results.  Say goodbye to the chaos of inconsistent sales performance!  This episode equips you with the tools and strategies to scale your startup's sales like a champion.  Join us and unlock the secrets to building a sales machine that drives real results!   Timestamps:  0:03 Startup success factors, including hiring, sales processes, and training. 6:40 Sales process and framework for startups. 13:20 Sales training, coaching, and assessments for scaling sales teams. 19:00 Sales strategies for startups with a Sandler trainer. Key Takeaways:  Hire salespeople with a proven track record and underdog mentality. Build a standardized sales process with effective questioning techniques. Implement a structured training program with ongoing coaching. Prioritize high-quality salespeople over quick hires. Uncover true customer needs through insightful questioning. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method. Moreover, the conversation shifts to the significance of upfront contracts in building trust and lowering reactance. We explain how transparency at the outset sets the stage for meaningful discussions. Join us with sales expert Brian Jackson, who will shed light on how upfront contracts establish a foundation for honest and productive dialogue. He also explores how salespeople can leverage techniques like disarming honesty and pattern interrupts to build trust and close deals more effectively. Get ready to gain valuable insights into the psychology of selling and discover practical strategies to overcome reactance and achieve sales success!   Timestamps 0:02 Reactance, a natural human response to threatened freedom. 3:34 Sales techniques to avoid triggering reactance in potential buyers. 9:48 Avoiding reactance in sales calls by building trust and acknowledging possible outcomes. 16:38 Sales techniques to avoid triggering reactance in potential customers. 23:05 Sales techniques to avoid triggering reactance in customers.   Key Takeaways  Recognize customer resistance as a natural response to feeling pressured. Use open-ended questions and specific techniques to guide conversations without triggering resistance. Establish trust upfront with clear expectations through contracts. Disarm resistance with honesty and acknowledge potential concerns. Learn techniques to navigate emotional pushback during sales calls. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and Carol discussed effective communication strategies for de-escalating conflict.  Join us as we delve into the significance of leveraging champions in intricate sales scenarios. Discover how champions go beyond mere support, investing their political capital for your cause. Explore the art of nurturing profound connections with champions through meaningful, personal gestures. Uncover the secrets to building lasting relationships that transcend the ordinary.  Timestamp  00:10 Leveraging internal champions for complex sales, avoiding common mistakes, and identifying potential champions. 08:32 RFP process, champions, and sales process with a focus on enterprise sales and triangulating the truth. 13:29 Leveraging champions in sales meetings for effective communication and decision-making. 18:17 Building relationships and finding solutions with a champion in a competitive RFP situation. 21:56 Sales techniques for large deals, including handling detractors.   Key Takeaways  Leveraging champions is essential in complex sales deals with multiple stakeholders. A champion is someone who not only supports you but also invests their political capital on your behalf. Techniques like pre-proposal meetings and passing the baton of power can help leverage champions effectively. Triangulating the truth by meeting with different stakeholders and understanding their personal motivations is crucial. Building deep-rooted relationships and doing things that are significant, personal, and unexpected can strengthen the bond with champions.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and  effective communication strategies for de-escalating conflict.  Join us in this conversation where Carol emphasizes the importance of understanding the narrative and context, managing emotions, and setting clear expectations in conflict resolution. Learn how to de-escalate conflict and succeed in difficult conversations. These expert tips will transform your communication skills! Timestamp  0:11 De-escalating conflicts and managing difficult conversations. 6:09 How to handle customer complaints in sales conversations. 12:01 How to approach conflicts and negotiations by understanding the other party's goals and reframing questions to find mutually beneficial solutions. 19:38 Escalation and de-escalation of conflicts, with a focus on communication and preparation. 23:01 De-escalating conflicts through active listening and empathy. 31:29 Conflict management strategies with Carol Bowser.   Key Takeaways  Conflict can be de-escalated by reframing complaints as requests and understanding the underlying needs and goals of the other party. Creating a collaborative and problem-solving mindset can help find workable solutions and build long-term relationships. Using the word "yet" instead of "but" can balance both sides of the conversation and prevent escalation. Acknowledging valid points and reflecting on the significance of the information shared can help de-escalate emotional intensity. Remaining calm, cool, and collected during conversations can create a safe space for open dialogue and problem-solving. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points. Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.   Timestamp  0:13 Selling technology and ROI conversations with Sandler trainer. 3:51 ROI conversations in sales, myths, and misconceptions. 7:53 Sales techniques, including identifying pain points and demonstrating value. 12:40 Sales techniques, ROI, and budgeting for software and sales training. 17:23 ROI calculations and cost savings strategies for businesses. 20:56 Sales training, personal pain, and success definition.   Key Takeaways  The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling. ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense. It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations. Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem. Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case. ========================================= SUBSCRIBE: https://www.youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f   Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity. Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success. Timestamp: 0:12 Influencing people, focusing on liking and knowing the person. 4:23 Principles of influence, including liking, reciprocity, authority, and social proof. 9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies. 13:22 Building trust and credibility in business through likability, self-orientation, and reframing. 18:13 Sales psychology and principles with Brian Ahearn.   Key takeaways  Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes. Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion. Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes. Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility. The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests. Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines. Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress.  Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactively implement strategies to mitigate stress and maintain optimal performance. Don't miss out on this essential conversation. Timestamp  0:13 Reducing stress in sales with a special guest from Pressure Free Living. 1:09 Stress management and its misconceptions. 6:04 Stress response and its impact on sales performance. 10:34 Triggers for fight or flight response and its impact on body functions. 15:26 Managing stress and improving mental performance through self-awareness and training. 19:37 Productivity tools and mindset shifts for sales professionals. 23:58 Public speaking, stress management, and leadership. 29:36 Overcoming stage fright and achieving success in sales. Key Takeaways  Stress is not the stressors themselves, but the triggering of the fight or flight stress response and the release of stress hormones. Relaxing the abs can signal to the brain that you are safe and help prevent the release of stress hormones. Smiling can release neuropeptides that support positive neurotransmitters and help manage stress at the moment. Shifting from a mindset of competition to one of contribution can create a more relaxed and receptive environment in sales. Developing awareness of triggers and using tools to prevent and manage stress can lead to increased productivity, improved communication, and a better quality of life.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature. Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations. Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.   Timestamp  0:14 Prospecting in 2024 with Tom Nation from Sandler UK. 1:21 Prospecting strategies for 2024. 6:51 Prospecting and Assertiveness in Sales. 14:57 Sales prospecting, automation, and cadence. 20:31 Using automation in sales while avoiding spammy messages. 23:30 Prospecting strategies and tools for sales success. 29:53 Sales techniques, mindset, and personal development.   Key Takeaways  Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution. Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations. Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal. Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations. Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.    Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.   Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping businesses with the tools to tailor their marketing and sales efforts effectively.   Timestamp  0:12 Account-based management (ABM) strategies for sales success. 1:09 Account Based Marketing for B2B sales. 4:35 Common mistakes in implementing Account Based Marketing. 8:46 ABM strategy and its implementation. 15:14Using data to target B2B leads with ABM. 20:03 Using triggers and data to personalize sales outreach. 24:45 Using existing data to target potential clients. 29:09ABM strategies and growth with Mason Crosby.   Key Takeaways  Account-based marketing (ABM) is a B2B growth strategy that aligns marketing and sales efforts around a set of shared target accounts. ABM is most effective for B2B companies with a higher average contract value, a dedicated sales team, and a longer sales cycle. Starting ABM with existing customers can be a great way to prove the model and generate results.  The four key elements of ABM are data (identifying target accounts and reasons to reach out), distribution (choosing the right channels to engage prospects), destination (where to direct prospects), and direction (tracking engagement to determine if prospects are moving closer or further away). ABM can be implemented in a scrappy and cost-effective manner, starting with one trigger, one channel, and one piece of content. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape. Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages. Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sales professionals aiming to excel in prospecting amidst the ever-evolving digital landscape of 2024.    Timestamps  0:14 Prospecting in 2024 with Tom Nation from Sandler UK. 1:21 Prospecting strategies for 2024. 6:51 Prospecting and Assertiveness in Sales. 14:57 Sales prospecting, automation, and cadence. 20:31 Using automation in sales while avoiding spammy messages. 23:30 Prospecting strategies and tools for sales success. 29:53 Sales techniques, mindset, and personal development.   Key Takeaways  Building a prospecting plan and consistently following through with daily and weekly actions is crucial for success. A multi-channel approach to outreach, including cold calling, email, networking, and more, is necessary to reach prospects effectively. Personalization and finding relevant triggers for engagement are key to standing out and building meaningful connections with prospects. Automation tools like HubSpot and ZoomInfo can help streamline prospecting efforts and manage relationships with prospects. Setting aside dedicated time for prospecting and blocking it off in your calendar can help maintain focus and consistency.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy is emphasized as a means to maximize sales effectiveness. Dr. McCaslin advocates for tailored training and coaching to address skill gaps, thereby unlocking the full potential of sales teams.   Furthermore, the discussion delves into the art and science of selling, emphasizing the importance of specific behaviors and competencies in driving consistent sales performance. While natural talents are valuable, the focus on developing both natural abilities and learned skills is highlighted as essential for constructing a robust sales force.   Join us for an insightful exploration into the evolving landscape of sales leadership and the actionable strategies necessary to build a dynamic and high-performing sales force. Don't miss out on this opportunity to elevate your understanding of sales effectiveness and drive sustainable business growth.     Timestamps 00:00 - Intro, balancing tech/psych, natural vs learned skills 03:13 - Understanding talents, coaching to strengths 06:18 - Using tech, comparing coaching styles 09:05 - Practice, role-play, winning via talent 12:17 - Inspiring excellence, traits/competencies/talents 15:04 - Leveraging talents, applying skills strategically 18:12 - Aligning team, individualized learning 21:31 - Octus impact, managing communication intensity 24:21 - Seizing opportunities in sales 25:19 - Navigating change, contact info   Key takeaways Selling combines art and science, demanding a blend of innate abilities and learned skills for success in today's market. Balancing natural talents with skill development is crucial for effective sales. Sales leaders must understand their team members deeply to provide tailored guidance and motivation. Tools like Octus IQ offer real-time insights, aiding sales teams in making informed decisions and navigating complex sales cycles. Personalized learning journeys sustain high sales performance by addressing skill gaps and leveraging natural talents through customized training and coaching.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact. Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into maximizing nonprofit effectiveness. Learn why self-care is imperative for individuals to thrive and make a positive difference, and how embracing failure as a learning opportunity fuels growth. Join us for an enlightening discussion on transforming nonprofit leadership through strategic thinking and actionable practices. Don't miss this chance to strengthen your organization's mission and impact! Timestamps:  00:00:00 Nonprofit growth and mission with Warriors Ascent founder Mike Kenny 00:01:16 Nonprofit sustainability and mission alignment. 00:09:46 Self-care, personal growth, and overcoming comfort zones. 00:14:34 Nonprofit growth strategies and Sandler techniques. 00:19:21 Nonprofit management and success. 00:23:38 Overcoming failures and building resilience. 00:30:55 Overcoming struggles through group support and creative solutions.    Key Highlights: Nonprofits need to focus on both their mission and building structures for sustainability and growth, similar to running a business. Setting clear goals, short-term and long-term, is crucial. Tracking progress helps measure success and make necessary adjustments. Failure is an opportunity for growth. Nonprofits should embrace it, learn from it, and seek help when needed. Nonprofits should adopt a mindset of success, showing their ability to deliver tangible outcomes to attract support.  Nonprofits must prioritize their growth and development through goal setting, planning, and tracking progress. Establishing clear expectations upfront in meetings fosters transparency and alignment. Nonprofits must communicate their impact, outcomes, and use of donor funds transparently to build trust and retain support.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rd =========================================

This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support. Karl emphasizes that while salespeople acquire new customers, service agents are the linchpin for retaining and nurturing existing relationships. He underscores the cost-effectiveness of cultivating loyalty over constant acquisition, making strategic customer care a critical investment. Explore the common pitfall of undervaluing service functions and learn why agents are the face of your brand. Their interactions shape customer perceptions and future opportunities. Gain a fresh perspective on transforming customer service from a reactive cost center into a proactive, revenue-driving force. Join us for an illuminating discussion on elevating your customer experience through strategic service excellence. Don't miss this chance to drive customer loyalty and sustainable growth! Timestamps:  00:00:44 - Defining Strategic Customer Care 00:03:57 - The Role of Customer Service Agents 00:04:50 - The Importance of Showing Customer Appreciation 00:06:03 - The Role of Customer Service in Marketing 00:11:12 - The Value of Proactive Customer Service 00:12:10 - Rewarding Customer Service Contributions 00:12:20 - Behavioral Goals for Customer Service 00:12:31 - The Role of Customer Service in Business Development 00:16:08 - The Importance of Customer Service Training 00:16:19 - Techniques for Defusing Customer Complaints 00:19:20 - Weaknesses in Customer Service Training 00:20:47 - Training Customer Service Agents to Identify Opportunities 00:23:52 - The Importance of Emotional Intelligence in Customer Care 00:24:24 - Techniques for Turning Negative Situations Positive 00:29:48 - The Success of Sandler's Customer Service Training Program Key Highlights: Customer service is a crucial aspect of business success, as it is easier and less expensive to retain existing customers than to acquire new ones. Strategic customer care involves proactive engagement with customers to build relationships and provide exceptional service. Customer service agents should be trained in soft skills, such as bonding and rapport, to effectively communicate with customers. Techniques for successful customer service include active listening, staying calm, validating customer concerns, and asking open-ended questions. Customer service agents should aim to transform customer interactions from emotional distress to intellectual problem-solving. Setting goals and KPIs for customer service agents can help drive proactive behavior and improve customer satisfaction. Incentivizing customer service agents based on their contributions to sales and customer satisfaction can motivate them to excel in their roles. Customer service agents should focus on identifying and addressing the root cause of customer issues, rather than just providing quick fixes. The real problem a customer brings to customer service may not be the initial issue presented, so it's essential to dig deeper to understand their needs and concerns. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

  This week, gain insights into the importance of educating prospects and overcoming skepticism in the SaaS sales process. Discover the significance of understanding customer pain points, effective prospect qualification, and navigating complex decision-making processes within organizations.   Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. In this episode, Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. Addressing common myths and misconceptions about selling SaaS, Josh sheds light on effective techniques and attitudes required for success in this domain.   Don't miss out on this episode packed with invaluable guidance for mastering the art of selling SaaS solutions! Timestamp  0:16 - Introduction to the topic of selling SaaS and its challenges 3:07 - Common myths and misconceptions about selling SaaS 5:19 - Importance of understanding the problem and building value with the service 8:16 - The need to qualify the prospect and their pain 12:23 - The temptation to focus on technical details instead of addressing the real pain points in software sales 20:21 - The need to address the cost beyond the monetary investment in software 25:54 - Tips for approaching decision questions in software sales Key Highlights   Selling SaaS requires educating customers about a product that may be unfamiliar to them, overcoming skepticism, and resistance to change  It is crucial to focus on the customer's pain points and the value the SaaS solution can provide, rather than solely relying on product demonstrations. The decision-making process in SaaS sales often involves a wider range of stakeholders, including legal, compliance, and data security teams. SaaS products are intangible and may be unfamiliar to potential customers, requiring sales professionals to focus on educating customers about the benefits and value of the product. Successful SaaS sales involve understanding the customer's pain points and how the SaaS solution can address them. Sales professionals should avoid getting caught up in the technical details of the product and focus on the impact the SaaS solution can have on the customer's job. Selling SaaS often involves a complex decision-making process that includes a wide range of stakeholders, requiring sales professionals to be prepared to address the concerns and requirements of these different stakeholders. The decision to adopt a SaaS solution often requires behavioral change within the organization, and sales professionals must address the challenges of getting the entire team to embrace and effectively use the SaaS solution.  =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

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

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness.   Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnels. In this episode, Hannah dispels common myths and misconceptions surrounding revenue funnels, emphasizing the importance of aligning marketing and sales processes for a seamless buyer journey. Gain practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement.   Don't miss out on this episode packed with actionable strategies to enhance your revenue funnel mastery!   Timestamp  0:13 - Introduction and Defining the Revenue Funnel 2:40 - Critique of the Funnel Metaphor and Misconceptions  4:42 - Importance of Alignment and Behavior Change 8:19 - Steps for Building a Revenue Funnel and Commonalities 11:20 - Structuring the Revenue Funnel and Conclusion 12:20 - Sales and Marketing Integration, Targeting, and Fundamentals 22:34 - Final Insights and Metrics in the Revenue Funnel   Key Highlights   Integration of marketing and sales processes into a unified revenue funnel, reflecting the buyer's decision-making process. Misconception of separate funnels and handoffs between departments, highlighting how these hinder the buyer journey and create bottlenecks. Fundamental stages of awareness, consideration, decision, and post-purchase within the revenue funnel are underscored as essential components for success. The importance of continuously delivering value to customers and adapting to evolving buyer behaviors to ensure sustained success. Practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement to align with changing buyer behavior =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================