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Tom Mulligan of Sandler Training returns and discusses how to effectively sell during uncertain times. Tom shares strategies for building trust and reputation, as well as the need for salespeople to adapt their approaches in response to changing market conditions. The conversation highlights the significance of viewing uncertainty as an opportunity for growth and development in sales.TakeawaysUncertainty in business is constant, but it feels heightened now.Salespeople should avoid projecting their uncertainty onto customers.Maintaining a calm posture is crucial for building customer trust.Sales success relies on focusing on what is real, not what is hoped for.Salespeople must clean up their pipelines and focus on viable leads.Proactive communication can help maintain relationships during tough times.Building a cadence of recontact is essential for future opportunities.Salespeople should increase their outreach and referral asks during uncertainty.Networking and visibility are key to maintaining a strong presence in the market.Every uncertainty presents an opportunity for those willing to adapt.
If you're a leader who struggles to get the results you need from your team, but you're uncomfortable having conversation around accountability or consequences, then today's show might help you see things differently.My guest this week is Hamish Knox of Sandler Training. Hamish has written a book on accountability and has a framework for making it a positive thing that helps you and your team achieve your team goals and their individual goals.Timestamps (00:20): Introduction. (01:03): About Sandler. (02:14): Expanding beyond sales training. (03:45): Hamish Knox's background. (07:57): Accountability. (11:04): Keeping team meetings short. (20:52): Veteran team members need accountability, too. (25:24): Hamish's approach to coaching. (32:05): Establishing buy-in. (36:45): The lead dog sets the pace. (38:50): What Hamish is reading and listening to. (44:25): Connecting with Hamish. (46:26): Wrap-up.Episode Quotes“Communication is our single most powerful driver of real value, internally and externally.”“Oh, I sent 5,000 emails today, boss. Oh great. What kind of response did you get? Well, 4,990 unsubscribes.”“The fact of the matter is that in order for us to successfully scale, everybody needs to be following the same program.”“It does not matter what we say, it matters what they hear.”“If we don't have data to build an accountability program with, we're really just flying by the seat of our pants. Accountability needs real data, real clarity, and real consequences.”“Your culture is the behavior approved implicitly or explicitly. That's it.”Recommended Reading“Accountability The Sandler Way” by Hamish Knox“Change The Sandler Way” by Hamish Knox“How I Built This: The Unexpected Paths to Success from the World's Most Inspiring Entrepreneurs” by Guy Raz“Never Eat Alone: And Other Secrets to Success, One Relationship at a Time” by Keith Ferrazzi“Your Brain at Work” by David Rock“What Got You Here Won't Get You There: How Successful People Become Even More Successful” by Marshall Goldsmith and Mark Reiter“Mindset: The New Psychology of Success” by Carol S. Dweck Recommended ListeningFull Funnel Freedom podcast with Hamish KnoxHow I Built This podcast with Guy RazThe Brainy Business podcast with Melina Palmer Follow/Connect with Hamish KnoxEmail: hamish@sandler.comHamish Knox's websiteHamish Knox on LinkedIn
Today, we're diving into the fascinating world of human behavior and business dynamics with none other than Tom Mulligan from Sandler Training—a national powerhouse in the art of sales and behavioral analysis. Tom is an expert on the DiSC model, a game-changing tool that breaks down human behavior into four core personality types. But we won't stop there! We'll also be exploring other transformative models like the Enneagram, the relentless efficiency of Six Sigma, and a wide range of personal and professional growth strategies. What You'll Learn: The power of the DiSC model and how to use it to understand and optimize workplace behavior. Practical strategies for unlocking your full potential, both in business and personal growth. Buckle up—this episode is packed with insights to help you take your business, and yourself, to the next level! Contact Tom: coffmangroup.sandler.com/about_us (Coffman Group) coffmangroup.sandler.com/ytpage/show/673 (Sales Development/Coaching) coffmangroup.sandler.com/presspages/show/931 (Blog) Email: tom.mulligan@sandler.com Listen to Tom's previous appearances, where we talk about Taking No for an Answer, Mastering Questioning Techniques, The Power of Clear Understanding and Commitment and Building Rapport. --- Get Alex's book, THE PODCAST OPTION--NOW IN PAPERBACK, AUDIOBOOK, and eBOOK! Pitch yourself or client as a guest here. PR After Hours is one of the 15 Best Public Relations (PR) Podcasts. Check it out! We are also ranked #18 in the Feedspot 70 Best PR Podcasts list, featuring the "70 Best PR Podcasts worth listening to in 2024." Check out and LIKE our NEW Facebook page! Drop a buck in the tip jar here. Click here to gain access to ad-free, subscriber-only content for less than the price of a cup of coffee PER MONTH! $1.99 for no advertisements and occasional subscriber-only content! Send Alex a Voice Message! Just click here and give us your first name, city, and question or comment. Contact Alex via email here. Read and subscribe FREE to Alex's Newsletter, All the Fits That's News. Announcer: Mary McKenna. PR After Hours Theme: https://filmmusic.io "Bossa Antigua" by Kevin MacLeod This PR After Hours Podcast episode was recorded and mixed at Green Shebeen Studios in beautiful Kansas City, Missouri. Copyright 2024, all rights reserved. No reproduction, excerpting, or other use without written permission. As an Amazon Associate, we earn a small commission on some of our Amazon links.
Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel.In a recent episode of Sales Talk for CEOs, Alice sat down with Hamish Knox, a renowned sales consultant and Sandler trainer, to explore why understanding and properly managing the sales funnel is vital for any CEO. Hamish, known for his expertise in creating scalable, repeatable sales engines, shared insights on how CEOs can optimize their funnels to drive growth.Key Insights:Funnel vs. Pipeline: Hamish emphasizes the importance of viewing the sales process as a funnel rather than a pipeline. This approach provides a clearer picture of potential bottlenecks and ensures a healthy flow of opportunities.Ideal Client Profile (ICP): A funnel filled with prospects who don't match your ICP can drain resources and lower win rates. Ensuring alignment on ICP across your sales and marketing teams is essential.Qualifying Leads: Jumping to demos too early can lead to wasted effort. Sales teams should focus on gathering information to ensure leads are genuinely qualified before moving them through the funnel.Maintaining Funnel Health: A bloated funnel, with too many opportunities stuck in the middle, can signal inefficiencies. Regular reviews and a focus on mutual next steps help keep the funnel flowing smoothly.Understanding the Sales Funnel vs. PipelineHamish Knox advocates for the funnel over the pipeline analogy in managing sales processes. While pipelines suggest a linear progression of leads, a funnel better captures the filtering process necessary to identify the most promising opportunities. As discussed previously, the buyer's journey can also be visualized as a bow tie, extending beyond the initial purchase."A glance at the funnel can tell you what's gone wrong, what's happening, and whether the funnel is healthy," says Hamish. This visualization helps CEOs and sales leaders quickly identify issues, such as a funnel clogged with unqualified leads or one that's too narrow at the top, signaling insufficient lead generation.Filling the Funnel with Quality LeadsThe foundation of a healthy funnel is a steady flow of ideal customer profile (ICP) leads. Hamish notes that one of the biggest challenges companies face is ensuring that only high-quality leads enter the funnel. "Anybody and everybody is not an ICP," he stresses, underscoring the need for strict adherence to the ICP criteria.Misalignment between sales and marketing can often lead to a funnel filled with less-than-ideal prospects. CEOs should ensure that both teams are synchronized in their understanding of the ICP and work together to attract and nurture these high-value leads.Qualifying Leads: The Right WayProperly qualifying leads is crucial for maintaining funnel efficiency. Jumping straight to demos without understanding the lead's needs can result in missed opportunities or wasted resources. "Sellers get paid on the information gathered, not the information given," Hamish reminds us. Effective qualification means thoroughly understanding the lead's requirements before moving them forward.This disciplined approach prevents the funnel from becoming bloated with unqualified opportunities, which can distort forecasting and lead to frustration within the sales team.Avoiding the Bloated FunnelA common issue in many sales organizations is the "bloated funnel"—a situation where too many opportunities get stuck in the middle stages of the funnel. Hamish advises that if there isn't a mutually agreed-upon next step within 45 calendar days, the opportunity should be re-evaluated or even discarded. "This helps maintain a healthy funnel and ensures that salespeople focus on genuine opportunities," says Hamish.Regular funnel reviews, focused on next actions and mutual agreements, are key to keeping the funnel flowing and ensuring that opportunities are progressing as they should.Action Steps for CEOs:Audit Your Funnel: Regularly review your sales funnel to ensure it's filled with ICP-aligned leads and has a healthy flow from top to bottom.Align Sales and Marketing: Ensure that your sales and marketing teams are working from the same playbook when it comes to defining and targeting the ICP.Enforce Qualification Rigor: Train your sales leaders to enforce strict qualification criteria to prevent unqualified leads from clogging the funnel.Implement Regular Funnel Reviews: Establish a routine for funnel reviews, focusing on opportunities that are stuck and need attention.Leverage Data for Forecasting: Use insights from your funnel reviews to improve your sales forecasting accuracy, which in turn will drive sustainable growth.By understanding and optimizing the sales funnel, CEOs can significantly improve their ability to forecast accurately, leading to more predictable and sustainable business growth.Ready to transform your sales forecasting? Tune in to the latest episode of Sales Talk for CEOs with Hamish Knox for expert insights on optimizing your sales funnel and driving sustainable growth. Hamish's expertise in sales leadership and funnel management provides valuable insights for any CEO looking to improve their sales process.Episode DetailsChapters00:00 Introduction - Welcome to the sales focus and the essence of sustainable growth.01:45 Hamish Knox Introduction - Alice introduces sales consultant and Full Funnel Freedom podcast host Hamish Knox.02:16 Hamish's Expertise - A brief on what Hamish offers CEOs for sustainable sales growth.03:48 Sandler Method and Sales Methodologies - Discussing the Sandler sales technique and the importance of sticking with a single methodology.06:21 Ideal Client Profile - Emphasizing the necessity for a clear ICP and its significance in forecasting.08:07 Proactive Prospecting Activities - How proper check-ins and prospective activities can maintain funnel health.10:57 Ensuring Top Funnel Quality - Strategies for filling the top of the funnel with quality leads.13:26 Using Events for Lead Generation - Leveraging trade shows and events to garner ideal customer leads.17:28 Networking Events Strategy - Tips for salespeople to maximize their impact at networking events.20:17 Email and Cold Outreach - Discussing effective outbound campaigns and contact marketing techniques for today.22:42 Leveraging Referrals - Utilizing customer referrals as an overlooked yet potent top-of-funnel resource.27:41 Now Open the Opportunity - Turning qualified leads into concrete opportunities.30:21 Keeping the Funnel Moving - Avoiding funnel congestion and enforcing next steps for ongoing sales momentum.33:23 The Funnel Shape Diagnostic - Recognizing and addressing problematic funnel shapes for accurate forecasting.37:20 Final Takeaways and Farewell - Closing thoughts and how to find more from Hamish Knox.About GuestPresident of Sandler in CalgaryA member of the global Sandler network, Hamish supports private organizations in Southern Alberta to create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems and processes shared in our sessions.Social Media Linkshttps://linktr.ee/sandleryychttps://twitter.com/sandlerinyychttps://www.linkedin.com/company/sandlerincalgary/https://www.instagram.com/sandler_yyc/https://www.facebook.com/sandlerincalgary/Connect with Hamish on LinkedIn: (11) Hamish Knox | LinkedInCheck out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/Podcast:Listen to Alice's appearance on the Full Funnel Freedom Podcast: When to Call in the CEO (fullfunnelfreedom.com)Books:Accountability - https://www.hamish.sandler.com/resources/sandler-books/accountabilityChange - https://www.hamish.sandler.com/resources/sandler-books/change
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 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 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 =========================================
Join us on A2 THE SHOW as we welcome Mike, the Global Head of Content at Sandler Training and host of the How to Succeed and Playful Humans podcasts! With a background in award-winning speaking, game show hosting, and DJing for Billy Idol, Mike shares his insights on the power of playfulness in enhancing relationships, creativity, and well-being. Don't miss his tips on embracing play, adapting to new environments, and his humorous stories from his eclectic career. Tune in for a lively and inspiring conversation!
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 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 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 =========================================
Is your team prepared and ready to grow your business in this ever-changing, fast-paced business environment? Tune in to this interview which Gary Johnson interviews one of the most influential voices in sales training, Dave Mattson, CEO of Sandler Training.
This week, we're talking with Hamish Knox, the owner of Sandler Training in Calgary. Hamish is a renowned sales trainer, author of two books, host of the Full Funnel Freedom Podcast, as well as the first Canadian recipient of the David H. Sandler Award.In this episode we talk about sales training for sustainable scalability. Hamish shares with us his incredible journey through multiple industries to becoming a Sandler Trainer, the key things for building a consistent and scalable sales funnel, how to lead and manage change in a company, what business happy means for him, and much more. What is Covered: -What the main purpose of sales training is-Why a consistent, repeatable, and scalable sales funnel is crucial for sustainable growth-The three main outcomes that Sandler clients are looking for-The importance of ongoing learning, training and collaboration with leaders for sales success-How to successfully implement and manage change in an organization-The need for flexibility and customization of CRM systems to individual team members-Adoption mentality, setting clear boundaries and building team self-sufficiency-Why understanding personal goals of your sales people is even more powerful than a compensation plan-Key skills of a salesperson and of a leader-Why a company culture informs company values and not the other way around Resources: -Get the FREE roadmap to finding and keeping your business happy https://marketveep.com/happy -Learn more about Sandler in Calgary https://www.hamish.sandler.com/ -Listen to The Full Funnel Freedom Podcast https://www.fullfunnelfreedom.com/ -Check out Hamish's books https://www.amazon.com/stores/Hamish-Knox/author/B00P8OCWJA -Learn more about MarketVeep https://marketveep.com -Find us on LinkedIn https://www.linkedin.com/company/market-veep/ -Follow us on X https://twitter.com/market_veep -Follow us on Instagram https://www.instagram.com/market_veep/ -Find us on Facebook https://www.facebook.com/marketveep/
What is a salesperson? Rob Yoho, principal of MP Solutions, defines it like this: Anyone whose job is to help others make decisions. With two decades of experience at Sandler Training teaching techniques that spur sales, Rob has become an authority on what financial advisors and other salespeople can do to turn their best prospects into clients.
Sales and marketing expert Tom Mulligan from Sandler Training returns to discuss the importance of clear understanding as the basis for clear commitment in both personal and professional success. He emphasizes the need for productive meetings that result in clear commitments and outlines the SVIC process (Summarize, Verify, Importance, Commitment) to ensure effective communication and follow-through. Tom highlights the significance of focusing on outcomes and establishing upfront contracts for future meetings. Tom also addresses common challenges in sales, such as dealing with delays and deferrals, and emphasizes the importance of building rapport and trust with customers. Listen to Tom's previous appearances, where we talk about Taking No for an Answer, Mastering Questioning Techniques and Building Rapport. ***This episode brought to you by MAGIC MIND.*** Join Alex in the Magic Mind 7-day challenge! For a limited time, you can get up to 48% off your first subscription or 20% off one-time purchases with my code ALEXGPR20 at checkout. Head over to https://magicmind.com/alexgpr to claim this offer. *** PR After Hours is one of the 15 Best Public Relations (PR) Podcasts. Check it out! We are also ranked #18 in the Feedspot 70 Best PR Podcasts list, featuring the "70 Best PR Podcasts worth listening to in 2024." Check out and LIKE our NEW Facebook page! Drop a buck in the tip jar here. Click here to gain access to ad-free, subscriber-only content for less than the price of a cup of coffee PER MONTH! $1.99 for no advertisements and occasional subscriber-only content! Send Alex a Voice Message! Just click here and give us your first name, city, and question or comment. Contact Alex via email here. Read and subscribe FREE to Alex's Newsletter, All the Fits That's News. Get Alex's book, THE PODCAST OPTION--NOW IN PAPERBACK, AUDIOBOOK, and eBOOK! Announcer: Mary McKenna. PR After Hours Theme: https://filmmusic.io "Bossa Antigua" by Kevin MacLeod This PR After Hours Podcast episode was recorded and mixed at Green Shebeen Studios in beautiful Kansas City, Missouri. Copyright 2024, all rights reserved. No reproduction, excerpting, or other use without written permission. As an Amazon Associate, we earn a small commission on some of our Amazon links. --- Send in a voice message: https://podcasters.spotify.com/pod/show/alex-greenwood1/message
About Hamish Knox: Hamish Knox is a member of the global Sandler network. Hamish supports private organizations in Southern Alberta create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems, and processes shared in our sessions. Before joining the Sandler network, Hamish worked in various industries, including media, communication services, software, and professional sports, which melded his passions for sales and education. Hamish was named the 2020 David H. Sandler Award winner, Sandler's highest honor, becoming the first Canadian trainer to receive that award. He was the first two-time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way, and his second on Change the Sandler Way. Sandler Home Office regularly invites Hamish to speak at Sandler's train-the-trainer conferences and Sandler's public Sales and Leadership Summit in Orlando. Check out the latest episode of our Conversational Selling podcast to learn more about Hamish.In this episode, Nancy and Hamish discuss the following:Hamish's motivation to move to SandlerThe importance of having systems in place for success by design, rather than success by default, in sales organizationsDifferentiating on how you sell, not what you sellThe value of David H. Sandler AwardAccountability and the fear of change in salesThe importance of making the conversation about the buyer and not about the seller's needsKey Takeaways: Without systems, it's very much, you know, flying by the seat of your pants, which is a cliche that gets bandied about. Sandler is not just about a bunch of cheesy lines or techniques or saying these seven things; you'll always get the meeting or the order.If we don't have accountability, if we don't have the boundaries defined, our salespeople are going to make it up.I genuinely love what I do."You know, people, what's the cliche about people fear three things: death, taxes, and change? Because our brains are wired to keep us safe, which usually means stuck. Because no matter where you believe that we all came from, whoever, you know, the listeners out there, wherever you believe that humanity emerged from, ultimately, our brains are still wired that way, right? Our brains are still looking for the lions and the saber-toothed tigers that are going to eat us. And so, ultimately, change used to mean that you died, or you went hungry, and then you died. So, you were dead, but you were just more or less full in your stomach when you died. And so, our brains are still back there. So, no one likes change. And the book Change the Sandler Way is really about the human side of change because, ultimately, Nancy, change is super simple. Like, it's, we don't have a CRM today, we do have a CRM tomorrow. That's change. Human beings don't change, they transition, and transition is almost like the five stages of grief. And so that book is all about how we support leaders who go through these same emotions well before their team members actually manage a successful change. I recently saw that 89% of all corporate change initiatives fail. Yeah, like it was a number that blew my mind. And you think about how many probable billions of dollars are spent on these initiatives from buying the product or service and having the team meetings and getting things going to have it fail that much. There's got to be a better way." – HAMISH"Sandler is a number of things. So, number one, it's about differentiating on how you sell, not what you sell. Because what we sell is a commodity in the minds of our buyers. It doesn't matter what we're selling. And the only way to differentiate a commodity is typically by price. And so, with Sandler, we seek to create clarity with our buyers. I was talking to a very, very successful entrepreneur yesterday. We're in a mastermind group, and they were saying, well, what do you suggest I do? Because I'm the primary seller. And I said, well, let's pretend I'm your client. What would you say to me when I say, well, what's going to happen today, right? We booked a call. What's going to happen today? And they're like, well, you know, here's our process for building out, you know, the services that we offer. And I said, well, that's great. But what's gonna happen to me now in this sales call? And he said, well, I don't know. And I said, well, that's a problem because no one wants to talk to a salesperson. And so, If we don't create clarity upfront with our potential, with our buyers, all they're thinking is when is Hamish going to ask for my wallet? They're not actually listening. So, we need to create that clarity upfront using the upfront contract, and which is like a supercharged agenda for listeners who haven't heard about it before. And then pain, humans are animals, biologically that's true, biologically we're animals and animals are wired to move away from pain or towards pleasure. There was a study done in Vegas, which is a great place to study both pain and pleasure, that pain was a five times greater motivator than pleasure. And a lot of people, when they hear that, they don't wanna think about pain. And what I tell my clients is you're never going to say pain to your buyer. You're never gonna say, "Nancy, let's talk about your pain with getting real qualified opportunities in the top of your funnel," because you're going to look at me like, "You went to a sales training class, didn't you? You've got a shiny new toy you want to try out." – HAMISH"The one takeaway I want the audience to go with is it's never about us, it's always about the buyer. So, if the buyer calls up and goes, if we ring ring hello and the buyer goes, what, that's not about us. And if the buyer says, well, why should I work with you? And you say, well, here's some reasons why other people have worked with us. Are any of those relevant to you? So always making it about the buyer and never about us and getting our emotional needs met is very, very powerful." – HAMISHConnect with Hamish Knox:LinkedIn:https://www.linkedin.com/in/hamishknox/Sandler: https://www.hamish.sandler.com/howtosandlerTry Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
In this episode of the Construction Disruption podcast, hosts Todd Miller and Seth Heckaman dive into the psychology and methodology of effective sales with Dave Mattson, CEO of Sandler Training. Discover how Sandler's unique approach to sales training, focusing on psychology rather than scripts, helps businesses establish a strong company culture and improve sales outcomes. Dave shares his journey with Sandler, revealing insights into the importance of building trust with clients, the evolution of sales post-COVID, and how AI is shaping the future of the sales process. Whether you're a seasoned sales professional or new to the field, this episode offers valuable takeaways on becoming a successful salesperson and scaling your sales career.Timestamps00:48 The Importance of Sales in Business02:04 Introducing Dave Mattson and Sandler03:09 Dave Mattson's Journey with Sandler04:52 Sandler's Global Reach and Focus05:45 The Sandler Training Experience10:46 The Success Triangle and Sales Techniques14:26 The Role of Salespeople in Company Culture15:08 Sandler's Unique Sales Rules27:48 Introduction to Leadership Strategies28:42 Scaling a Business: Key Steps32:56 Adapting to Change: The COVID-19 Impact40:09 The Role of AI in Modern Sales44:52 Advice for Aspiring Salespeople47:39 Rapid Fire Questions and ConclusionConnect with David OnlineLinkedIn: https://www.linkedin.com/in/dave-mattson-99538612/Website: https://www.sandler.com/Email: dmattson@sandler.comFor more Construction Disruption, listen on Apple Podcasts or YouTubeConnect with us on Facebook, Instagram, or LinkedInThis episode was produced by Isaiah Industries, Inc.This podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrpChartable - https://chartable.com/privacy
On this episode, we’ll be discussing the art of negative reverse selling, plus other sales strategies from the classic book You Can't Teach a Kid to Ride a Bike at a Seminar – Sandler Training's 7-Step System for Successful Selling. You can find it at https://amzn.to/3UlUZTO. The post 351: Negative Reverse Selling – The Most Potent Sales Technique of All first appeared on Persuasion by the Pint.
Ep. 130 Lessons in Living and Selling with Doug Rawady This week on MissionCTRL, Doug Rawady, a lifelong veteran sales professional, joined Ramon and the PD Fight Crew to share his personal development journey. Doug started his career in Westchester, New York, working in the family business. At an early age, Rawady learned he had a knack for using his charismatic personality to increase the size of his tips. Realizing that talent alone wouldn't be enough, Rawady invested in his personal and professional training to develop his sales skills. Today, things have come full circle with Rawady serving as the Business Development Director and a Certified Sales Instructor at Sandler Training. In his role, Rawady helps businesses realize their full performance and income potential through the discovery and activation of underutilized resources and assets, and the application of effective sales, marketing, and leadership strategies and best practices. Before diving into Rawady's story, Ramon and the PD Fight Crew share their hot takes on Dune II and Daniel Craig's replacement in the 007 franchise. . . Find Mission CTRL on Anchor, Apple Podcast, Spotify, and our website. Mission CTRL aims to ignite the innovative spirit inside us all through providing budding and successful entrepreneurs and community leaders with a platform to share their stories and inspire others. Tune in every Wednesday and catch up with the team at Peralta Design as we unleash the origin stories behind some exceptional leaders, share marketing/branding insights, and navigate the ever-changing currents of pop culture. Subscribe for weekly branding and entrepreneurial content here! To learn more about Peralta Design's work visit peraltadesign.com. #welaunchbrands #digitalagency #mbeagency #mbe #digital #branding #marketing #web #startups #creative #BrandU #w2 #fulltime #leadership #contentcreator #contentstrategy #marketingstrategy #entrepreneurs #business #launchyourbrand
Today, Tom Mulligan from Sandler Training returns to talk about questioning techniques that help salespersons sell and can also help you negotiate and communicate more effectively, Listen in and learn more! Listen to Tom's previous appearances, where we talk about Taking No for an Answer and Building Rapport. PR After Hours is one of the 15 Best Public Relations (PR) Podcasts. Check it out! We are also ranked #18 in the Feedspot 70 Best PR Podcasts list, featuring the "70 Best PR Podcasts worth listening to in 2024." Check out and LIKE our NEW Facebook page! Drop a buck in the tip jar here. Click here to gain access to ad-free, subscriber-only content for less than the price of a cup of coffee PER MONTH! $1.99 for no advertisements and occasional subscriber-only content! Send Alex a Voice Message! Just click here and give us your first name, city, and question or comment. Contact Alex via email here. Read and subscribe FREE to Alex's Newsletter, All the Fits That's News. Get Alex's book, THE PODCAST OPTION--NOW IN PAPERBACK, AUDIOBOOK, and eBOOK! Announcer: Mary McKenna. PR After Hours Theme: https://filmmusic.io "Bossa Antigua" by Kevin MacLeod This PR After Hours Podcast episode was recorded and mixed at Green Shebeen Studios in beautiful Kansas City, Missouri. Copyright 2024, all rights reserved. No reproduction, excerpting, or other use without written permission. As an Amazon Associate, we earn a small commission on some of our Amazon links. --- Send in a voice message: https://podcasters.spotify.com/pod/show/alex-greenwood1/message
Are you ready to turn your challenges into your biggest opportunities? Ever wondered, "Why NOT Me?" when it comes to success? Tune in to this game-changing episode of "Why NOT Me?" where your favorite host, Coach Todd Halls, dives deep into the power of a positive mindset with the incredible Wes Keim, entrepreneur extraordinaire and visionary business owner.In Episode __, Wes, a husband and savvy business mind, shares his inspiring journey from rebranding his company to scaling new heights in the face of adversity. Discover how he transformed Brand New Roofing into the thriving Grandview Exterior Systems, expanding services and smashing goals despite economic downturns and personal setbacks.Learn how a broken foot and a partnership with his brother-in-law became a pivotal point in Wes's career, and how the wisdom of his business coach and Sandler Training principles revolutionized his sales approach. Wes doesn't just talk shop; he gets personal, sharing the crucial difference between striving to be the best and giving your best.For a dose of daily wins, authentic living advice, and a roadmap to embracing your deserved success, join us on this episode. And if Wes's story sparks a fire in you, he's just a message away on Facebook or a click away on the Grandview Exterior Systems website.Remember, Coach Todd is always here to guide you through your journey with his coaching services. So, why not you? Why not now? Let's unleash your potential together! Wes Keim's Bio:Grew up on a farm. Worked at a sawmill for 6-1/2 years. Had a side business on weekends of painting and staining. At age 19 bought our home. At age 24 with a business partner opened up a commercial roofing business. Have had 2 separate business partners and in 2021 became the sole owner of our company. My strengths = sales and visionary. My hobbies are music and playing a keyboard as well as competitive sports, I also enjoy reading growth minded and leadership books. Special Offer for Ohio Residents ONLY!!!Ohio residents only, mention this podcast to receive a complimentary commercial roof evaluation and consultation. Normally runs at $2,500Website and Socials:FacebookInstagramGrand View Exterior Systems
Key Moments[0:00:00 - 0:02:30] Introduction of Hamish Knox and his achievements, including his involvement in a client's $500 billion exit.[0:02:31 - 0:10:00] Discussion on the importance of systems and processes in sales, emphasizing tracking and modeling for investment returns.[0:10:01 - 0:15:00] Strategies for building sales teams: focusing on what makes companies successful and overcoming challenges through systematization.[0:15:01 - 0:20:00] The impact of leadership on sales team performance and the necessity of always recruiting to mitigate churn.[0:20:01 - 0:25:00] Knox's approach to sales training: starting with leadership and identifying key performance indicators for quick wins.[0:25:01 - 0:30:00] Insights into the Sandler training philosophy and Knox's personal goals, including learning eight languages to support more sales leaders globally.[0:30:01 - 0:35:00] Closing thoughts on creating generational wealth and supporting others as a measure of success. Thank you for support Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.
John Rosso's journey from an uncertain post-college phase to becoming a prominent figure in sales training underscores the transformative power of continuous learning, adaptability, and the strategic application of structured methodologies like Sandler Training. His insights offer valuable lessons on career progression, the significance of mindset in overcoming professional hurdles, and the enduring relevance of foundational sales principles in navigating the modern sales environment.
David Mattson CEO Sandler Training is interviewed by David Cogan of Eliances Heroes radio show amfm. Sandler Training is a global corporation specializing in executive performance and sales training. The Davids discuss concepts of sales and leadership.
Today's topic focuses on the intricacies of DISC assessments with sales training expert, Tom Mulligan from Sandler Training. DISC is a renowned personal assessment tool utilized annually by over a million individuals to bolster teamwork, communication, and productivity. Mulligan, a nationally recognized expert in DISC, expounds on the common misunderstandings surrounding these assessments, clarifying that they measure communication styles rather than personality. We explore the different personality styles outlined by the DISC model, such as the aggressive and non-emotional 'D' type, the passionate yet not particularly aggressive 'I' type, and the thoughtful 'C' type that revels in facts. The conversation also touches on how these personality styles align with various professions, such as 'S' or 'C' types frequently found in the field of medicine. Mulligan sheds light on the practical applications of DISC profiles in hiring, conflict resolution, and improving workplace dynamics. The discussion reveals that these profiles help predict behavior and emotional responses, providing a blueprint for effective communication within teams. Listeners will come away with a deeper understanding of the value of DISC assessments in professional settings and how these tools can lead to more harmonious and efficient work environments. Join us! Listen to Tom's previous appearances, where we talk about Taking No for an Answer and Building Rapport. PR After Hours is one of the 15 Best Public Relations (PR) Podcasts. Check it out! We are also ranked #18 in the Feedspot 70 Best PR Podcasts list, featuring the "70 Best PR Podcasts worth listening to in 2024." Check out and LIKE our NEW Facebook page! Drop a buck in the tip jar here. Click here to gain access to ad-free, subscriber-only content for less than the price of a cup of coffee PER MONTH! $1.99 for no advertisements and occasional subscriber-only content! Send Alex a Voice Message! Just click here and give us your first name, city, and question or comment. Contact Alex via email here. Read and subscribe FREE to Alex's Newsletter, All the Fits That's News. Get Alex's book, THE PODCAST OPTION--NOW IN PAPERBACK, AUDIOBOOK, and eBOOK! Announcer: Mary McKenna. PR After Hours Theme: https://filmmusic.io "Bossa Antigua" by Kevin MacLeod This PR After Hours Podcast episode was recorded and mixed at Green Shebeen Studios in beautiful Kansas City, Missouri. Copyright 2024, all rights reserved. No reproduction, excerpting, or other use without written permission. As an Amazon Associate, we earn a small commission on some of our Amazon links. --- Send in a voice message: https://podcasters.spotify.com/pod/show/alex-greenwood1/message
About Brian Jackson:Brian Jackson is the Owner of The Sandler Sales Coaching Program and a sales coach of the Sandler Methodology since 2006. His passion is helping seasoned, professional salespeople reach their greatest potential - both personally and professionally – by watching them win. Before owning Sandler Training, Brian invested over 20 years in healthcare equipment & SAAS sales, having served the most recent 12 years in various leadership roles. He enjoys coaching Owners, Executives, and all customer-facing, "selling" people within the Technology/SAAS vertical. Also, Brian has spoken on a wide variety of business and personal development topics and is available to speak at corporate events, trade shows, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Brian.In this episode, Nancy and Brian discuss the following:A nerd at heart: the sales nature of Brian Jackson.The art of persuasion is all about selling, and the selling is all about communication.Brian's way of getting into Sandler's world.What differentiates Sandler from other sales methodologies?Features and benefits versus consultative selling.DISC and Sandler go hand in hand.Useful tricks to learn from DISC.Key Takeaways: Not many people grow up saying, "I want to be in sales," but I'm one of those.I always knew that in the back of my mind, being a Sandler trainer was something I could do and enjoy, so here I am.Take advantage of the technology out there to prepare for your conversations.If you're a salesperson, you do not need to feel so much pressure to be the one to convince, persuade, and manipulate others magically.Sandler takes your career to another level." Be the contrarian salesperson. Get out of your way. Stop trying to sell, persuade, and manipulate people. Stop trying to script out what you're going to say. Instead, guide people on a path of self-discovery instead of trying to convince them. Go for the no. Guide them to self-discovery. Let them argue with you why they have the problems you solve and why they should be committed to fixing them. My favorite saying in the rule is, "People do not argue with their own data." To finish answering your question, I believe the art and the science of selling are to guide people on that path of self-discovery because they don't argue with their own data. And if you can do that, then you don't have the objections in the first place." – BRIAN."Sandler is important in personal communication because you want other people to feel that they're heard, understood, and prioritized. Like you said, selling is not about you. It's about the other person. So, there's no question that people like me who have bought into the standard franchise model or participants see improvements in our relationships just as much as we see improvements in our selling efforts because it's a different way that we treat people in our communication because of understanding Sandler. " – BRIAN."When I'm teaching DISC, I explain to people that once you know DISC, you can't go through your life the same way ever again. I'll be in the grocery store checkout aisle and overhear a conversation. I'll know somebody's DISC style. You know, when I meet somebody, I can subconsciously register their eye color, hair color, ethnicity, background, and distance. And you treat people how they would want to be treated. You're going to ask why it is so important. You're going to keep your conversation short and tight, to the point, focus on, you know, you're going to dab naturally. And that's just critical to selling." – BRIAN. Connect with Brian Jackson:LinkedIn: https://www.linkedin.com/in/sandlertraining/Sandler:https://www.salesrevenue.sandler.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
What is the most challenging part of your business? What percentage of your projects involve working with a designer? How do you vet clients before getting into pre-construction? Rebecca and Shaun sit down with Steve and Heather Tankersley, owners of Tankersley Construction, to discuss their business.In this episode, Rebecca and Shaun speak with Steve and Heather to discuss:The most successful and challenging projects for Steve and Heather Tankersley's pre-construction process where they evaluate design goals, budget, etcChallenges of traditional contracting methodsHaving a structured process for vetting clients – a form on the website, in-person or virtual meetings, etcThe need for designers to stand firm in their boundaries rather than compromise on unprofitable projectsThe potential for clients to shop around after receiving the pre-construction documentationSteve's experience with Sandler Training and how it has helped them in their businessFrustration with clients who refuse to budge on costs despite inflationRenovation costs are unlikely to go down and will increase due to inflationImpact of social media on shaping people's perceptions of home designA client's experience of wasting $50,000 on plans that were not feasible to build due to budget constraintsHow National Association of the Remodeling Industry (NARI) is helping to make the remodeling industry betterHeather and Steve's goals for the future of their company Mentioned:Visit Tankersley Construction WebsiteSteven and Heather Tankersley (@tankersley_construction) on InstagramSandler Sales TrainingBusiness of Home article - Inflation is going down. Why aren't contractor bids?National Association of The Remodeling IndustryRemodelers AdvantageOur links:Subscribe and leave a review - Apple PodcastsLike, Comment, & Follow - Hot Young Designers Club InstagramRebecca's Instagram Shaun's InstagramFor more information - Check out the websiteBecome a “Loyal Hottie” - Support us on Patreon Design Resources - Check out our shopMentioned in this episode:Black Friday Sale25% off everything in our...
FOUR ACTIONABLE TAKEAWAYS The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question. Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us. Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style. Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question). PATH TO PRESIDENT'S CLUB President and Owner @ Sandler Training Executive VP of Sales @ Pure Digital Technologies Vice President and General Manager of Field Sales @ Kodak THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity Hireframe: Fast Track your Prospecting Discovery & Demo Clari: How to Sell to the CFO Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Multithreading Power Plays Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)
In this episode with Sandler's Algot Sorensen, we delve into the world of sales mastery with a close look at Sandler Training, the industry leader in sales training and development. Discover the unique approach of the Sandler Selling System and how it empowers sales professionals to thrive in today's ever-evolving marketplace. From overcoming common sales challenges to building lasting customer relationships, we explore the secrets behind Sandler Training's success and hear inspiring stories of transformed careers. Join us as we unlock the strategies that can turn struggling salespeople into superstars and explore the global impact of Sandler Training's innovative techniques. If you're in sales or aspire to be, this episode is a must-listen for your professional growth. Sign up for updates and complimentary training classes here.
Can you be weird? Can you come out and play? Have some fun and eavesdrop on our conversation with Mike Montague, entertainer, global head of content @Sandler Training, podcast host, award-winning speaker and author. He will show you how to become the best possible you in your life and in your business by bringing back the power of play!Check out Mike's website here: playfulhumans.comThank you for listening. Please check out @lateboomers on Instagram and our website lateboomers.biz. If you enjoyed this podcast and would like to watch it or listen to more of our episodes, you will find Late Boomers on your favorite podcast platform and on our new YouTube Late Boomers Podcast Channel. We hope we have inspired you and we look forward to your becoming a member of our Late Boomers family of subscribers.
I enjoyed working for a few years with David Doherty with a multimedia publishing and events company in veterinary medicine. My favorite part was, every couple months, I'd go break into his office, sit down and ask him about sales. I thought his philosophy was fascinating. I don't like sales, but if I had to think about sales, heart about sales, wrap my head around sales ... I enjoyed doing it with Doherty. Today, Doherty is VP of Market Development with Coffman Group, a franchisee of the Sandler Training method. The Sandler book Doherty mentions is on my to-read list, because if he likes it, I want to read it. ANYway, whether you hate sales and selling, or you're super interested in it, I guarantee this interview will pay off. There's both high-level thinking and in-the-trenches advice (just a skosh). My favorite part is, David was a killer salesperson, then led salespeople ... but he had to both reinvent himself and get back to basics with a new, shared vocabulary for sales when he wound up in his latest gig with Coffman. Everyone sells, even if you don't like to think about it (me). Why not come up with a better mindset around the work ... and consider small tactics that might tweak your selling for the better? Further research: David Sandler wrote a number of books, and Sandler Training has reworked them with new titles especially to take account of the changes in our life from the late 20th century (no internet) to now (internet everything). Because I like older books, I'll eventually read some version of Sandler's You Can't Teach a Kid to Ride a Bike at a Seminar. But if you're interested in more modern titles, there are a slew of "books and job-aids" offered here. You can reach Doherty from Coffman Group's website here.
After obtaining a BA in Psychology and MA in Digital Media, Erin founded and ran an award-winning and nationally-ranked web agency for 16 years, working with an impressive portfolio of clients ranging from world-renowned philosophers to Fortune 500 companies. She then went on to found MindFix after healing herself from a multi-year experience with chronic pain, anxiety, and depression, creating a company so unique in its effectiveness her team regularly hears “This has been the single best investment I've made in my entire life.” (See the full “How MindFix came to be” story below).Erin's work and words have been featured in books, magazines, podcasts, webinars, newspaper columns, events, and conferences. She delivers keynote talks, workshops, retreats and presentations on human behavior and rapid transformation, has helped clients achieve incredible public successes (such as presenting on Shark Tank), works with the founders of 7-, 8- and 9-figure businesses, is Kolbe and DiSC certified, holds an EO Global Speaker Certification, and has blended her knowledge of a wide variety of modalities into a powerful and unique experience for those passionate about optimizing what's not optimal in their lives.Erin has studied with the leaders of a variety of personal and professional development programs ranging from Sandler Training to EOS to NeverBoss to LEAP to Strategic Coach. In her free time, she is passionate about mountain biking and snowboarding in the mountains of Colorado.She can be found https://mindfixgroup.comPlease do me a favor, subscribe, leave a positive review on iTunes, follow us on Instagram and share if you know anyone who would benefit from this or other episodes!Do you want to work with me? Reach out and let me know!https://www.instagram.com/youwinninglife/https://www.tiktok.com/@youwinninglifehttps://linktr.ee/jasonwasserlmftThank you for joining me on this ride!Jason Wasser Therapist/CoachOnline Tele-Therapy & Coaching
If you live in Richmond, VA, you know Jeff Katz. The host of an award-winning talk show on WRVA during afternoon drive time, he has a long and storied career. In this fun conversation, you'll hear tales of going from a police officer to selling radio ads and finally hosting his own show. Regardless of where in the country he was working, two things have been a constant. One, his talent behind the mic and his ability to connect with his audience have been recognized repeatedly. Second, he cares about his community. Jeff is a master storyteller who spins many yarns in our time together. A master of his craft, Jeff shares some of the lessons he has learned through his long and successful career. *** If you'd like to learn more about Jeff and his work, you can visit jeffkatz.us. There, you can learn about Jeff's consulting, coaching, and speaking services. If you'd like to listen to his show or learn more about the broadcasting pursuits, visit thejeffkatzshow.com. Jeff even invites you to call him at 804.596.6596 or use toll-free at 888.334.JEFF. *** To learn more about Sandler Training or to connect with Robin, email him at robin.green@sandler.com. *** To sign up for our growing leadership newsletter, The Huddle, visit green.sandler.com/huddle.
"Fear kills fun." – Mike MontagueToday's featured bookcaster is award-winning international speaker, corporate trainer, virtual game show host, MC, DJ, and the Global Head of Content at Sandler Training, Mike Montague. Mike and I had a fun-filled chat about his books, the benefits of incorporating play into your professional life, and more!!! Key Things You'll Learn:The 5 C's of FunHow Mike's career led to a passion for playfulnessHow playfulness contributes to physical and mental conditioningHow failure and overcoming challenging situations build confidence Mike's Site: https://mikemontague.com/Mike's Book: https://www.sandler.com/sandler-books/linkedin-book/Mike's Podcast, “Playful Humans”: https://podcasts.apple.com/us/podcast/dom-brightmon-writer-speaker-podcaster/id1547084858?i=1000554813854 The opening track is titled “I Feel It” by Bosnow from #Uppbeat (free for Creators!):https://uppbeat.io/t/bosnow/i-feel-itLicense code: OLUCPMP4LR8AQ2XC Please support today's podcast to keep this content coming! CashApp: $DomBrightmonDonate on PayPal: @DBrightmonBuy Me a Coffee: https://www.buymeacoffee.com/dombrightmonGet Going North T-Shirts, Stickers, and More: https://www.teepublic.com/stores/dom-brightmon You May Also Like… 273 – “Rewiring Your Brain For Manifestation Success” with Bob Doyle (@bobdoyle): https://www.goingnorthpodcast.com/273-rewiring-your-brain-for-manifestation-success-with-bob-doyle-bobdoyle/ Ep. 341.5 – “Playful Cheeks” with Dr. Alison J. Kay (@ajkbliss): https://www.goingnorthpodcast.com/ep-3415-playful-cheeks-with-dr-alison-j-kay-ajkbliss/ Ep. 308 – “Every Day Is A New Day” with Kim O'Neill (@KimsONaMission): https://www.goingnorthpodcast.com/ep308-every-day-is-a-new-day-with-kim-oneill-kimsonamission/ #Host2Host Bonus Ep. - “Innuendo City” with Michelle Nedelec (@michellenedelec): https://www.goingnorthpodcast.com/host2host-bonus-ep-innuendo-city-with-michelle-nedelec-michellenedelec/ Ep. 400 – “How to Become a Multimillionaire, but Not Act Like It” with Tom Antion (@TomAntion): https://www.goingnorthpodcast.com/ep-400-how-to-become-a/ Ep. 462.5 – “Beacons of Leadership” with Chris Voss of The Chris Voss Show (@ChrisVossShow1): https://www.goingnorthpodcast.com/ep-4625-beacons-of-leadership-with-chris-voss-of-the-chris-voss-show-chrisvossshow1/ Ep. 330 – “A Long Way from Ordinary” with Ann Charles (@AnnWCharles): https://www.goingnorthpodcast.com/ep-330-a-long-way-from-ordinary-with-ann-charles-annwcharles/ 110 - "Self-Intelligence" with Jane Ransom (@TheJaneRansom): https://www.goingnorthpodcast.com/110-self-intelligence-with-jane-ransom-thejaneransom/ Ep. 612 – “More Joy” with Cindi Cohn: https://www.goingnorthpodcast.com/ep-612-more-joy-with-cindi-cohn/ 148 - "Everyday Magnificent" with Gabriela Masala (@onelovealliance): https://www.goingnorthpodcast.com/148-everyday-magnificent-with-gabriela-masala-onelovealliance/ Ep. 582 – “Shaping the World Through Great Stories for All Ages” with Natasha Deen (@natasha_deen): https://www.goingnorthpodcast.com/ep-582-shaping-the-world-through-great-stories-for-all-ages-with-natasha-deen-natasha_deen/ Ep. 691 – “How to Spark Your Heart and Ignite Your Life” with Hilary DeCesare (@HilaryDeCesare): https://www.goingnorthpodcast.com/ep-691-how-to-spark-your-heart-and-ignite-your-life-with-hilary-decesare-hilarydecesare/ Ep. 689 – “There Are (No) Stupid Questions . . . in Science” with Leah Elson (@gnarlybygnature): https://www.goingnorthpodcast.com/ep-689-there-are-no-stupid-questions-in-science-with-leah-elson-gnarlybygnature/
Host Justin Barnes, aka the @HITAdvisor, invites President and CEO of Sandler, Tim Alderman. Sandler Training has delivered proven processes and methodology. Hear Tim's insights, tips, and best practices on current sales, sales management, leadership and management topics. To stream our Station live 24/7 visit www.HealthcareNOWRadio.com or ask your Smart Device to “….Play Healthcare NOW Radio”. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen
Once your systems are dialed in, it's all about daily behaviors, attitudes, and techniques in your business model. Jim Wilcox of Sandler Training explains in this podcast of The Franchise Academy.
Once your systems are dialed in, it's all about daily behaviors, attitudes, and techniques in your business model. Jim Wilcox of Sandler Training explains in this podcast of The Franchise Academy.
Sandler Training's VP of Community Engagement Mike Montague joins us to discuss how AI is changing sales leadership and sales training.We discuss:How sales leaders and trainers are already using AIWhere AI is going to develop in the next few monthsWhy sales people and sales trainers aren't going anywhere, even with AICheck out the downloads Mike mentions here:https://www.sandler.com/sandler-books/linkedin-book/ https://sandler.com/chatgptprompts
About Mike Montague: Mike Montague is the Director of Community Engagement and a Certified Trainer at Sandler, where he hosts the How to Succeed podcast, Sandler Summit, and other live events. He is also the author of LinkedIn The Sandler Way and numerous courses and content on sales and leadership. In addition, Mike is a podcaster at Playful Humans, a community designed to help the burned-out and bored get re-energized and engaged with life. He is a contributing writer on the Sandler blog and many other international publications, including the Thinking Bigger Business, Hubspot, and LinkedIn sales blogs. Also, he has entertained and educated thousands of audiences as a professional speaker, on-air radio personality for Mix 93.3 and 105.1 JACK FM, and MC for other live events. Mike has also been an opening act for Billy Idol and Frankie Valli as a DJ and was named one of Kansas City's Rising Stars of Business in 2015. Check out the latest episode of our Conversational Selling podcast to learn more about Mike. In this episode, Nancy and Mike discuss the following:Communication is the key in Sandler.OK, Not OK principles in sales.Social selling and social media marketing. Advantages of back-and-forth conversation over blasting messages on social media.Social selling definition and purpose.Fewer connections lead to more conversations.Playful Humans - a space for happy people.Why salespeople should be happy to be productive? Key Takeaways: I fell in love with the communication principles and people deserve respect, and it should be an adult-to-adult conversation, and learning how to be an adult in a conversational selling kind of way with Sandler was really a cool experience for me.Social selling is just adding people's information and opportunities to your pipeline by using any type of sales or social media platform.From a marketing perspective the more connections you have on LinkedIn, the better, the wider your reach, but from a sales perspective, it's actually the deep relationships that matter.We forget that happy people do more work.The harder you try to sell, the less likely you are to get that. "So as human beings, we can only keep track of about 150 to 250 relationships at any given time, we just don't have the bandwidth. And it's an interesting number. It's through a lot of scientific research. It goes back to even when humans were in tribes, wandering the planes and stuff. It was like at about 150, you see them start to split off because you just can't know everybody, and you can't keep close to relationships with that many people. So, what happens with salespeople is... They start getting weaker relationships. They start chasing weaker deals and they start missing things from their ideal clients because they're not paying attention to them. " – MIKE "It is interesting to me that when you take yourself and your work less seriously, you can become more productive. People equate hard work with success. And I don't think that's true. It depends on the work you're doing. If you're building a deck or a brick wall - sure. The more work you do, the higher the wall is going to get, but in selling, that's not true. And selling the harder you try to sell, the less likely you are to get that. " – MIKE “Do not be afraid to be yourself. So, whether that's in sales, in social selling with LinkedIn, or the kind of personal branding and play work that I do with Playful Humans, I think we try to fit in often too. And that makes us boring and the same as everybody else. That is when you embrace your weirdness and your silliness and your personality, and then go find people that want that rather than trying to make yourself into something that other people want. I think that's a really powerful lesson.” – MIKE Connect with Mike Montague:LinkedIn: https://www.linkedin.com/in/mikedmontague/Sandler Training: https://www.sandler.com/Playful Humans: https://playfulhumans.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
About David H. Mattson: Dave Mattson is the CEO and President of Sandler Training, a global training organization with more than three decades of experience in providing training to companies of all sizes throughout the world. His key areas of focus are sales leadership, strategy, and client satisfaction. Since joining Sandler in 1988, Mr. Mattson has guided the firm to its position as a global provider of sales and management training with over 250 operating units in 25 countries. Under his leadership, the company has also been recognized four times in the Top 20 Sales Training Companies by TrainingIndustry.com, and nine times by Entrepreneur magazine's “Franchise 500” as the number-one sales training company in the United States. He is a best-selling author, sales, and management thought leader, keynote speaker, and leader for sales training seminars around the world. Check out the latest episode of our Conversational Selling podcast to learn more about Dave. In this episode, Nancy and Dave discuss the following:Why Sandler is so successful.Script and its function is Sandler world.Applying Sandler tips and tricks in personal interactions.How one can quickly size up his/her prospect's communication style.The connection between DISC and Sandler Methodology.Sandler methodology in a college curriculum.Sandler Rules for Salespeople and for Sales Leaders. Key Takeaways: Sandler Methodology is a conversational sales model that allows you to insert your own personality, your knowledge of your own client base, and what you're selling.The success triangle is behavior, technique, and attitude.Salespeople get paid to change the way they communicate. Buyers do not get paid to change the way they buy.The buyers just want to know if you understand their issue. They want to feel comfortable and trust that you do understand and have a solution.The top pros get rejected 80% of the time. So, it's the norm."Good salespeople are like doctors. The doctor comes in and they're super smart, but they say “Nancy, why'd you come in today? Tell me a little bit about the problem that you're experiencing”. They ask questions, right? The value of a salesperson is determined by the information you gather not dispense. If you think about that. Because of that, if I use the doctor analogy if I were to go in, the other doctor doesn't do that. They say “Nancy, thanks for coming in today. Hey, before you say a word, let me show you, my diplomas. Let me tell you about the universe that I went through. And I am at the top of my class. Let me show you the tools that I use when I operate”. And I do this data dump and you're like, who cares? Let me tell you about me because people want to tell you about their problems, right? And I think that's the difference and its maturity that happens that way." – DAVE "So, we have rules for salespeople, and we have rules for sales leaders. And again, I go back to, you can read a 400-page book on selling. Or what we've done is we've said, look, again, Sandler teaches the way to think, not necessarily what to say. So, if you have things like, there are quick rules, like don't spill your candy in the lobby, all that simply means is go in and seek to understand. So, they're catchy phrases, so you'll remember them, but they apply to so many different scenarios in a selling situation versus a script that fits into one particular area. " – DAVE “First of all, no one wants to be rejected. If we even go back to, you know, and I'll age myself here. We had school dances, you know, did I want somebody to hold up a sign and say Dave, please come ask me to dance? Yeah, because I was afraid to go over there and say, would you dance with me? Because I didn't want to be rejected, you know?.” – DAVE Connect with David Mattson:LinkedIn: https://www.linkedin.com/in/dave-mattson-99538612/Sandler Training: https://www.sandler.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Mike Montague is a fellow podcaster, author and the director of community at Sandler Training. He joins Ryan to talk about how he got started in marketing and his book as well as giving many online marketing tips for various platforms including LinkedIn and YouTube and also reveals the number one reason people don't listen to your podcast! KEY TAKEAWAYS Mike was gifted with computers at a young age, he was programming from 8th grade! Mike got into internet marketing after creating and hosting a successful internet radio station in the mid to late 00s. You need to create forward-looking profiles, talking about who you want to speak to and attract and talk about the problems you solve, making your profile outwardly focus rather than simply about you and your services. You can demonstrate your experience in a variety of ways such as hosting events and creating valuable content. People can get too focused on getting more followers and likes but what matters is what you are doing with the audience you already have, are you serving them well and getting good engagement? Stop putting things off and waiting for perfection, just get yourself out there and build consistency in all you do. BEST MOMENTS “When I was young, so was the internet” “There are things you can to do build your credibility but it's not what you think” “Everybody moves too fast, it's the hard work you actually do that builds a business” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com www.ryanstaley.io EPISODE RESOURCES Mike's Book LinkedIn The Sandler Way ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World's Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less.Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecretsSee omnystudio.com/listener for privacy information.
The Stress Mastery Podcast: Living Right with Bill Cortright
Sean Coyle with Sandler Training Solutions joins Patrick on Ego Maniac Wednesday. Sean is one of the top sales / leadership trainers in the world. He shares some of his viewpoints / experiences regarding leadership, judgement, the Ego's impact on leaders. And we touch on being a leader (as a parent). ________________________________________________________ Join The Stress Mastery Community today for FREE! Click here to register HERE! Love the show? Tweet me a shoutout at: @Billcortright Want to sponsor episodes of The Stress Mastery Podcast? Email Bill at : Bill@livingrightwithbillcortright.com Mentioned in this show: Join the private Facebook Group: The Stress Mastery Podcast Subscription/SocialLinks: Subscribe on iTunes Subscribe to the The Stress Mastery Mailing List Watch on Youtube www.livingrightwithbillcortright.com Instagram: @livingrightwithbillcortright Facebook at Bill Cortright STAY INSPIRED!
Welcome to the second season of The AI for Sales Podcast! In today's episode, Chad is joined by Mike Montague, Director of Community Engage at Sandler Training and Host of the How to Succeed Podcast. Mike first shares his journey in the sales world and other activities for his career over time. He then discusses how Sandler interacts with AI and the different possibilities we could explore when it comes to integrating AI in sales training, prospecting, and more. QUOTESThe possible impact of AI for sales training - Mike"The same crash is happening here and people get confused, what's the AI's job? What's the salesperson's job? And how do we combine these two in the best of both worlds so we don't lose our humanity but we also don't lose all the insights, data, credibility, efficiency, and 24/7 availability of AI? And I think we can do both." Mike on AI for prospecting calls"That's a really great way to think about AI, it's not how do we replace you? How do we outsource all the work we don't want to do to the AI, right? It's how do you make the best possible outgoing prospecting calls. That's really what we're all about here." Learn more about Mike and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/mikedmontague/Website: https://www.sandler.com/ Learn more about AI for Sales with Chad:LinkedIn Group: https://www.linkedin.com/groups/12811259/LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcastTikTok: https://www.tiktok.com/@ai4salesFacebook Page: https://www.facebook.com/theaiforsalespodcast/Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/TruVersity | https://www.truversity.com/
Closing real estate deals can be a multifaceted process that requires meticulous planning and skilful execution. For you to elevate your success rate and achieve more closed deals, it's crucial to pinpoint and effectively address the underlying causes of any challenges you may encounter. In this LIVE coaching episode, Brent Daniels shares invaluable tips on identifying the root issues and paving the way for successfully closing more real estate deals.For more expert advice, make sure to give the TTP Training Program a visit. ----------Show notes:(1:09) Refining your Skills and Scripts for Closing with Property Owners(3:11) Empower yourself with early "No's" for greater control(4:57) Implementing the Effective Techniques of Sandler Training(6:15) Gain Deeper Insight with Open-Ended Questions about Condition, Timeline, Motivation, and Price(8:31) Mastering Problem Identification to Better Serve Sellers(11:34) Building Rapport and Relationships through Tone of Voice, Skillful Questioning, and Active Listening----------Resources:You Can't Teach a Kid to Ride a Bike at a Seminar To speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the TribeGo to Wholesalingincgroup.com to become part of one of the fastest growing Facebook communities in the Wholesaling space. Get all of your burning Wholesaling questions answered, gain access to JV partnerships, and connect with other "success minded" Rhinos in the community.It's 100% free to join. The opportunities in this community are endless, what are you waiting for?
Michael's background has little to do with how he got into sales, but he was a Marine right out of high school and went to UCSB. He got a degree in political science, and his first job out of college was in sales. He continued down that path and eventually ended up in tech sales. He was working at a startup in 2012 when he brought in an organization called Sandler Training, which is a global training organization. After going through a number of acquisitions, he decided to start the Sandler business.Sandler is a franchise model, and then what is its ethos, like what is it trying to accomplish? Or what value does it provide to its customers?Has Michael had a lot of success in helping companies or individuals get over that taboo expectation of the typical salesperson?The Importance of Listening and Asking Good QuestionsHas Michael found that empathy is one of those skills that are difficult to train, but if someone has it, they can develop it a little bit more in a sales environment?What are some of the top mistakes or issues that Michael encounters when he's talking with a business?From a sales training standpoint or an organizational structure standpoint, are there the kinds of things that are like systemic problems that he often comes across? What about sales training? Like, how much really good sales training is currently happening in the businesses that he's working with?How does he approach the topic of sales training? Like, what are maybe the categories that he focuses on? How does he structure it?With all of the changes and the evolution of technology in the world of sales, what does he think is going to happen in the future with the incorporation of AI or just automated systems?What does he recommends like resources, books, podcasts, and tools to help sales professionals improve their communication and persuasion skills?As like a fellow podcaster, has he enjoyed creating it? What's been some of the biggest takeaways for him?Michael Gordon brings over 15 years of real-world sales, training, coaching and management experience ranging from seed stage technology startups to fortune 1000 companies. Michael was first exposed to Sandler Sales Training in 2012. As a Sandler Training center owner, he helps corporate clients and sales professionals achieve higher levels of success through training, coaching and ongoing reinforcement.For more information and to explore other episodes, go to www.ppcpackaging.com/the-packaging-brothersFollow PPCPackaging on social media! :arrow_down:LinkedIn: https://www.linkedin.com/company/pacific-packaging-components-inc-/Facebook: https://www.facebook.com/PPCPackaging/Instagram: https://www.instagram.com/ppcpackaging/?hl=enWebsite: http://www.ppcpackaging.com/Find out more about Michael on his website and connect with him on email and LinkedIn.Website: https://www.gordon.sandler.com/Email: michael.gordon@sandler.comLinkedIn: https://www.linkedin.com/in/michaeljgordon/The views and opinions expressed on the "Packaging Brothers" podcast are solely those of the author and guests and should not be attributed to any other individual or entity. This podcast is an independent production of Packaging Brothers, and the podcast production is an original work of the author. All rights of ownership and reproduction are retained—copyright 2023.
Tips and strategies to find a new career for veterans and other life changes. In this episode, we sit down with Michele McManamon to discuss her inspiring journey as the CEO and co-founder of Operation New Uniform. A former Sandler trainer and owner of a business powered by the renowned training program, she shares how veterans can successfully transition from military service into their new careers. Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world! Veterans and those enduring a career reset frequently face daunting challenges. Our discussion emphasizes the importance of maintaining a positive attitude, speaking persuasively about one's resume, filling any gaps through volunteer experience or training opportunities available to those who are determined, all while having confidence in oneself for having gained valuable knowledge along the way that makes them uniquely qualified. Timestamps: 0:02:14 Top Challenges Faced by Vets and Others Seeking a New Career 0:04:06 The Benefits of Sandler Training for Professional Athletes 0:05:31 Attitude and Behaviors for Career Success 0:09:02 Finding a Career and Networking for Success 0:10:28 Strategies for Landing a New Job 0:14:37 Leveraging Your Skills and Talents to Find a New Job 0:22:04 Supporting Veterans Through Sandler Training Programs Key Takeaways: For successful career growth and personal satisfaction, it is critical to find supportive mentors who can provide guidance in understanding goals. In addition, having a balance of work and enjoyment along the journey will lead to greater success in life. In order to be successful in sales, it's important for individuals to take steps that will effectively position them as credible professionals. This could include setting up a personal LinkedIn profile and being mindful of certain behaviors so they are seen positively rather than coming across as sleazy or pushy. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023
(L to R) Margaret Bryant, Director of Marketing for The Manely Law Firm, PC & Russell Harrell, President of SBF Ideas SBF Ideas Strategis Marketing covers many activities and is about always improving. And the best marketing for you is unique to your needs. Improvements in your marketing should start where you think will […]
Today on PowerTips Unscripted, Jeff Borovitz joins the show to discuss the top 5 remodeling sales secrets every business owner must know. In addition, Jeff talks about how sales professionals should establish a clearly defined future with clients and how that helps eliminates surprises during the sales journey. Jeff Borovitz is the President of Sandler Training,... The post Top 5 Remodeling Sales Secrets You Must Know with Jeff Borovitz – [PowerTips Unscripted] S4 E6 appeared first on PowerTips Unscripted.
Troy Elmore, President of Sandler Training, a Houston-based company established in 2003 joins the podcast. Troy shares why he thinks, in addition to having core values for your company, it is important to have core behaviors so that you can make those values action. Troy also discusses how he uses a concept titled the "Three P's" to help motivate his people. LINKSShow Notes Previous Episodes About BoyarMiller About Houston Office of Saddler Training GUESTS Troy ElmoreAbout Troy Special Guest: Troy Elmore.
After completing a BA in Psychology and MA in Digital Media, Erin blended her understanding of people with technology and founded, then ran an award-winning and nationally-ranked web agency for 16 years. She then went on to found MindFix after discovering the magic formula to getting out of one's own way following a 3-year battle with pain and depression. (See the full “How MindFix came to be” story below). Erin's work and words have been featured in books, magazines, podcasts, webinars, newspaper columns, and events/conferences, she's given keynote talks and presentations to thousands of brilliant leaders on instincts and human behavior, has helped clients present on Shark Tank, has worked with the founders of 8- and 9-figure businesses, is Kolbe and DiSC certified, and has trained with the leaders of a variety of personal and professional development programs over the past decade and a half, ranging from Sandler Training to Strategic Coach.
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