How to Succeed Podcast

The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go.  Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions. We talked ab...

Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in vola...

Mike Montague , Director of Community Engagement at Sandler, poses a question for you and your team to discuss in your sales meeting this week: How do you choose which deals you pursue and which ones you don't? You don't have unlimited time, money, or resources.  How do you know which deals are the most lucrative? Who do you want to work with and who should you run away from? Subscribe to the Sand...

Mike Montague, Director of Community Engagement at Sandler, interviews Clint Babcock, Sandler trainer and author of Negotiating From The Inside Out, about how to make a business case for your product or service. Find Clint's book on Amazon or the Sandler Shop here: https://shop.sandler.com/books/negotiating-inside-out In this episode, we talk about how to create equal business stature with top-lev...

Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence. The best attitude, behavior, and technique on how to succeed at answer intelligence Focus on the question AND the answer Create answers that stimulate questions in the buyer The biggest way to gain credibility is not your questions, but your answers Your job as a sa...

Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership. The best attitude, behavior, and technique on how to succeed at magic sales leadership Quite often the "sales problem" isn't the real problem M.A.G.I.C. explained There's such a thing as too much new tech and new behaviors Do you have a productivity problem? Go back to the basics If you'...

Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business.   Find Gill Athletics at: https://www.gillporter.com/gill_store/     Find Mike's podcast at: https://anchor.fm/gillathletics   The best attitude, behavior, and technique on how to succeed at podcasting for business How podcasting can help...

Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events. The best attitude, behavior, and technique on how to succeed at events Trends in the event industry Don't just go back to how you did in-person events in 2019 Post pandemic – have a plan A, B, C, and D Use "selective hearing" on feedback from your event How to determine the ROI and...

Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization.   Find Todd and the book at: https://www.inboundorganization.com/   The best attitude, behavior, and technique on how to sell to succeed at becoming an inbound organization Everyone in the organization is part of inbound marketing If you can't keep...

Erik Meier, Sandler trainer from Troy Michigan talks about advanced questions for your next sales call. Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies. The best attitude, behavior, and technique on how to succeed at advanced questioning strategies Asking questions is not a technique – it's to gain information and help the client The spectrum of equivocatio...

Mike Montague interviews Maria Ellis, author of Redefining Entrepreneurial Success, on How to Succeed with a Healthy and Holistic Lifestyle.    Find her new book at: https://www.amazon.com/Redefining-Entrepreneurial-Success-Holistic-Lifestyle/dp/B09RB2N6K5     The best attitude, behavior, and technique on how to succeed with a healthy and holistic lifestyle Entrepreneur's work ethic and harm their...

The Next Evolution of Sales Inspired by the transformation that we've all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers - Sandler is excited to announce our commitment to further champion the next evolution of sales. Throughout our 50-y...

Mike Montague interviews Kevin Roth on How to Succeed at Finding Your Niche. Find Kevin at: https://kevinroth.org/   Kevin Roth began to play the dulcimer in 1972 at the old age of thirteen, and at sixteen recorded his first album for Folkways / Smithsonian Folkways Records, which immediately launched him into international fame. Between 1974 and 1984 Roth recorded ten albums with this label, esta...

Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble. The best attitude, behavior, and technique on how to succeed at looking for trouble It's better to uncover the trouble with your clients than ignore it Go for the "No" Look for trouble even in your "great" deals Ask, "What are we missing?" Are there technical obstacles? If you know they h...

Mike Montague interviews Jade Simmons on How to Succeed with Purpose. Whether it's a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best. The inimitable world-class concert pianist and powerhouse activational speaker is CEO of J...

Matt Rappaport is a Sandler client and founder of Detroit Event Company. In this episode this episode, we do a casual case study interview to see how he has used Sandler to sell his intangible services and find success with his event business. Find him at: https://www.detroiteventcompany.com/ Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services.   The best attitude, behavi...

As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, and systematizing personal brand growth and relationship building at scale so that you're attracting ideal customers, impressing potential investors, and con...

Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there! The best attitude, behavior, and technique on how to succeed at improving your batting average: The success triangle Simplify Mindset Get comfortable with being uncomfortable Techniques need attitude and beha...

Mike Montague interviews Shelly O'Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement.   Find her at: https://authenticinfluencegroup.com/...

Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too. The book acts as a framework, a tool to help you think about your own life and the lessons you're gaining...

Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. Kristen is a co-author of Stop Decorating the Fish.    Find the book and podcast at: https://www.stopdecoratingthefish.com/   The best attitude, behavior, and technique on how to succeed at making real progress Make sure you spend your time fixing the customer's prob...

Mike Montague interviews Michelle Molitor, coach and hypnotist, on How to Succeed at Overcoming Anxiety. Michelle helps people build confidence and overcome fear, doubt, and worry.   Find Michell Molitor at: https://michelemolitor.com/   The best attitude, behavior, and technique on how to succeed at overcoming anxiety Your brain can only focus on one thought at a time Notice your triggers Remind...

Mike Montague interviews Tyler Lessard, VP Marketing and Chief Video Strategist at Vidyard and author of The Visual Sale , on How to Succeed at The Visual Sale.   Get the book on Amazon: https://www.amazon.com/gp/product/B08LZN8G41/   How to use video without spamming people Reasons to use video Use video to share the best of your best What kind of video could you create for your reps to share tha...

Find Anastasia Vladychynska's masterclasses at: https://vladychynska.com/service_master-classes   Help Anastasia and over 120 other businesswomen, who have been forced to flee Ukraine, by attending a virtual masterclass on keeping your clients, creating a positive customer experience, and changing your employee's attitudes about customer service! Before February 24th, Anastasia ran a very successf...

Mike Montague interviews John Baron, voice coach and vocal expert of the Alexander Technique, on How to Succeed Vocally.   Find John Baron at: https://johnabaron.com/   The best attitude, behavior, and technique on how to succeed vocally Focus on how you sound Match your tone to your topic Don't try to be authentic You can fix your vocal tone problems Different types of vocal problems Do you like...