How to Succeed Podcast

Mike Montague interviews Jason Caywood, Sandler trainer from Utah, on How to Succeed at Getting in Flow.   In this episode: The best attitude, behavior, and technique on how to succeed at getting in flow What flow is What did you enjoy doing as a kid? What version of that can you do as an adult? Layout what you want and work backward to get it Plan for flow activities What can you do to make more...

Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs. Find them at: https://www.sanitylabs.co/     Find more about Matt at: https://www.mattmunson.me/     In this episode: The best attitude, behavior, and technique on how to succeed at doing a pre-mortem Pre-mortem, defined Collaborate Move towards team ownership, camaraderie, and support Inv...

Mike Montague interviews Lee Kester on How to Succeed at Recruiting and Hiring Great Salespeople. Lee is the President and CEO of the Kester Search Group. Find them at: https://www.kestersearch.com/   Or connect with Lee on LinkedIn: https://www.linkedin.com/in/leekester/     In this episode: The best attitude, behavior, and technique on how to succeed at recruiting great salespeople The process i...

Mike Montague interviews John Glennon on How to Succeed at Customer Success.   In this episode: The best attitude, behavior, and technique on how to succeed at customer success What are the attitudes towards sales throughout your organization? Quantify the value of your relationship with your clients Do you want to be right, or do you want to be rich? Start with expansion calls, get some traction...

Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers.   In this episode: The best attitude, behavior, and technique on how to succeed at retaining top performers Your best employees are your best resource to recruit new hires Most people don't leave their job due to money - they want to feel valued Tie corporate goals to the personal goals of your people Train your man...

Mike Montague interviews Matthew Dashper-Hughes on How to Succeed at Labeling Emotions.   In this episode: The best attitude, behavior, and technique on how to succeed at labeling emotions Journal and focus on the processes more than the outcomes Use active, empathetic listening Watch your client's body language, face, and tone Create a graph of arousal and valence for your clients Your client may...

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.   In this episode: The best attitude, behavior, and technique on how to succeed at virtual selling Virtual selling is here to stay Most clients prefer video conferencing to a phone call Don't give the option of a phone call - send a Zoom link Your clients don't expect you to be perfect Be...

Mike Montague interviews Paul Glynn on How to Succeed at Improving Your Personal Presence.   In this episode: The best attitude, behavior, and technique on how to succeed at improving your personal presence Where personal presence fits in the Sandler System You can improve your personal presence if you want to The most important part of your communication is feedback Be aware of your personal pres...

Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain.   In this episode: The best attitude, behavior, and technique on how to succeed at finding unrecognized pain The difference between recognized and unrecognized pain How to find the sweet spot between being pushy and being wimpy Use, "let's pretend" A slight change in y...

Mike Montague interviews Jordan Mullet on How to Succeed at Starting a Journal.   In this episode:   The best attitude, behavior, and technique on how to succeed at starting a journal. What a journal is and why should start one Build it into your routine and commit to it Try it different ways and find out which ways work best for you Have an accountability partner Track your progress What journali...

Mike Montague, director of community engagement at Sandler, interviews Brian Moran, best-selling author, on How to Succeed at the 12 Week Year. The effectiveness of traditional goal setting using "annual goals" has long been debunked as an ineffective goal-achieving approach for eight out of ten people. The 12 Week Year book will walk you through the proven step-by-step system for achieving more i...

Mike Montague interviews Dan Truehl, Sandler trainer from Wisconsin, on How to Succeed at End of the Year Goal Setting.   In this episode: The best attitude, behavior, and technique on how to succeed at end of the year goal setting Start acting on your new goals before the new year begins Make sure they are YOUR goals Figure out your big picture and what happens when you make your goals What's you...

Mike Montague interviews Karen Meracle on How to Succeed at Performance Planning.   In this episode:   The best attitude, behavior, and technique on how to succeed at performance planning Some people think if they ignore a new initiative, it might just go away As the sales leader, you are the trail guide The 5 Ps: Prioritize, Process, Playbook, Practice, Progress Writing an email telling your peop...

Mike Montague interviews Al Simon on How to Succeed at Taking Risks.   In this episode:   The best attitude, behavior, and technique on how to succeed at taking risks Not taking a risk, could be the biggest risk A life without risk is a life without growth How risk changes throughout your life Be adventurous What's the best that could happen? Be different than all the other salespeople Use the 70/...

Mike Montague interviews Kevin Hallenbeck on How to Succeed at Sales Certification.   In this episode: The best attitude, behavior, and technique on how to succeed at sales certification What sales certification means and what value it has The three levels of certification Why having your people get certified, instead of just "trained," leads to better results How important is the certification to...

Mike Montague interviews Danny Wood, Sandler trainer from New Jersey on How to Succeed at Burning Bridges. Learn how to get from where you are to where you want to be by getting committed and become the person you need to be to reach your goals.   In this episode: The best attitude, behavior, and technique on how to succeed at burning bridges This kind of burning your bridges is NOT about relation...

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World. The urgent need for corporations to address bias and subtle, often unintentional, discrimination has become apparent. Live in Their World is committed to addressing incivility and demographic-based bias, such as that related to race/ethnicity and gender, to help create workplaces that are more respectful for all....

Mike Montague interviews Mike Crandall, Sandler trainer from Oklahoma, on How to Succeed at Understanding Motivation. Mike is the author of Motivational Management the Sandler Way.    Get the book on Amazon or the Sandler Shop: https://shop.sandler.com/books/motivational-management-sandler-way     In this episode: The best attitude, behavior, and technique on how to succeed at understanding motiva...

Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.    Get the book on Amazon at: https://www.amazon.com/21st-Century-Prospecting-Authoritative-Development/dp/1737010267/     In this episode: The best attitude, behavior, and technique on how to succeed at 21st-c...

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management.   Find Sharina and her game-changing sustainable plastics at https://utopiaplastix.com/.     In this episode: The best attitude, behavior, and technique on how to succeed at supply chain management Are you proactive or reactive? You can address global issues with a local initia...

Mike Montague interviews Cal Thomas on How to Succeed at Hiring in a Tight Labor Market.   In this episode: The best attitude, behavior, and technique on how to succeed at hiring in a tight labor market Have a plan and actively execute it Thoughts become things 10% of your time should be in recruiting mode Hire slowly, fire quickly You need a pipeline Use the S.E.A.R.C.H. model Create a diverse te...

Mike Montague interviews Rebecca Heiss on How to Succeed at Fearing Less. The scariest thing is living a life full of fear. That's not living. That's relying on fear-based instinct to make choices for us. Rebecca has dedicated her life to pushing back on those instincts and leaning into the discomfort. Rebecca Heiss is a speaker and author of Instinct. Find her at https://rebeccaheiss.com/ .    In...

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. Mike and Dan collaborated on a new free course in Hubspot Academy called Selling in a Hybrid World .   You can take the course by enrolling at https://www.sandler.com/hybridselling.     Dan Tyre is author of Inbound Organization and was employee #6 and the first salesperson at Hubspot. Out...

Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. Get ready to learn how to silence your inner critic and lead and sell with confidence.  Find Kris at https://www.kriskelso.com/ Find the book at https://www.overcomingtheimpostor.com/ In this episode: The best attitude, behavior and technique on how to succeed at overcoming the imposter The imposter syndrome defined...

Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive.   In this episode: The best attitude, behavior, and technique on how to succeed at being assertive There's a balance between being too assertive and too "nice" Transactional analysis allows us to read where our client is I want it, but I don't need it Record and practice, practice, practice Have a vision and goals fo...