How to Succeed Podcast

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
• Invite your team into the hardest questions
• How to run a pre-mortem
• Invite in the worst-case scenario

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 is different depending on the level of hire
• Be careful to hire the right person and personality for the job, not just someone you like
• You may want to use a third party to help
• Focus on their past performance
• Keep it simple, don't track too many metrics
• Both sides should be excited about the new adventure together upon hiring
• Slow the process down so you can focus on getting the right people
• No more than 2 decision-makers on the hire
• If you're in a leadership time spend 1/3rd of your time recruiting and hiring world-class talent
• Create a hiring profile
• Hire on talent, train for diagnostics

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 and move on to recapture calls
• What happens after the sale and who is responsible for it?
• Use the thermometer technique check in with ALL your clients

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 managers to coach your people
• Use a W.I.M. weekly individual meeting

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 be unable to label their own emotions
• Keep a GAGA journal - Gratitudes, Affirmations, Goals, and Achievements for the day
• Review I/R theory
• Fear and excitement are very similar physiologically
• Matthew's definition of success and favorite Sandler rule

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 real and authentic
• Use pre-call planners
• Use screen share, but don't overuse it
• How Kaysi defines success and her favorite Sandler rule

Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 presence
• Techniques to improve your personal presence
• Ask questions
• Take control of your health
• Paul's definition of success

Podcast: https://howtosucceed.libsyn.com/

iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 your 30 second commercial
• Third-party social proof allows your client to admit the pain
• Jody's favorite Sandler rule

Podcast: https://howtosucceed.libsyn.com/

iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 journaling can do for you
• Look for examples of journaling that resonate with you
• Jordan's definition of success
• Favorite Sandler rule

Podcast: https://howtosucceed.libsyn.com/

iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!

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 in 12 weeks than others do in 12 months. Find Brian and his book at: https://12weekyear.com/ In this episode:

• The best attitude, behavior, and technique on how to succeed at the 12 week year
• This came out of periodization
• Knowing that you don't control the outcome is freeing
• Consistent action, not perfection, is key
• If you plant enough, you will harvest
• What do you want your life to look like?
• How do your 12 weeks goals fit in to that?
• Use the goals to develop your weekly plan
• Schedule the most difficult things early in the week
• The marketplace sets the bar for what is required to succeed at your goals
• Don't try to catch up, just get back on track
• Brian's definition of success

Podcast: https://howtosucceed.libsyn.com/

iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!