How to Succeed Podcast

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. Hamish is a Sandler trainer from Calgary, AB, Canada and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner. You can check out his books on Amazon or the Sandler Shop. In this episode:

• The best attitude, behavior, and technique on how to succeed at trials and demos
• Don't offer a demo if you don't have to
• Know WHY you're doing a trial or demo
• Real prospects will put skin in the game
• Set up the post demo appointment before you start the demo
• When to ask, "And who else?"
• Have a quick call with all decision-makers before the demo begins
• You may have to back off the demo and work on the terms first
• Hamish's favorite Sandler concept

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!

Dr. Ruth Gotian is the Chief Learning Officer and Assistant Professor of Education in Anesthesiology and former Assistant Dean of Mentoring and Executive Director of the Mentoring Academy at Weill Cornell Medicine. She has been hailed by the journal Nature and Columbia University as an expert in mentoring and leadership development and is currently a contributor to Forbes and Psychology Today where she writes about 'optimizing success'. She also has a weekly show and podcast by the same name where she gathers high achievers to talk about their journey to success. In 2021, she was one of 30 people worldwide to be named to the Thinkers50 Radar List, dubbed the Oscars of management thinking and is a semi-finalist for the Forbes 50 Over 50 list.

Do a passion audit at www.ruthgotian.com/passionaudit

Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement. In this episode:

• The best attitude, behavior, and technique on how to succeed at high achievement
• What success is
• Do something important, not just interesting
• The four pillars of success
• Focus on what you're good at AND have a passion for
• Develop a team of mentors
• Don't ask anyone to be your mentor
• Find your North Star
• Ruth's biggest lesson
• Remember PIE - Performance, Image, and Exposure
• Ruth's favorite quote

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!

John Davis survived his biggest fear and went from being paralyzed to being a professional stuntman. At 22 years old John Davis' spine broke in half dashing his dreams of being a Stuntman, Fight Director, and Martial Artist. Doctors told him he may never walk again, and if he did he could never have a physical career. Using what he now calls the "Five F Formula," John Overcame the limiting beliefs of others and brought himself back. He went on to perform over four thousand live comedy sword fighting stunt shows all over the world including performing more than one hundred shows on the most remote bases in both Iraq and Afghanistan on six USO tours. He is known as the corporate action hero!

Find John Davis at: https://www.corporateactionhero.com/

Get his book at: https://www.corporateactionhero.com/gift.html

Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response. What can you learn from a comedy sword-fighting stuntman? Just listen...

In this episode:

• The best attitude, behavior, and technique on how to succeed at hacking the fear response
• The fear response and how it relates to sales
• Identify what your fear is
• Alleviate the fear in the sales cycle
• How to overcome your fear
• How to overcome your customer's fear
• Meet them where they are
• Focus on the purpose of what you're selling, not the money
• Get them to take action
• It's not your sale, it's theirs
• Your free gift
• John's life-changing moment
• You only have the current moment
• John's favorite quote

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 Janice Lintz on How to Succeed at Changing the World. Janice Schacter Lintz is a passionate, accomplished hearing loss consultant and advocate. She is well known and respected for her ability to assess situations, identify areas for improvement, recommend solutions, and implement programs that help organizations improve customer service and grow profits. Her ability to break down issues and do what is needed to affect change has earned her unprecedented access to business leaders, government officials, political leaders, and respected academians around the world. Find Janice at: https://janicelintz.com/ Learn more about hearing access at: https://www.hearingaccess.com/ In this episode:

• The best attitude, behavior and technique on how to succeed at changing the world
• How Janice is changing the world
• Find the right lever - pain points
• Follow up
• In the subject line of your email put the number request
• Dress and act professionally
• Don't rant
• Give a turnkey solution and make it easy for them to say yes
• Keep a communication log
• Use photos to prove your points
• Janice's definition of success
• Never waste a crisis

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!

To celebrate episode #500 and over 2 million total downloads, we flip the tables to get Mike Montague's top lessons learned from hosting the show! Mike Crandall, Sandler trainer from Oklahoma, interviews Mike about How to Succeed at Being a Lifelong Learner.

Mike Montague is Global Head of Content and a Certified Trainer at Sandler Training Worldwide, where he hosts the How to Succeed podcast and other live events. His humorous, real-world approach to difficult questions and his authentic stage presence empower professionals to and improve their life and business. Mike has performed for over 2,000 audiences as a public speaker, radio personality, game show host, and DJ, where he opened for Billy Idol and Frankie Valli. He is also the author of LinkedIn the Sandler Way and an international expert on social selling.

Follow Mike Montague on LinkedIn at: https://www.linkedin.com/in/mikedmontague/ In this episode:

• The best attitude, behavior, and technique on how to succeed at being a lifelong learner
• What Mike has learned from hosting 500 episodes of this podcast
• What it means to be a lifelong learner
• What surprised Mike about the 500 people he interviewed
• The difference is what you're willing to do and for how long
• What advice Mike would have given himself 5 years ago
• You don't need motivation – you just need to do it
• If you wrote a book, what would be the title?
• What to expect from the How to Succeed Podcast going forward
• How to use this podcast to be a better lifelong learner

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 Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.

Radical generosity is the against-the-grain secret weapon of real influencers, and it will allow you to boost referrals, retention rates, and ROI like few other strategies. But be warned, gifts with strings attached backfire.

John Ruhlin has gifted on behalf of everyone from Forbes Magazine to the Fortune 500 and his tactics lead to appreciative responses and wide-open checkbooks.

• Mastering reciprocity, the hidden bottom-line booster
• Laser-targeting whom to give a gift and when to use thrift
• Uncovering your client's inner circle and becoming part of it

Find John Ruhlin at: https://johnruhlin.com/

Find Giftology at: https://giftologygroup.com/

In this episode:

• The best attitude, behavior, and technique on how to succeed at giftology
• Giftology is about relationships
• Make the gift about them
• Don't send the gift after the deal is closed
• Give gifts because you want to, not because you have to
• Focus on the who, not the what
• It's the thoughtful thought that counts
• Finding the right gift takes focus and listening
• Go deep into the details
• Give useful artifacts
• Look at your ROR, not your ROI
• How John defines 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 Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia.

Find Mark and the book at: https://www.thecareertoolkitbook.com/ In this episode:

• The best attitude, behavior, and technique on how to succeed at creating a toolkit
• What a toolkit is
• You only have to be, "ok"
• Keep getting incrementally better
• Learn to negotiate
• Create peer learning groups
• Don't try to sell me and tell me it's networking
• True networking is relationship building
• How Mark defines success
• Mark's favorite quotes

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 Jeff Peek, an immigration attorney, on How to Succeed at Keeping Your Clients. Jeff is highly experienced with criminal trials, having defended numerous clients against serious charges. He has also represented clients in deportation hearings, in consulates and in immigration offices, fighting and advocating for the rights of immigrants before judges, prosecutors, and local law enforcement. Jeff has advanced the due process rights of immigrants and is a passionate advocate and voice for those who have been marginalized and those who have lacked proper representation.

Find Jeff Peek at: https://www.peekandtoland.com/

He shares incredible advice for having difficult conversations with your clients, getting referrals, and keeping your clients for the long-term.

In this episode:

• The best attitude, behavior and technique on how to succeed at keeping your clients
• Doing your business well is not always enough to keep your clients
• Sometimes you have to move ahead before you see the path
• Don't duck phone calls
• How to have difficult conversations
• Lean in when things go sideways
• Four ways to keep clients when things don't go perfectly
• Have a touch system in place for your clients
• Find a way to look at repetitive tasks with new eyes
• Jeff'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 Brandi Heather on How to Succeed at Moving From Diversity to Inclusion. Brandi brings a creative and innovative combination of training and subject matter expertise to her leadership role as Chief Knowledge Officer of AMPED2PLAY Inc. Brandi's exceptional knowledge of inclusion strategies, implementation solutions, and user-directed tools reflects her Adapted Physical Activity and Play Development Specialist experience, now reflected in the vision and mission of AMPED2PLAY. She is also a Canadian best-selling author of 'Return To Play: Rebuilding Resilience, Risk and Reconnection', and Podcast Host of "Play For A Change." Find Brandi and Amped Training at: https://amped2play.com/ In this episode:

• The best attitude, behavior, and technique on how to succeed at moving from diversity to inclusion
• Diversity does not necessarily lead to inclusion
• When you open a door for one, you open it for everyone
• How to deal with feeling uncomfortable talking about diversity
• Practice "curious kindness"
• Put the person first
• Open the box
• Inclusions starts with I
• The way to get her free book

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 Shawn Nason on How to Succeed at Radical Relationships. Shawn Nason, founder & CEO of the Nason Group ecosystem (MOFI, Disruptor League, TruthTellers, and The Pink Couch), lives his life with a commitment to make everyone he meets a part of his family. Armed with the gift of discernment, he has the uncanny ability to walk alongside people as they struggle to connect with their deepest passions and engage their most debilitating demons. He challenges the world around him to be fully present, get real, and knock down the barrier that separates the various compartments in their lives. Find Kiss Your Dragons at: https://www.amazon.com/Kiss-Your-Dragons-Relationships-Heartsets-ebook/dp/B08QPLN3GQ Find Shawn at: https://shawnnason.com/ In this episode:

• The best attitude, behavior, and technique on how to succeed at radical relationships
• What are radical relationships
• What does it mean to kiss your dragons
• Five mindsets
• Your "heart sets"
• Use HITL
• How Shawn defines success
• Shawn's favorite quote

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!