How to Succeed Podcast

It's tough enough to keep pace with all the changes taking place in the world of business… throw in a global pandemic to amp up the confusion and test the mettle of salespeople everywhere… and we've got companies often struggling to know which end is up. Frank Cespedes of Harvard Business School advises in his new book, Sales Management that Works, that sales leaders need to focus on Financial Literacy in order to understand the flood of business data rushing around us, and be able to separate the noise from the real, helpful information they need to plan, hire and succeed.

CEO Peter Chase talks about how great mentors helped him create Scribe Software, which helped over 10 thousand companies, eventually enabling a big sale to Tibco. Peter also describes his new venture - AccelARRate - which develops customer-validated strategies that crystallize revenue growth goals and ensure repeatable success.

Oleg is on the Thinkers50 Radar, Global Gurus Top 30, has been recognized as #1 Global Thought Leader on Culture by Thinkers 360, is #1 Global Leading Coach (Marshall Goldsmith Thinkers50) and has been named as one of the Top 10 Most Inspiring Global Thought Leaders by The Excelligent.

Having been named as 'the da Vinci of Visionary Leadership' by many leading authorities of our time, Oleg Konovalov is helping companies to create and execute their vision, diagnose and treat organizational diseases, maintain a strong productive corporate culture and achieve superior business performance.

He is the author of The Vision Code (2021), LEADEROLOGY (2019), Corporate Superpower (2018), Organisational Anatomy (2016), and Hidden Russia (2014).

• The best attitude, behavior, and technique on how to succeed at creating a compelling vision
• What the vision code is
• Spend less time thinking about the past and more thinking about the future and solutions
• Ego kills vision
• Bold thinking wins
• Give people a direction to set them free
• How to set a big enough vision that is still achievable
• How does your vision help others?
• Oleg's definition of success
• Learn as much as you can, help as much as you can

• The best attitude, behavior, and technique on how to succeed at working on your game
• What "work on your game" is
• Who this is for
• Create a system to do the discipline for you
• Be, do, have
• What a professional is
• One day at a time works
• How Dre defines success
• Dre's biggest failure
• It's about perseverance

Mike Montague interviews Pete Oliver on How to Succeed at Making the Climb to Sales Leadership. Pete is an award-winning Sandler training from Boston, now in Hawaii and also Texas! He is author of the new Sandler book, Making the Climb: From Salesperson to Sales Manager and Beyond!

Making the Climb by Peter Oliver is the antidote to the "sink or swim" approach that sabotages too many aspiring sales professionals. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization.

Get the new book in the Sandler Shop or on Amazon here: https://www.amazon.com/dp/B094DNT8P5/ref=cm_sw_em_r_mt_dp_6D153FTWR1Q6N4AVAA5J In this episode:

• The best attitude, behavior, and technique on how to succeed at making the climb to sales leadership
• Why make the climb?
• The different skillsets from sales to sales manager
• Everyone won't sell like you do
• Four leadership roles
• Managing up
• What's in your toolkit?
• Use the Sandler pain funnel to manage your people's problems
• Keep your questions open-ended
• Pete's favorite Sandler rule

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

• The best attitude, behavior and technique on how to succeed at creating an intentional day
• Be intentional about your day to be intentional about your life
• It's about growth, not accomplishments
• Do you know what to do to be intentional or do you need more research?
• Break your goals down into daily actions
• Four stages of intentional growth
• Understand your why
• Find a growth partner
• Start small and build momentum
• Even if you can't do your normal routine one day - do something
• What to do if you skip your daily action
• How Ryan defines success

• The best attitude, behavior, and technique on how to succeed at your 30-second commercial.
• The turtle story and your 30 second commercial
• How much would your sales increase if you could increase your conversation starter success rate?
• Think "you, you, you"
• What problems are you fixing and how do they impact people?
• Use different lures for different clients
• Pain points vs features and benefits
• The conversation starter is simply to get to the next step
• Two or three more questions will help get them in the pain funnel
• When asking for referrals, go with a leading indicator
• Wait on the details and credibility indicators
• People don't argue with their own data
• Brian's next goal

• The best attitude, behavior, and technique on how to succeed at getting tough
• Why Michael says it's Time to Get Tough - TTGT
• Take risks early in your career
• Hope for the best and plan for the worst
• It's okay if you forget the oven mitts...once
• A mistake Michael made his first day as CEO of Caribou Coffee
• Before you figure out how to do more, figure out what you're doing well
• Michael's definition of success and a challenge he had to overcome

• The best attitude, behavior, and technique on how to succeed at raising your game
• Eliminate blaming, complaining, and making excuses
• Your belief is more powerful than your circumstances
• Just because something is understandable doesn't make it acceptable
• Whatever you look for, you will find
• Make choices that fit your goals
• Use small acts of discipline to build momentum
• How Alan defines success and his favorite quote

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as 'the little sibling' to field sales.

Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called 'inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.