How to Succeed Podcast

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.

It is also available in Spanish here: Reglas Sandler

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.

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

This episode features: Brian Sullivan, VP Sandler Enterprise Selling, and Chris Bugg, who owns the Sandler Training business in Virginia Beach, VA. Chris spent his professional career prior to Sandler in the aerospace and defense sector in business development, sales, and strategy roles. Chris retired as a pilot with decorations from the US Navy.

Brian and Chris provide insight into Selling to the Government Defense Sector where, in 2019 in the United States alone, there was a 700 billion dollar spend.

A conversation with Bill Morrison, Managing Director or Sandler Corporate Training in EMEA, and Brian Sullivan, VP Sandler Enterprise Selling

Bill and Brian discuss: Ways to follow best practices during these challenging times; Functioning and Communicating as a virtual team with clients to deliver value and meet deliverables expectations. Was to maintain client retention best practices in challenging times.

• How and why Andrew got into pricing – and the multiple ways to do pricing
• More people underprice than overprice
• Negative and positive beliefs about pricing
• Who makes the decisions on pricing?
• The story of the Corvette and the Mustang
• How to know if you have a pricing problem
• The price waterfall
• His favorite pricing model for services and intangibles
• You need an exit strategy
• Favorite business quote from Andrew
• Best attitude, behavior, and technique for How to Succeed at Pricing

Find Andrew's book at: https://www.self-counsel.com/the-dark-art-of-pricing.html

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

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.

It is also available in Spanish here: Reglas Sandler

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.

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

Brian Sullivan Interviews Jonathan Farrington on The Hunt for New Clients

In this episode:

• What makes the Sandler Research Center different
• Results on various sales methods
• Which of the newest technological sales methods have worked the best to hunt for new clients
• Results from Client Profiling
• How to target the most relevant opportunities
• Strategizing growth with existing clients
• Results on team selling and buying
• Final thoughts and how you can participate in the next Sandler survey

• What is Profit First?
• What is the attitude of Profit First?
• Apply personal financial ideas to your business to create Profit First
• Goals plans and actions to take to run your business this way
• Use a "bank based" system
• The Savannah Banana story
• A guarantee to drive profitability in your business – starting tomorrow – in two steps
• Should you interview potential salespeople at 3am?
• Best attitude, behavior, and technique for How to Succeed at Profit First

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

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.

It is also available in Spanish here: Reglas Sandler

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.

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

• The purpose of Antonio's book about doing ride-alongs the Sandler way
• There are many different types of ride-alongs now
• Some good and bad attitudes for ride-alongs
• Good sales managers want their salespeople to succeed and have a great ride-along
• Coaches watch their players perform, shouldn't good sales managers?
• How to set up a great ride-along
• What's the ideal role for the sales manager during a ride-along?
• You need a safe word
• An "aha" ride-along moment for Antonio that can help you
• Antonio's favorite Sandler rule regarding ride-alongs

Check out Antonio's book, The 21st Century Ride-Along, at: https://shop.sandler.com/category/books

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.

It is also available in Spanish here: Reglas Sandler

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.

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/