How to Succeed Podcast

Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations. You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the stage for a mutually-beneficial sales process. Or, it can kill your sale before it ever has a chance to develop. In fact, 60% of people find generic sales pitches irritating. Most salespeople are overly enthusiastic and use resume-style hyperbole when trying to get a buyer's attention. However, Sandler has discovered what savvy salespeople already know. To be successful, you must make the conversation about the buyer's needs, not your credentials, and differentiate yourself from competitors. In this lesson, you'll learn how to properly introduce yourself and your company in a way that drives engaging sales conversations. Learn Sandler's four steps to a powerful, buyer-focused, 30-second value proposition and craft yours alongside our experts. This lesson is designed for salespeople and their leaders who are struggling to fill the top of the funnel and close enough business from their inbound leads. Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023

Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023

Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023

How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler. Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product. Timestamps & Key Topics 0:00:02 How to Succeed at Selling Through Internal Champions 0:01:56 Working with Internal Champions: The Ideal Attitudes 0:03:29 The Importance of Internal Champions and How to Handle Them 0:04:56 The Importance of Internal Champions in the Sales Process 0:09:38 The Power of Internal Champions in Enterprise Sales 0:12:55 The Benefits and Importance of Having a Champion in Sales 0:14:16 The Power of Conviction in Business and Sales Key Takeaway It is important to believe that you can help the client and to develop their attitude and mindset so that they are willing to fight for your product or service. Don't forget to subscribe and leave us a comment! SUBSCRIBE: https://podfollow.com/howtosucceed Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 #sales #sandler #internalchampions #product #selling #sell

Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers. Timestamps & Key Topics 0:00:03 Reducing risk for the buyer 0:02:16 The ideal attitude for salespeople in a sales call 0:03:55 Key things to do and when 0:08:58 The benefits of an upfront contract 0:10:26 The benefits of a predictable selling process 0:16:39 Reducing risk in the sales process 0:18:21The power of questions in sales 0:20:00 The perfect day 0:21:38 The power of predictability: how to succeed at reducing risk for the buyer Key Takeaways The goal of reducing risk is to make the buyer feel more comfortable with the salesperson and the process. By thinking about the buyer's fears and concerns, the salesperson can take steps to reduce the buyer's risk. It is important to be more upfront about the sales process, provide more information about the product, or be more flexible in the negotiation process. Don't forget to subscribe and leave us a comment! SUBSCRIBE: https://podfollow.com/howtosucceed Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 #sales #reducingrisks #risk #salesrisk #buyer #salesprocess

Are you looking to close big deals? In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee. Key Topic: 0:00:03 How to Succeed at Gaining Access to Power 0:02:18 The Power of Self-Awareness in Sales 0:07:01 The Power of Pre-Call Planning in Business Development 0:08:49 Pre-Call Planning for a Successful Meeting 0:10:37 Pre-Call Planning Formula for Successful Sales Calls 0:12:08 The Power of Preparation in Business Development 0:16:21 The Power of an Entrepreneurial Mindset in Sales 0:18:21 The Power of Pre-Planning: How to Make the Right Connections and Achieve Success Memorable Quotes: "The first sale really is to the appointment." "People buy for their reasons, not our reasons." "We are paid to be professional communicators, and we are not our own audience." "When our mindset changes in our attitude of mind, body, spirit, and those things are staying healthy, then it's going to drive those proper behaviors that we need to be doing." SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 #sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities. Resources: Don't miss a chance to register for Sandler Summit 2023! Every year gets bigger and better. Will you be a part of it this year? Get your tickets now: https://events.sandler.com/summit2023 Key Topics in this Episode: How to Succeed at Avoiding Common Prospecting Mistakes Sales Myths and Misconceptions The Ideal Attitude for Prospecting The Benefits of Consistent Prospecting The Power of Prospecting Cadence The Power of a Concentrated Cadence in Prospecting Sales Techniques for the Modern Age The Benefits of Making More Phone Calls in Sales Sales Prospecting: Avoiding Common Mistakes The Top 3 Email Marketing Mistakes to Avoid The Importance of a Solid Digital Presence in Sales The Perfect Day for Emily Yepes The Power of Journaling with Standler Trainer, Mike Kunkle Sales and Marketing Alignment with HubSpot Memorable Quotes: "Closing is not usually the issue." "Prospecting is often one of those painful topics where we start working with a new customer." "I think a lot of people struggle with that." "The other one you mentioned was it was on the working out analogy." "If you're celebrating your clients, you're telling their stories, you're telling the stories of your prospective clients as well. And that just seems to work a lot better and stand out in that crowd of noise." "A perfect day for me would be getting to work with my daughter, getting dressed on time, and eating her breakfast." #sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling!

Reading Other People in Sales: How to Influence, Persuade, and Close Deals Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people. When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close the deal and get the sale. Greg Orth is a long-time Sandler trainer from Lancaster, Pennsylvania and he will help us understand why reading other people can help you close more deals! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling!

Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. The best attitude, behavior, and technique on how to sell to the modern buyer The new book has 52 rules to help you sell to the modern buyer Be helpful, not subservient It's ok to disqualify people for some things while qualifying them for others Sometimes you need to clean out your funnel Engage, don't hide You have the power, not the technology 52 rules - one to focus on each week When what you're doing is successful, don't stop doing it The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!