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Silicon Valley Sales Group, Inc. | Santa Clara, CA

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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.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Let’s face it motivation, or motivating others is hard, especially if they are employees of yours. One of the most common things I hear from business leaders is “our people just need to be motivated.” Now, in all honesty, this may be a true statement. 

Rule number 21. Empower your people to succeed without you. Coaching creates wisdom. Now think about that for a second. Coaching is one of the four hats of leadership and you're going to spend anywhere from 20 to 30 percent of your time as a coach.

Change management is the systematic approach to transitioning from one environment to another through the reassignment of resources, business processes, budget allocations, or other aspects that significantly alter a company or organization.

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.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their American counterparts.

Rule number 20. Mentor to a success profile. Create a success profile that people can grow into. Mentoring is where you're going to spend five to 10% of your time. It's a key aspect of leadership, but we don't do it often enough, so you need a process for it. 

Have you ever wondered, “What am I doing wrong?” or, “How can I take my practice to the next level?” If you have, you’re not alone, and you’re in luck. Our newest book release, Asking Questions The Sandler Wayanswers both of those quandaries and reveals so much more. In the book, Sandler trainer and author, Antonio Garrido, outlines how he revitalized his practice by changing his approach. Below we have identified a few key takeaways from the book.