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How to Succeed Podcast

How to Succeed Podcast

De: Sandler
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 The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our reinforcement training, we provide advanced communication techniques needed to excel, provide accountability in implementing behavior, and help nurture the attitudes necessary to reach the highest levels of success. Visit www.sandler.com for more information.℗2024 Sandler Systems, LLC. All rights reserved. Sandler (stylized) is a service mark of Sandler Systems, LLC. Economía Gestión Gestión y Liderazgo
Episodios
  • How To Succeed at Shifting Your Sales Performance Into High Gear

    How To Succeed at Shifting Your Sales Performance Into High Gear
    Mar 31 2025
    Podcast Summary Jennifer Cobb, the trailblazing NASCAR driver and entrepreneur, takes the wheel in our latest episode to share her extraordinary journey through the fast lanes of racing and business. Join us as Jennifer recounts her impressive achievements, like her standout sixth-place finish at Daytona, and navigates the challenges of a male-dominated sport without the cushion of major financial sponsorships. She opens up about the pivotal role her family, particularly her late mother, had in her career, and how she managed to balance racing with life's practicalities, such as securing health insurance and buying a home. Now, Jennifer channels her unstoppable drive into a new role at Fastener Supply Company, where her story continues to inspire. Listeners will discover the profound parallels between the relentless world of racing and the high-stakes field of sales. From overcoming initial fear and intimidation to developing an entrepreneurial mindset, Jennifer and I exchange personal stories about the transformative journey towards confidence and the establishment of equal business stature. We discuss the critical importance of understanding one's purpose and the essential support of a dedicated team, illustrating how these elements are key to thriving in both racing and business landscapes. The lessons learned on the racetrack translate seamlessly into the business world, offering invaluable insights for anyone striving to achieve their goals. Our conversation goes beyond the track and the sales floor to delve into the art of authenticity and resilience. Jennifer shares her experiences as a college student balancing academics, cheerleading, and a part-time job, all while pursuing her passion for racing. We talk about the discipline required to maintain routines and handle multiple responsibilities, highlighting how these skills are vital for success in any field. Through stories of embracing failure, navigating setbacks, and the humor found in unexpected moments—like setting a microwave on fire during a sales demo—Jennifer's journey is a testament to perseverance and the power of embracing life's learning opportunities. (00:03) Female NASCAR Pioneer's Longevity and Perseverance (09:18) Entrepreneurial Mindset for Success (16:45) Authenticity and Tenacity in Success (23:33) Entrepreneurial Mentoring and Female Racing (31:55) Learning From Failure in Sales (00:03) Female NASCAR Pioneer's Longevity and Perseverance This chapter features a conversation with Jennifer Cobb, a trailblazer in the NASCAR world as a part-time professional race car driver, team owner, and entrepreneur. We explore her impressive journey, highlighting her achievements as a female driver with notable records in the NASCAR Truck Series, including her sixth-place finish at Daytona, which was recently surpassed by Natalie Decker. Jennifer shares her experiences and challenges in a male-dominated sport, emphasizing her perseverance and longevity without the backing of significant financial sponsors. She also reflects on the support from her family, especially her late mother, and how she managed to balance racing with personal responsibilities like securing health insurance and purchasing a home. Jennifer now channels her determination into her role at Fastener Supply Company, resonating with others who have shown grit in their careers. (09:18) Entrepreneurial Mindset for Success This chapter explores the transformative journey from fear to confidence in the realm of sales, drawing parallels with the racing world. I share my initial trepidation with cold calling and the intimidating presence of gatekeepers, especially in the manufacturing sector, and how adopting a mindset of equal business stature became crucial. By shifting from a need-based approach to recognizing the value I bring, both in sales and racing sponsorships, I highlight the importance of confidence and team support. Additionally, I reflect on the significance of understanding one's 'why' in both racing and sales, emphasizing the passion and commitment to not only personal goals but also the responsibility towards a team. The chapter underscores the lessons learned from racing that translate into my business career, particularly the drive that comes from a clear purpose and the support of a dedicated team. (16:45) Authenticity and Tenacity in Success This chapter explores the journey of perseverance and determination, highlighting the experiences of a college student juggling academics, cheerleading, and a part-time job while pursuing a passion for race car driving. I share how my no-nonsense father instilled a strong work ethic, refusing to let me quit during challenging times. Reflecting on pivotal moments, such as entering Daytona for the first time, I discuss how these experiences shaped my mindset to never give up during tough times. The importance of consistent behavior and having a clear 'why' is emphasized, drawing parallels to the discipline required in ...
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    40 m
  • How To Succeed at the Cure For Stupidity: Understanding the Brain Science of Change, Communication, and Human Behavior

    How To Succeed at the Cure For Stupidity: Understanding the Brain Science of Change, Communication, and Human Behavior
    Mar 24 2025
    Podcast Summary Eric Bailey, president of Bailey Strategic Innovation Group and bestselling author of "The Cure for Stupidity," joins us to unravel the complexities of human behavior through the lens of brain science. Inspired by a spontaneous New Year's resolution, Eric's journey from various industries to authoring a transformative book is nothing short of fascinating. He brings to light how our perception can mislead us and the illusion of certainty that our brains create, urging us to engage in self-reflection and adapt our communication for better understanding. Explore the captivating concept of schadenfreude and its impact on both personal and professional life. We shed light on how this feeling of pleasure in others' misfortunes shows up in sports and workplace rivalries, and how it can affect team cohesion and organizational culture. The importance of acknowledging non-verbal cues, or emotional "leakage," is emphasized to ensure teamwork and cultural integrity aren't compromised. Eric and I delve into the role culture plays in achieving collective success, stressing that it's not just about top-down mandates but about the attitudes and behaviors of everyone involved. Effective communication and leadership are the pillars of a successful workplace culture, and this episode dives deep into these essentials. From the pitfalls of uncommunicated expectations to the virtues of "radical curiosity," we highlight how leaders can transform their interactions from transactional to relational, fostering genuine connections with their teams. Emphasizing the importance of managing individuals and embracing generational shifts in communication, we advocate for environments where genuine emotional experiences are valued, ultimately enhancing leadership effectiveness and employee retention. (00:01) The Cure for Stupidity (12:51) The Impact of Culture on Success (17:06) Building and Nurturing Workplace Culture (29:43) Effective Leadership Communication and Training (36:13) Mastering Curiosity and Communication in Leadership (00:01) The Cure for Stupidity This chapter features an engaging conversation with Eric Bailey, the president of Bailey Strategic Innovation Group and author of the bestselling book, "The Cure for Stupidity: Using Brain Science to Explain Irrational Behavior." We explore Eric's journey from various industries to becoming an author, sparked by a New Year's resolution during a family road trip. Eric shares insights from his book, which is grounded in brain science principles, covering topics such as our tendency to believe our perception of the world is reality and the illusion of certainty. These concepts highlight how our brains can lead us to mistakenly assume we are correct in our interactions with others. Eric emphasizes the importance of self-reflection and adapting our communication to improve understanding, as exemplified by host David's personal anecdotes about learning to distinguish between opinion and fact in his communication. (12:51) The Impact of Culture on Success This chapter explores the intriguing concept of schadenfreude, the pleasure derived from someone else's misfortune, and its implications in both personal and professional settings. We discuss how this phenomenon can manifest in sports rivalries and workplace dynamics, particularly in competitive situations like vying for promotions. The conversation highlights the importance of recognizing these feelings and shifting focus towards collective success, emphasizing the role of team cohesion and cultural alignment in organizations. We consider the challenges faced in team environments, such as sales, where internal dissonance can affect client perceptions and outcomes. The chapter also touches on the non-verbal cues, or "leakage," that reveal our true emotions, potentially undermining teamwork and organizational culture. Finally, I reflect on the pivotal role of culture in fostering successful collaborations and achieving shared goals within companies. (17:06) Building and Nurturing Workplace Culture This chapter focuses on the essence and influence of culture within organizations, emphasizing that culture is defined by the attitudes, beliefs, and behaviors of its people, not merely dictated from the top. I explore how nurturing desired cultural traits, like communication and accountability, requires active participation and feedback from everyone involved. Addressing generational perceptions, I highlight how every generation tends to label the next as self-absorbed, referencing historical views dating back to Aristotle. We also discuss the impact of technology on communication, particularly among younger generations, noting how reliance on digital expressions like emojis and abbreviations may lead to a diminished experience of genuine emotions. This shift could result in amplified emotional responses when real emotions are encountered. (29:43) Effective Leadership Communication and Training This chapter explores the ...
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    44 m
  • How To Succeed at Being Unstoppable: Unlocking Your Full Potential in a Changing World

    How To Succeed at Being Unstoppable: Unlocking Your Full Potential in a Changing World
    Mar 17 2025
    Renowned speaker and author Krish Dhanam shares his compelling journey from a Zig Ziglar seminar to transforming his career in sales. Experience firsthand the enlightening stories and personal anecdotes that reveal how stepping out of comfort zones can shape the mindset of the top 3% who thrive in the effective zone. Krish’s insights into mindset shifts and embracing change illuminate the path to achieving sales success and overcoming any obstacles in your way. Uncover the secrets to effective leadership and consistent success as we discuss the importance of consistent daily actions over sporadic efforts. Drawing inspiration from the Sandler sales approach and Zig Ziglar's teachings, we explore how establishing a structured plan and growth mindset within teams can lead to sustained achievements. Learn how to prioritize what you can influence and use motivation, consistency, and strategic planning to reach and surpass your goals. Discover the power of product conviction and peak performance as Krish highlights the impact of belief and confidence in sales and leadership. With personal anecdotes and wisdom from mentors, we discuss how instilling conviction in your team about the transformative potential of your products can drive excellence and peak performance. This episode is packed with actionable strategies and insights that will challenge you to recognize that true success starts from within. (00:03) Success Mindset and Overcoming Obstacles (14:17) Daily Behavioral Plan for Sales Success (26:12) Product Conviction and Peak Performance (31:49) Peak Performance and Sales Habits (43:33) Inner Conviction for Sales Success (00:03) Success Mindset and Overcoming Obstacles This chapter features an engaging conversation with Krish Dhanam, a seasoned speaker and author with a remarkable journey in the sales industry. We explore Krish's transformative experience attending a Zig Ziglar seminar, which marked a pivotal turning point in his career. Krish shares insights on the importance of stepping out of comfort zones, emphasizing the distinction between comfort zone thinkers and effective zone thinkers. He highlights the mindset of the 3% who operate in the effective zone, characterized by their proactive and innovative approach to challenges. We also discuss how individuals can identify where they stand and strategies to transition into becoming effective zone thinkers, focusing on mindset shifts and embracing change. (14:17) Daily Behavioral Plan for Sales Success This chapter focuses on the mindset required for effective leadership and consistent success. We explore how leaders can prioritize negotiable factors they can influence rather than getting bogged down by uncontrollable elements. The importance of consistent daily actions over sporadic efforts is emphasized, drawing on the Sandler sales approach and the insights of renowned motivational speaker Zig Ziglar. By implementing a structured, methodical plan and fostering a growth mindset within teams, leaders can achieve sustained success without relying on last-minute, frenzied activity. Additionally, we highlight the importance of establishing clear foundations, visions, and benchmarks to guide the growth process and ensure accountability. Through stories and personal experiences, the discussion underscores the power of motivation, consistency, and strategic planning in reaching and exceeding goals. (26:12) Product Conviction and Peak Performance This chapter explores the fluidity of the PEST model in management, emphasizing the importance of belief and conviction in leadership and sales. I discuss how having absolute confidence in a product or service can be as comforting as a doctor assuring a patient with experience and certainty. The conversation highlights how this conviction impacts clients and the significance of preparation and effort, regardless of past successes. Reflecting on personal experiences and teachings from mentors like Mr. Ziegler, I stress the importance of honoring one's profession and consistently striving for excellence. Furthermore, we examine the idea that the true essence of replicating success within a company lies in instilling conviction in the team about the transformative power of their products or services. By nurturing this belief, organizations can achieve peak performance and significantly enhance their impact. (31:49) Peak Performance and Sales Habits This chapter explores the nuances of sales management and personal productivity, emphasizing the importance of recognizing one's strengths and finding complementary partners in the workplace. We discuss the concept of being a creator who generates ideas and the necessity of having a trusted executor to bring those ideas to fruition. The conversation highlights the importance of viewing oneself as part of an assembly line where everyone's output serves as someone else's input, promoting efficiency and teamwork. We also reflect on the difference between individuals ...
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    45 m
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