How to Succeed at Collaborative Learning with the New Sales Development Series from Sandler
Release Date: 11/20/2023
How to Succeed at Avoiding Reactance with Brian Jackson
How to Succeed Podcast
In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method. Moreover, the conversation shifts to the significance of upfront contracts in...
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How to Succeed at Leveraging Your Champions with John Rosso
How to Succeed Podcast
In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. John highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and John discussed effective communication strategies for de-escalating...
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How to Succeed in De-escalating Conflict with Carol Bowser
How to Succeed Podcast
In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and effective communication strategies for de-escalating conflict. Join us...
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How to Succeed at Having ROI Conversations with Rich Chiarello
How to Succeed Podcast
In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning...
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How to Succeed at Influencing People with Brian Ahearn
How to Succeed Podcast
In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity....
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How to Succeed at Sales without the Stress with Elle Ingalls
How to Succeed Podcast
In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members,...
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How to Succeed at Avoiding Being Ghosted with Scott Bliss
How to Succeed Podcast
In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature. Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset....
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How to Succeed at Scrappy ABM with Mason Crosby
How to Succeed Podcast
This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles. Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM...
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How to Succeed at Prospecting in 2024 with Tom Nation
How to Succeed Podcast
In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape. Throughout the conversation, Tom sheds light on the optimal...
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How to Succeed at Break through the Digital Barrier with Steve Spiro
How to Succeed Podcast
This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition. Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for...
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Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training. Lisa is a powerhouse of knowledge, sharing her insights on learner autonomy and how to create a learning environment that values and utilizes what each individual brings to the table. She brings to light the importance of different contexts for learning and how giving people choices shapes their learning journey. We also dive into how Sandler's Sales Development Series has been reimagined to incorporate these concepts for the best possible learning outcomes for our clients.
Moving from the theoretical to the practical, we talk about how these principles apply to sales training. We break down the benefits of engaging content and the power of role-play in enhancing information retention. With Lisa's expert guidance, we explore engagement ideas for virtual instructor-led sessions and discover the innovative 'trap exercises,' pattern interrupts, and other education best practices she and her team have built into the new Sales Development Series.
We explore the role of collaboration within the sales team, with the managers and leaders, and with your Sandler coach to get the best results and return on investment, so tune in and join us in relaunching the classic Sandler sales training through the lens of collaborative learning.
Timestamps:
0:00:00 Collaborative learning in sales training.
0:02:03 Modern adult learning concepts and techniques.
0:07:42 Sales training and information retention.
0:12:37 Sales techniques and collaborative learning.
0:16:01 Sales training and collaborative learning.
0:20:55 Sales development, growth, and collaboration.
Key highlights:
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Collaborative learning, where learners actively engage with each other and facilitators, is essential for effective adult education.
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Modern adult learning focuses on experiential learning, application in real-world contexts, and active engagement with the material.
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Engagement, humor, and excitement in learning environments can trigger better memory retention and make the learning process more effective.
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Sometimes, a single impactful lesson or insight can be worth more than a comprehensive program.
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Sales is ultimately a conversation between adults to uncover the truth. Honest and open communication is fundamental to successful sales.
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Learning should focus on acquiring and applying skills, not just accumulating knowledge.
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Maintaining an appropriate balance of energy in learning sessions is crucial.
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