How To Succeed at An Elite Level
How to Succeed Podcast
Podcast Summary This episode of the How to Succeed Podcast features NFL Hall of Famer Rondé Barber discussing how preparation, consistency, adaptability, and humble leadership fueled his 16-year career, 215 consecutive starts, and post-football success in broadcasting and business. Rondé emphasizes daily incremental improvement, rigorous study translating to business “film prep,” evolving the nickel corner role through responsibility and versatility, and the impact of mentors and coaches like Tony Dungy on building calm, steady, plan-driven teams. Join us as we learn key takeaways for...
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How To Succeed at Relational Authority and the Power to Influence Internally
How to Succeed Podcast
Podcast Summary Join us for an insightful exploration of the art of influencing people internally within organizations. In this episode, we are thrilled to welcome Sabine Gedeon, an esteemed executive advisor and speaker, as we dissect the concept of relational authority and its crucial role in building internal influence. Sabine emphasizes that mindset is 80% of success and highlights the significance of understanding your audience by stepping into their shoes. We uncover the challenges faced in internal negotiations, particularly in sales and HR, and the importance of aligning internal...
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How To Succeed at Being Authentic
How to Succeed Podcast
Podcast Summary Anthony Vincent Bova, the brilliant mind behind the Edgework Method, joins us to unearth the true meaning of authenticity in sales. With his vast experience as a communications coach, Anthony shares his insights on how being genuinely present with customers can transform skeptical buyers into trusting clients. Throughout our conversation, we emphasize how authenticity isn’t just a buzzword but a fundamental shift in how salespeople can build enduring relationships with their clients by being comfortable in their own skin. The episode also addresses the delicate balance...
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How to Succeed at 10xing Your Sales Force and 20xing Your Sales
How to Succeed Podcast
Podcast Summary Join us for an insightful conversation with Daniel Rosen from Renovo Financial as we explore the concept of the success triangle—attitudes, behaviors, and techniques—in scaling businesses. Daniel shares his remarkable journey, highlighting Renovo's impressive 10x expansion of its sales team and 40x business growth over the past six years. Discover the pivotal role of mindset and the "adult-adult" approach in building enduring relationships within the commoditized lending industry. Daniel emphasizes the significance of "slowing down to speed up," a principle that has shaped...
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How To Succeed On and Off the Field
How to Succeed Podcast
Podcast Summary Former NFL wide receiver Bernard Berrien joins us for an enlightening conversation on cultivating a success mindset that transcends the boundaries of sports and business. Bernard shares his inspiring journey from playing college football at Fresno State to making it to the NFL, underscoring the power of confidence and resilience in overcoming challenges. Listeners will gain an understanding of how a positive attitude not only prepares individuals to excel but also elevates those around them. Bernard also opens up about his pre-game routine, highlighting the role of music and...
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How To Succeed at Transforming Your Life
How to Succeed Podcast
Podcast Summary Carlos Garrido took a leap of faith in 2009, leaving behind the bustling world of finance in England to embrace the vibrant opportunities of Miami, Florida. His journey wasn't just about navigating new landscapes but also about mastering a language and culture that were foreign at first. Encouraged by his brother, Carlos transitioned into entrepreneurship, carrying with him the Sandler principles that had already begun to shape his perspective on personal and professional success. His story illuminates the profound impact of perseverance and connection, emphasizing how these...
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How To Succeed at Shifting Your Sales Performance Into High Gear
How to Succeed Podcast
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...
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How To Succeed at the Cure For Stupidity: Understanding the Brain Science of Change, Communication, and Human Behavior
How to Succeed Podcast
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...
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How To Succeed at Being Unstoppable: Unlocking Your Full Potential in a Changing World
How to Succeed Podcast
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...
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How To Succeed at Creating Engagement with Corporate Events
How to Succeed Podcast
Nashville's own Benji Harris, a gifted songwriter and composer, joins us to unravel the profound influence of music on the corporate world. From his early days forming a band in middle school to sharing stages with country stars, Benji has skillfully woven his experiences into his work with Song Division—pioneering a unique approach to employee engagement and company culture through music. Prepare to be captivated by his journey and insights on using music to transform attitudes and behaviors within corporate environments. Explore the power of musical team-building exercises where skepticism...
info_outlineIn this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.
As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.
Timestamps:
00:00:00 - Introduction to Sales Capacity Assessment
00:05:30 - Importance of Assessments in Sales
00:08:28 - Attitude Towards Excuse Making
00:11:42 - Benchmarking Competencies
00:14:53 - Key Sales Competencies
00:16:20 - Difference Between Behaviors and Competencies
00:19:21 - Team Training and Individual Development
00:22:50 - Defining Success in Career
00:27:56 - Overcoming Challenges in Career
Key Takeaways:
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Assessments like the Sales Capacity Assessment aid in hiring, training, and development.
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It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions.
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The assessment evaluates behavioral styles and competency levels in various sales areas.
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The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement.
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Benchmarking compares team performance against industry standards, crucial for the assessment process.
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It identifies both strengths and weaknesses, enabling targeted development plans.
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Individual learning paths can be tailored based on assessment results to address specific improvement areas.
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The assessment can be retaken every six months to monitor progress and adjust development plans.
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Success in sales involves balancing strengths with development areas.
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Consistent focus on critical sales activities is essential for achieving success.
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