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.
How to Succeed Podcast
Claim This Podcastby Sandler
4.7(134 reviews)
699 episodes
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97
Podcast Authority
BetaExcellentBased on show quality, social media presence, reviews, charts, and more
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Podcast Overview
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.
Language
🇺🇲
Publishing Since
3/17/2016
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Recent Episodes
June 1, 2026
How To Succeed at Creating an Encore Experience with Your Team
Award-winning keynote speaker and author Gregory Offner discusses with host Jim Marshall how to create an "Encore Experience" that drives team engagement and sustainable high performance.
May 4, 2026
How to Succeed at Mission-Driven Selling
<p>This episode of the How to Succeed Podcast features long-time Sandler Trainer, Sean Coyle interviewing retired U.S. Air Force Lt. Col. Joseph "Doc" Morgan about aligning Sandler's attitudes, behaviors, and techniques with the military's ends, ways, and means. Morgan emphasizes prioritizing will over skill, arguing that attitude and disciplined behaviors enable techniques to be learned through deliberate practice, "reps and sets", and realistic simulations. Joe shares a recruiting command case where a clear, emotionally resonant mission and targeted "bird-dog" prospecting transformed his Air Force Recruiting Squadron from near-bottom to top-ranked nationally.</p> <p>The discussion stresses planning, readiness, and having resources prepped ("go bag" mindset), plus the importance of emotional commitment to goals, accountability partners, and consistent execution. Morgan closes with the "challenge coin" and a "wolf-pack" ethos to illustrate trust, shared standards, and long-term professional bonds that drive performance.</p> <p class="MsoNormal"><strong>Chapter 1: Framing Success: Sandler's Triangle and Military Parallels</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=2.0">00:00:02</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=260.0">00:04:20</a></strong> Sandler's Executive Chairman, David Mattson sets the stage with Sandler's success triangle—attitudes, behaviors, and techniques—before host Sean introduces Lt. Col. (Ret.) Joseph "Doc" Morgan. They tee up a discussion connecting Sandler's framework with the military's ends, ways, and means, hinting at friendly debate and practical crossover.</p> <p class="MsoNormal"><strong>Chapter 2: Will vs. Skill: Hiring, Leading, and Learning</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=260.0">00:04:20</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=463.0">00:07:43</a></strong> Joe equates attitudes/behaviors to will and techniques to skill, emphasizing that will is far harder to teach than skill. He shares leadership lessons from deployments and the private sector: consistent reps, realistic practice, and feedback-driven improvement are the true foundations of adaptability.</p> <p class="MsoNormal"><strong>Chapter 3: Ends, Ways, Means: A Strategic Lens</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=463.0">00:07:43</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=694.0">00:11:34</a></strong> They map Sandler to strategy: ends as objectives, ways as methods, and means as resources—including people. Joe stresses feasibility and alignment, mentoring others to balance ambition with effort, and spotting risk when high goals aren't matched by planned behaviors and resources.</p> <p class="MsoNormal"><strong>Chapter 4: Mission Clarity Drives Performance</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=694.0">00:11:34</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=1017.0">00:16:57</a></strong> Joe recounts transforming a low-ranked Air Force recruiting squadron by setting a compelling end state: "be bird dogs," not farmers, and source the talent the nation needed. With a clear, higher-purpose mission and tailored incentives, the squadron rose to top rankings nationally.</p> <p class="MsoNormal"><strong>Chapter 5: Ideal Profiles and Emotional Buy-In</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=1017.0">00:16:57</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=1229.0">00:20:29</a></strong> Sean links mission clarity to sales by defining ideal client profiles and focusing effort where success likelihood is higher. Joe explains adapting targets by territory demographics, aligning incentives, and reinforcing that emotional connection to purpose sustains consistent, high-value prospecting.</p> <p class="MsoNormal"><strong>Chapter 6: Reps and Sets: Practice Like It's Real</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=1229.0">00:20:29</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=1439.0">00:23:59</a></strong> Drawing on weapons school and special operations, Joe explains that realism and repetition build reflexes and excellence. The same principle applies to sales and life: role-plays, simulations, and deliberate practice—done often and with rigor—raise performance under pressure.</p> <p class="MsoNormal"><strong>Chapter 7: Preparedness: Plan, Stage Resources, Execute</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=1439.0">00:23:59</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=1707.0">00:28:27</a></strong> They distill readiness into practical habits: plan tomorrow today, stage a "go bag," and know top targets and call objectives. Joe reinforces that plans are thinking tools to prepare for deviations; commitment matters because meaningful objectives require sacrifice and risk.</p> <p class="MsoNormal"><strong>Chapter 8: Commitment, Accountability, and Consistency</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=1707.0">00:28:27</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=1833.0">00:30:33</a></strong> The conversation turns to conviction versus aspiration, noting how quickly resolutions fail without behavior change. Joe recommends accountability partners or "wingmen" to bolster consistency, while reminding that the deepest commitment must ultimately be to oneself.</p> <p class="MsoNormal"><strong>Chapter 9: The Wolf Pack: Tradition, Trust, and Team</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=1833.0">00:30:33</a> – <a href="https://my.sonix.ai/recordings/2zMV36Av?t=1999.0">00:33:19</a></strong> Sean triggers a challenge coin moment, and Joe explains the tradition as a symbol of mutual commitment and readiness. The squadron motto—strength of the pack and the wolf—underscores lasting professional bonds, instant trust, and collective performance.</p> <p class="MsoNormal"><strong>Chapter 10: Close and Credits</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/2zMV36Av?t=1999.0">00:33:19</a> – end</strong> Sean thanks Joe and the audience, noting how the coin forged new connections. The episode closes with credits and a pointer to Sandler services and resources.</p> <p class="MsoNormal"> </p>
April 6, 2026
How To Succeed at Enhancing Sales Strategies with Advanced AI Tools
<div class="episode-summary" data-custom-extension=""> <h3>Podcast Summary</h3> <p>Unlock the secrets of AI and redefine your business strategy with insights from Seth Marrs, Sandler's Chief Strategy Officer. We promise you'll gain a clear understanding of how to wield AI's transformative power effectively without succumbing to the hype. Together, we'll navigate the tumultuous terrain of AI adoption, cutting through vendor-driven noise to focus on enhancing business efficiency. Learn how precision-targeted AI processes and smart technology investments can elevate your sales strategies while safeguarding data accuracy.</p> <p>Step into the future of sales training as technology and data investment revolutionize traditional methods. We explore how companies that embrace advanced data structures and generative AI are setting a new standard in sales enablement and leadership. From boosting conversation intelligence to redefining KPIs, discover how these advancements allow sales leaders to coach with precision and free teams from the shackles of outdated forecasting. This episode promises a remarkable journey into the next era of sales excellence, where strategic foresight and data-driven decision-making take center stage.</p> <p class="MsoNormal"><strong>Chapter 1: Introduction and Guest Setup</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=2.0">00:00:02</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=76.0">00:01:16</a></strong> Dave Mattson introduces the How to Succeed podcast and frames the focus on attitudes, behaviors, and techniques. He welcomes guest Seth Marrs, Sandler's Chief Strategy Officer, and teases a discussion on where "the puck is going" in tech and AI for sales and leadership.</p> <p class="MsoNormal"><strong>Chapter 2: The Innovative Revenue Leader Podcast Overview</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=76.0">00:01:16</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=131.0">00:02:11</a></strong> Seth explains his podcast format: deep-dives on a single topic across multiple episodes, featuring varied expert perspectives and a research-driven synthesis. The goal is to provide practical tools and insights leaders can apply to grow revenue.</p> <p class="MsoNormal"><strong>Chapter 3: Actionable Depth vs. High-Level Concepts</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=131.0">00:02:11</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=179.0">00:02:59</a></strong> Dave highlights the gap between conceptual podcasts and actionable takeaways. Seth confirms they publish companion reports, citing one on five AI-driven capacity levers to ensure listeners leave with concrete steps.</p> <p class="MsoNormal"><strong>Chapter 4: The AI Hype Cycle and Vendor-Driven Chaos</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=179.0">00:02:59</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=296.0">00:04:56</a></strong> They discuss the rapid acceleration of technology and AI since 2020 and a vendor-fueled market pushing "AI" everywhere. Executive pressure to "do AI" leads to misaligned investments, often neglecting foundational needs like data hygiene.</p> <p class="MsoNormal"><strong>Chapter 5: Why AI Initiatives Fail and What Works</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=296.0">00:04:56</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=368.0">00:06:08</a></strong> Referencing studies with high AI failure rates, Seth argues success comes from mapping and improving specific processes with AI, not buying tools to fix problems. Proven change still follows process-first, tool-second discipline.</p> <p class="MsoNormal"><strong>Chapter 6: Pressure, Waste, and Upcoming Market Correction</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=368.0">00:06:08</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=521.0">00:08:41</a></strong> Dave notes external pressure to adopt AI creates fear of being left behind. Both anticipate a near-term shift toward smarter, ROI-focused adoption, driven by CFO scrutiny and repeatable success stories clarifying where AI truly adds value.</p> <p class="MsoNormal"><strong>Chapter 7: Overlapping Tools and the "Can It Do It vs. Is It Good?" Test</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=521.0">00:08:41</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=624.0">00:10:24</a></strong> They unpack redundancy in tech stacks (e.g., multiple tools that "write emails"). The real question is output quality and contextual relevance, echoing prior dynamics like using LinkedIn for accuracy and ZoomInfo for phone numbers.</p> <p class="MsoNormal"><strong>Chapter 8: Education Gap and Overpromising Vendors</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=624.0">00:10:24</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=678.0">00:11:18</a></strong> Most practitioners don't understand nuanced tool differences, exacerbated by vendors claiming universal AI capability. This fuels confusion and misaligned purchasing.</p> <p class="MsoNormal"><strong>Chapter 9: Where the Puck Is Going: Data, Infrastructure, and Enablement</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=678.0">00:11:18</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=769.0">00:12:49</a></strong> AI performance will only improve; organizations investing in data and infrastructure will compound gains. Seth predicts a transformation in enablement and training through conversation intelligence and role-play powered by GenAI.</p> <p class="MsoNormal"><strong>Chapter 10: From Training Events to Continuous, Visible Reinforcement</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=769.0">00:12:49</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=864.0">00:14:24</a></strong> Enablement evolves from one-off training to ongoing assessment across calls and emails, with clear visibility into who applies the methodology and the outcomes. Leaders gain unprecedented insight to reinforce and optimize.</p> <p class="MsoNormal"><strong>Chapter 11: Science Over Art in Sales Performance</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=864.0">00:14:24</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=988.0">00:16:28</a></strong> Dave likens the shift to medicine and pro sports: from art to data-driven science with MRIs and video review. Sales can now diagnose reality over self-reported optimism, though increased transparency may feel threatening to some.</p> <p class="MsoNormal"><strong>Chapter 12: Tools Elevate but Don't Replace Excellence</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=988.0">00:16:28</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1170.0">00:19:30</a></strong> Seth asserts technology equips practitioners but doesn't eliminate the performance spectrum. Blindly following AI produces average results; top performers synthesize AI with judgment, adapting to context shifts like those during COVID.</p> <p class="MsoNormal"><strong>Chapter 13: Empowering High Performers and Institutionalizing Wins</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1170.0">00:19:30</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1288.0">00:21:28</a></strong> AI can surface winning patterns from "rogue" top sellers and scale them across teams. Digital playbooks can capture best moments across individuals, but most organizations still fail to build and maintain them.</p> <p class="MsoNormal"><strong>Chapter 14: Culture, Curiosity, and Leveling the Field</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1288.0">00:21:28</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1375.0">00:22:55</a></strong> Resistance stems from human nature and legacy structures that reward tenure over curiosity. The new environment favors sellers committed to craft, learning, and experimentation, expanding their opportunities.</p> <p class="MsoNormal"><strong>Chapter 15: Manager Adoption and the Coaching Opportunity</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1375.0">00:22:55</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1476.0">00:24:36</a></strong> Historically, reps learned from call libraries more than managers used them. Pressure is mounting on managers to leverage these tools, shifting from generic call quotas to event-driven, targeted coaching triggers.</p> <p class="MsoNormal"><strong>Chapter 16: Span of Control and Precision Coaching</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1476.0">00:24:36</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1559.0">00:25:59</a></strong> AI-driven diagnostics will increase managers' span of control by automating detection of coachable moments. Time shifts from ride-alongs and full-call reviews to focused intervention on specific gaps tied to deal impact.</p> <p class="MsoNormal"><strong>Chapter 17: Practical Playbook for Sales Leaders</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1559.0">00:25:59</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1659.0">00:27:39</a></strong> Leaders should adopt tech for pinpoint coaching, grounded in recorded calls and captured emails. This enables loss mitigation via timely intervention, delivering more performance with less wasted managerial time.</p> <p class="MsoNormal"><strong>Chapter 18: Rethinking CRO Metrics and Forecasting</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1659.0">00:27:39</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1787.0">00:29:47</a></strong> For CROs and owners, the mandate is a new set of leading indicators sourced from conversation and engagement data. Forecasts should become byproducts of actual selling activity rather than self-reported, error-prone rollups.</p> <p class="MsoNormal"><strong>Chapter 19: From Guesswork to Evidence-Based Operations</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1787.0">00:29:47</a> – <a href="https://my.sonix.ai/recordings/Q8JaAKY2?t=1940.0">00:32:20</a></strong> Leaders gain the ability to make forward-looking decisions from real interactions, not hedged numbers. Reclaiming time spent on forecasting and discovering bespoke conversational indicators creates durable competitive advantages.</p> <p class="MsoNormal"><strong>Chapter 20: Closing Guidance: Start Small, Solve One Problem</strong></p> <p class="MsoNormal"><strong><a href= "https://my.sonix.ai/recordings/Q8JaAKY2?t=1940.0">00:32:20</a> – end</strong> Seth advises choosing a single, well-defined problem, mapping it to a solvable action with a tool, and executing. Mastery and confidence build through iterative wins, avoiding the trap of broad, unfocused AI implementations. Dave closes by recapping takeaways and promoting Seth's podcast.</p> </div>
699 total episodes available with 67 transcripts
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